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About the Role

The Senior Manager of Strategic Accounts plays a pivotal role in driving customer success and delivering measurable ROI by retaining and expanding relationships with top-tier clients and creating new top-tier clients at Informa’s Aviation Week. This role is dedicated to understanding each customer’s unique business goals and challenges, leveraging Informa’s solutions to create value and maximize their return on investment. With a strong emphasis on consultative sales, the Senior Manager of Strategic Accounts acts as a trusted advisor, fostering deep, strategic partnerships with clients. By identifying opportunities to align Aviation Week’s offerings with customer objectives, the role ensures increased engagement, satisfaction, and spend, ultimately driving long-term growth for both the customer and Informa.

Responsibilities

Engage existing high-tier customer accounts with compelling proposals and guide them through the buying process.
Apply consultative selling techniques to offer new opportunities to prospective and existing customers.
Drive the customer’s awareness of Aviation Week’s unique position to help you grow your business with market insights and marketing services.
Build industry-specific knowledge by attending competitor events, analyzing customer data, and sharing insights across the team.
Use Salesforce to track client interactions, opportunities, and forecasts that are up to date and accurate.
Leverage insights into customer buying trends to develop effective sales plans and approaches.
Conduct on-site re-booking of existing customer accounts in alignment with sales targets.
Share customer insights and marketing data with the Regional Sales Manager, EMEA and with Global VP, Sales.
Develop sales plans, including pricing strategies, to grow existing accounts through cross-selling and upselling.
Perform additional tasks as required.

Requirements

Bachelor's degree or equivalent experience
5-7 years B2B sales, ideally in digital services or aerospace, with proven revenue achievement
Strong lead generation and closing abilities
Excellent negotiation and relationship-building skills
Ability to travel/be in market 50% of time

Skills

High Energy
Results Driven
Resilient
Entrepreneurial
Curiosity

Location

London, Blackfriars
Deansgate Manchester

Work Type

Full-time

Experience Level

Senior

Education Level

Bachelor's degree

Benefits

Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active colleague groups and networks promoting a positive, supportive, and collaborative work environment
Broader impact: take up to four days per year to volunteer, with charity match funding available too
Career opportunity: the opportunity to develop your career with bespoke training and learning, mentoring platforms and on-demand access to thousands of courses on LinkedIn Learning.
Time out: 25 days Annual Leave rising to 27 after two years, bank holidays, a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year
Competitive benefits, including a pension match, health, vision and dental insurance, parental leave and ESPP offering company shares at a minimum 15% discount
Strong wellbeing support through EAP assistance, mental health first aiders, free access to a wellness app and more
Recognition for great work, with global awards and kudos programs
As an international company, the chance to collaborate with teams around the world

About the Company

Informa Markets, a division within Informa, creates global platforms for industries. We organize over 500 large-scale branded and transaction-oriented events in 14 specialist markets. These are typically not-to-be-missed annual events where buyers and sellers build relationships, see and show products and do business.
We also provide year-round online platforms where companies showcase their businesses and products and buyers conduct research, generating valuable leads, and we provide data and digital content that supports the flow of knowledge and transactions in markets.
Aviation Week Network is the largest multimedia information and services provider for the global aviation, aerospace, and defense industries, serving 1.7 million professionals around the world.
Industry professionals rely on Aviation Week Network to help them understand the market, make decisions, predict trends, and connect with people and business opportunities. Customers include the world's leading aerospace manufacturers and suppliers, airlines, airports, business aviation operators, militaries, governments, and other organizations that serve this worldwide marketplace.
Aviation Week Network’s portfolio delivers award-winning journalism, data, intelligence and analytical resources, world-class tradeshows and conferences, and results-driven marketing services and advertising. Aviation Week Network is part of Informa Markets, a division of Informa PLC.

Equal Opportunity

At Informa, you'll find inclusive experiences and environments where all perspectives and backgrounds are welcomed. As part of this approach and our diversity and inclusion commitments, we are also formally an Equal Opportunities Employer. This means we base decisions on relevant qualifications and merit and do not discriminate on the basis of key characteristics and statuses, including all of those protected by law. Ask us or see our website for full information.