Regional Sales Manager Asia

Company Description

Informa PLC is a leading international events, intelligence, and scholarly research group.

Our purpose is to champion the specialist. Through hundreds of powerful brands, we work with businesses and professionals in specialist markets, providing the connections, intelligence and opportunities that help customers grow, do business, make breakthroughs, and take better informed decisions. Informa is listed on London Stock Exchange and a member of FTSE 100, with over 11,000 colleagues working in more than 30 countries. Each of our five operating divisions has a distinct focus:

Informa Connect aims to provide expert content you cannot Google, with access to specialist networks and communities, through major branded annual events, specialist digital communities and content services.

Informa Intelligence provides specialist digital information and data products, consultancy, and research services to over 25,000 businesses worldwide, helping companies make better informed decisions and gain a competitive edge.

Informa Markets creates global platforms for industries and specialist markets for customers to trade, innovate and grow their business, by delivering over 550 events annually, complimented by specialist digital content and actionable data solutions.

Informa Tech aims to inspire the global technology community to design, build and run a better digital world by providing research, media, training, and events to specialist technology communities worldwide.

Taylor & Francis commissions, curates, produces, and publishes scholarly research and reference-led content in specialist subject areas, advancing research and enabling knowledge to be discovered and shared.

Our sixth division is Global Support, which provides shared, efficient business services and function-specific expertise to each of Informa's operating divisions.

Our Guiding Principles

Our four guiding principles are a clear statement of what we believe in.

Taken together, they define our goals and provide a focus for all Informa’s activities. The principles give a perspective on our culture and way of working, making the company easier to understand, trust and do business with.

Think big. Act small. We love ambitious thinking and taking bold options. At the same time, we recognize that success also comes from rolling up our sleeves, sweating the details, and taking personal ownership of the things that matter.

Trust must be earned. We don’t just say we’re specialists, we live and breathe the subjects we work in and the communities we work with. By getting closer to our customers and partners, and offering support every step of the way, we build trust and the confidence to rely on us to do the right things, in the right way.

Success is a partnership. We get better answers by combining skills and talents, joining forces, and embracing ideas, wherever they come from. This broadens perspectives, expands horizons, sparks innovation, and keeps our thinking fresh.

More freedom. Fewer barriers. We are light on our feet. We do things swiftly, flexibly and with as few obstacles as possible. Our colleagues have the freedom and autonomy to think fast, act on opportunities and do what is best and most sustainable for us and our customers.

Job Description

The Role

As a member of our pharma global team in our Shanghai, Hong Kong or Guangzhou office, the Regional Sales Manager Asia is responsible for managing, developing and maintaining commercial strategic relationships with our local offices in the region.

The Regional Sales Manager Asia role requires a manager experienced in working at a strategic level who can assume full responsibility and accountability for their area of the business.

The Regional Sales Manager Asia is responsible for managing commercial revenues and sales efforts for our local offices, focussing on 3 main events within our Pharma Portfolio; Pharmapack, CPHI North America and CPHI Europe.

As s/he is responsible for a rapidly growing area of the business, the role requires a resilient and forward-thinking individual capable of problem-solving, decision-making, facilitating change and working with a team that delivers against strategic objectives.

Job Summary/Responsibilities

Regional Sales Manager Asia
• Develop and maintain strategic long-term trusting relationships with our local offices; Guangzhou, Hong Kong, Japan, Taiwan and Korea and act as a central point of contact.
• Oversee sales revenues within these regions, across our various product offerings, focusing on Pharmapack, CPHI North America and CPHI Europe.
• Study and understand the (local) strategic clients’ needs and requirements and how to best meet these needs, while protecting company interests.
• Expand relationships with potential and existing clients through (re)negotiations and proposals.
• Perform client outreach and campaigning to secure sales and partnerships within our Machinery and Packaging segment.
• Conduct comprehensive sales training sessions, ensuring teams are well-versed in the diverse product offerings within our portfolio. This includes providing ongoing support and resources to enhance their product knowledge and sales effectiveness.
• Align with centrally agreed changes and improvements made within the region and to lead on localized initiatives as well as international initiatives.
• International travel to meet customers, local offices and attend trade shows in the region.
• Work with the local teams to deliver on yearly sales plan together with key stakeholders (Brand, Content, Sponsorship and Marketing) and update sales plan where needed throughout the year.
• Conduct market research and analysis to create detailed sales plans on commercial opportunities.
• Develop a good understanding of the competitive local market; understanding and staying current on trends impacting clients and customers and develops strategies to capitalize commercial growth.
• Build and maintain profitable partnerships with internal key stakeholders such as Brand, Marketing, Sponsorship and Digital. Participate in regular meetings to update stakeholders.
• Work with our Commercial Marketing and Sales Excellence & Ops department to develop appropriate lead gen campaigns, aimed at achieving sales targets in conjoint with the local offices across the region.
• Monitor performance of commercial activities using key metrics and prepare reports for senior management as well as internal and external stakeholders.
• Assist in setting financial targets and budget development while monitoring results against set targets (weekly sales report, monthly tracker, Salesforce dashboards, etc.).
• Take lead in debt collection meetings where appropriate.

Qualifications

Skills required
• Established career in exhibitions, B2B media and/or digital sales, preferably with an international organisation.
• Proven track record of delivering strong sales growth while consistently exceeding revenue targets.
• Solid knowledge of performance reporting and financial/ budgetting processes.
• Proven experience in managing relationships with key clients.
• Commercial awareness partnered with a strategic mindset.
• Excellent organizational and communication skills.
• Ability to identify new business opportunities and able to share these at senior level.
• Ability to maintain accurate and timely detailed (sales) reporting.
• Strong interpersonal skills, confident, elevated level of enthusiasm and able to work in a matrix organisation.
• University Bachelor’s Degree qualification (2:2 or higher).

Additional Information

Qualities needed for the role

The Regional Sales Manager Asia should be prepared to go the extra mile in every aspect of their work, to be proactive and to anticipate the needs of their internal and external customers.

As a Regional Sales Manager Asia, you will be motivated to understand the benefits of the products and customers you are working with and to further discover business opportunities.

Working within a matrix environment, the Regional Sales Manager Asia must be a team player and have the ability to build relationships across a diverse range of cultures.

Qualities needed for cultural fit
• Solution oriented and customer focused.
• Demonstrate leaderships skills, within a culture of seeking to understand customers, business partners and sales agents as well as colleagues.
• Ability to interact professionally with people from diverse cultures at all levels within the business and across its client base.

Desired
• Candidates must be eligible to work in China and Hong Kong.
• Language skills: fluent Mandarin and English speaking, reading, and writing.
• Initiative – proactive and able to work independently as well as in a team.
• Enthusiasm and a collaborative mind set.
• Determination and drive to succeed.
• Goal-oriented.
• Time management with an ability to multi-task and attention to details.
• Experience using Salesforce.