Sales Manager 銷售經理

Sales Manager

• Department: Sales
• Reports to: Sales Director
• Location: Taiwan

Role Summary

Lead and coach a team of Sales Executives to achieve revenue KPIs across exhibition booths, sponsorships, and digital solutions. Elevate sales excellence through disciplined pipeline management, rigorous execution, and strong key account stewardship with a focus on retention and multi-year commitments.

Key Responsibilities

• Revenue and Team Leadership
  • Own team revenue targets and quota attainment; set clear goals, activity standards, and accountability.
  • Recruit, onboard, mentor, and coach sales staff; run weekly 1:1s, pipeline and deal reviews, and performance plans.
  • Provide executive support for complex deals, including pricing and commercial strategy.
  • Champion on-site rebooking and retention initiatives to increase renewals.
  • Instill rigorous sales discipline and a high-performance culture focused on customer value and execution.
• Key Accounts & Customer Leadership
  • Personally manage a portfolio of strategic accounts
  • Lead QBRs, executive check-ins, and renewal strategies; oversee complex negotiations and terms with Legal and Finance.
  • Monitor account health, satisfaction, and risk; drive proactive retention and service recovery.
  • Orchestrate cross-functional delivery (Marketing, Operations, Content) to meet bespoke requirements and event outcomes.
• Pipeline, Forecasting & Sales Operations
  • Enforce Salesforce data quality, stage hygiene, and activity tracking across the team.
  • Deliver accurate weekly/monthly forecasts; track KPIs such as pipeline coverage, conversion, and rebooking rate.
  • Partner with Finance on receivables and payment follow-up.
• Sales Process & Cross-Functional Collaboration
  • Refine sales playbooks, objection handling, discount governance, and approval workflows.
  • Collaborate with Marketing on campaigns and customer communications; with Operations on floorplan allocation and inventory.
  • Provide market and competitor insights to inform go-to-market plans and product packaging.

 

銷售經理

• 部門：銷售部
• 直屬主管：銷售總監
• 工作地點：台灣

• 職務概述

  領導並培育銷售團隊，達成展位、贊助與數位解決方案等多元產品的營收KPI。透過嚴謹的管道管理、扎實執行與關鍵客戶經營，提升續約與多年合約占比，打造高效與以客戶價值為核心的銷售文化。

  工作職責

• 營收及團隊領導
  • 負責團隊整體營收目標與配額達成，設定清晰目標與活動標準，建立責任機制。
  • 招募、培訓、輔導與管理銷售人員，定期進行一對一、管道與案件檢視，推動績效改善。
  • 就複雜交易提供高層支援（如定價與條款設計），確保策略與專案風險受控。
  • 主導現場續訂與客戶留存策略，提升續約率。
  • 建立嚴謹的銷售紀律與高績效文化，聚焦客戶價值與執行力。
• 關鍵客戶與客戶關係經營
  • 親自經營策略性客戶組合，維持長期合作關係。
  • 主持季度業務檢視（QBR）與高層溝通會議，制定續約與升級策略，處理複雜談判與條款協調（含法務、財務）。
  • 監控帳戶健康度、滿意度與風險指標（如流失徵兆、NPS），主動推動保留與服務補救。
  • 協調行銷、營運、內容等跨部門資源，滿足客製化需求與專案交付。
• 管道、預測與銷售營運
  • 要求並維持 Salesforce 數據品質與銷售階段管理規範，落實活動紀錄。
  • 準確提供週/月度銷售預測，追蹤關鍵指標：管道覆蓋倍數、轉換率、續訂/再預訂率等。
  • 與財務合作跟進應收款與逾期款項，加速回款。
• 銷售流程與跨部門協作
  • 優化銷售打法與手冊、異議處理、折扣治理與審批流程，提升成交效率與利潤率。
  • 與行銷協作規劃活動/名單與客戶溝通；與營運協調展位配置與存量管理。
  • 提供市場與競品洞察，回饋產品打包與市場進攻策略（GTM）。

• Bachelor’s degree; Business Administration/Marketing preferred.
• 10+ years of related B2B sales/business development experience, including 3–5 years of frontline team leadership.
• Strong sales leadership with a proven record of meeting or exceeding multimillion revenue KPIs.
• Demonstrated success managing strategic/key accounts, leading QBRs, renewals, and complex negotiations.
• Advanced coaching capability (pipeline coaching, deal strategy, performance management).
• Excellent communication and negotiation; strong consultative selling skills and executive presence.
• Proficient in Salesforce and Microsoft Office (Word, Excel, PowerPoint, Outlook).
• Exhibition industry background preferred; knowledge of agriculture, livestock, or jewelry is an advantage.
• Strong command of Chinese and English (spoken and written).
• Willing to travel domestically and internationally.

 

• 本科以上學歷，商管/行銷相關科系佳。
• 10年以上 B2B 銷售/業務開發相關經驗，含3–5年一線團隊管理經驗。
• 具備卓越的銷售領導力與實績，曾穩定達成千萬級/多年度營收KPI。
• 具策略/關鍵客戶管理實戰：QBR 主導、續約與複雜商務談判經驗。
• 具高階輔導能力（管道教練、案件策略、績效管理），能系統性提升團隊產能。
• 溝通協調與談判力強，具顧問式銷售與高層溝通能力。
• 熟悉 Salesforce 與 Microsoft Office（Word、Excel、PowerPoint、Outlook）。
• 具會展產業背景尤佳；了解農業、畜牧或珠寶產業者加分。
• 具備良好中英語聽說讀寫能力。
• 可配合國內外出差。

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:

• 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: annual leave and the chance to work from (almost!) anywhere for up to four weeks a year 
• A flexible range of personal benefits to choose from, plus company funded private medical cover
• A ShareMatch scheme that allows you to become an Informa shareholder with free matching shares
• Strong wellbeing support through EAP assistance, mental health first aiders and more
• Recognition for great work, with global awards and kudos programmes 
• 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.