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About the Role

Informa Markets Japan is seeking an experienced and results-driven Senior Sales Executive. This role is critical to driving revenue growth and expanding our market presence by developing strategic client relationships and leading high-performing sales initiatives across our portfolio of B2B events and digital platforms.

Responsibilities

Develop and execute comprehensive sales strategies to achieve and exceed revenue targets across assigned events and digital products
Identify new business opportunities and expand existing client relationships within target industries
Manage the full sales cycle from prospecting and qualification to negotiation and contract closure
Create compelling value propositions tailored to client needs and business objectives
Monitor market trends, competitor activities, and industry developments to inform sales strategies
Build and maintain strong, long-term relationships with key decision-makers and C-level executives
Serve as a trusted advisor to clients, understanding their business challenges and providing strategic solutions
Conduct regular client meetings, presentations, and site visits to strengthen partnerships
Ensure exceptional customer satisfaction and high retention rates
Handle contract renewals and upselling opportunities with existing clients
Mentor and guide junior sales team members, sharing best practices and sales techniques
Collaborate closely with marketing, operations, and product teams to deliver integrated solutions
Participate in sales meetings, providing insights and contributing to team strategy discussions
Represent the company at industry events, conferences, and networking functions
Maintain accurate and up-to-date records in CRM systems (Salesforce or similar)
Prepare regular sales forecasts, pipeline reports, and performance analyses
Track key performance indicators (KPIs) and adjust strategies to optimize results
Ensure compliance with company policies, procedures, and ethical standards

Requirements

Minimum 7-10 years of B2B sales experience (preferably in events, media, marketing services, or related industries)
Proven track record of consistently meeting or exceeding sales targets
Experience managing complex, multi-stakeholder sales processes
Demonstrated success in building and maintaining C-level client relationships
Exceptional communication and presentation skills in both Japanese and English (business level)
Strong negotiation and closing abilities
Strategic thinking with the ability to identify opportunities and solve problems creatively
Excellent interpersonal skills and ability to build rapport quickly
Self-motivated, results-oriented, and able to work independently
Proficiency in CRM systems (Salesforce preferred) and Microsoft Office Suite
Strong business acumen and understanding of B2B marketing and sales principles
High energy and ambition with a passion for sales excellence
Resilient and adaptable in a fast-paced, changing environment
Collaborative team player with a positive attitude
Detail-oriented with strong organizational and time management skills
Integrity and professionalism in all business dealings
Experience in the events, exhibitions, or conference industry
Established network within target industries in Japan
Knowledge of digital marketing and lead generation platforms
Bachelor's degree in Business, Marketing, Communications, or related field
Experience working in a multinational or matrix organization

Skills

B2B sales
Sales strategy development and execution
Client relationship management
Negotiation
Closing deals
Strategic thinking
Problem-solving
Interpersonal skills
CRM systems (Salesforce)
Microsoft Office Suite
B2B marketing principles
Sales operations
Reporting
Japanese communication
English communication
Presentation skills

Location

Japan

Work Type

Full-time

Experience Level

Senior
7-10 years of B2B sales experience

Education Level

Bachelor's degree in Business, Marketing, Communications, or related field

About the Company

Informa PLC is an international B2B media company headquartered in the UK. It provides information and communication services for professionals in various industries worldwide through a diverse range of media, including international exhibitions, digital platforms, industry journals, academic publications, and market research and data analysis.
Informa is listed on the London Stock Exchange and is a member of the FTSE 100. With over 12,000 employees in more than 30 countries, the company operates globally across various sectors such as pharmaceuticals, healthcare, biotech, food, fashion, cosmetics, industrial machinery, maritime, and IT, generating annual revenues exceeding 620 billion yen.
Informa Markets Japan, as the Japanese branch of Informa Markets, leverages its international network to organize over 30 international events across diverse industries including food, healthcare, pharmaceuticals, beauty, fashion, jewelry, and maritime. It also publishes specialized media for the health and food industries and acts as the Japanese contact point for overseas promotion support for Japanese companies participating in Informa's global events.

Equal Opportunity

Informa is formally an Equal Opportunities Employer. Decisions are based on relevant qualifications and merit, and do not discriminate on the basis of key characteristics and statuses protected by law.
Informa strives to create a rewarding, supportive, and enjoyable work environment for everyone.
Reasonable adjustments or accommodations can be requested for participation in the hiring process.