Company Description We're part of Informa, a global business with a network of trusted brands in specialist markets across more than 30 countries, and a member of the FTSE 100.
Our purpose is to connect our customers to information and people that help them know more, do more and be more. No other company in the world helps more people share professional knowledge or make business connections.
We run around 800 events each year, create digital platforms based on engaging news and information content, and operate professional development programmes for individuals and businesses.
Job Description
We are seeking a dynamic and motivated Sales Specialist with a background in B2B events, particularly within the medical or healthcare industry. This role, reporting to the Vice President, focuses on driving booth and exhibit space sales for our annual national conferences, regional events, and virtual sessions. The ideal candidate thrives in a fast-paced environment, demonstrates high performance, and has a proactive approach to identifying and converting sales opportunities.
Key Responsibilities:
Sales & Client Engagement
Drive exhibit space sales targeting pharmaceutical companies, medical device manufacturers, and laboratory service providers.
Engage potential clients by upselling additional products and service offerings to maximize client value and engagement.
Maintain and optimize the exhibit hall floorplan, ensuring efficient and appealing space design.
Lead Generation & Client Development
Conduct research to identify prospective exhibitors by reviewing competitive events and industry news.
Proactively convert generated leads into valuable client relationships, leveraging follow-up strategies and engagement tactics.
Work closely with the business development team to expand and nurture client networks.
Sales & Business Development Support
Draft and manage sales contracts, ensuring accuracy and timely processing.
Oversee invoicing, payment processing, and follow-up on outstanding balances.
Regularly prepare and update sales and progress reports, providing insights to senior management.
Schedule and organize client calls, meetings, and conference sessions to align with strategic goals.
Database & CRM Management
Utilize HubSpot's Sales Hub to maintain and update client and prospect data.
Conduct general data entry, maintain accurate contact information, and categorize clients based on products, disease states, and industry developments.
Create and manage automated email workflows to nurture leads and follow up with existing clients.
Upload business cards and client data collected from networking events, staying current with industry mergers, product launches, and regulatory updates.
Travel Requirements:
Attend team meetings twice a year in key locations such as Northern NJ, Boston, or Boca Raton.
Be present on-site for one week each at our two major national conferences, ensuring high levels of client service and engagement.
Support regional events as required, typically 3-5 times per year (including weekends).
Travel infrequently, based on sponsor or exhibitor needs.
Qualifications
Bachelor's degree preferred in Business Administration, Biosciences, Healthcare, Pharmaceutical Marketing, or a related field.
Proven B2B sales experience, ideally within trade shows, conferences, or healthcare sectors.
Demonstrated proficiency in CRM tools, with a strong preference for experience with HubSpot.
Proficient in Microsoft Office Suite, with intermediate to advanced skills in Excel, PowerPoint, and Word.
Familiarity with event management software, such as Cadmium Expo Harvester, is a plus.
Excellent communication skills, with the ability to build relationships and effectively upsell products and services.
Strong organizational skills, capable of managing multiple tasks, prioritizing effectively, and maintaining attention to detail in a fast-paced environment.
Compensation:
The salary range for this position is $64,000–$74,000, with additional commission on net sales, providing significant earning potential based on performance.
This job posting will close on November 31st.
Additional Information
We work hard to make sure Life at Informa is rewarding, supportive and enjoyable for everyone. Here's some of what you can expect when you join us. But don't just take our word for it – see what our colleagues have to say at LifeAt.Informa.com
Our benefits include:
Freedom & flexibility: colleagues rate us highly for the flexibility and trust they receive, and we support a range of working patterns
Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active diversity and inclusion networks
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. When it's time for the next step, we encourage and support internal job moves
Time out: 15 days PTO rising to 20 after three years and 25 after six years, plus 10 national holidays, a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year
Competitive benefits, including a 401k match, health, vision and dental insurance, parental leave and an 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
We're not solely focused on a checklist of skills. We champion energy and ambition and look for colleagues who will roll their sleeves up, join in and help make things happen. If it sounds like a match and you have most – although not all – of the skills and experience listed, we welcome your application.
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.
See how Informa handles your personal data when you apply for a job here.