Sales Manager, Retention Sales - Black Hat at InformaGroupPlc

About the Role

We are looking for a Sales Manager, Retention Sales to join the Black Hat & SecTor brands. This role focuses on driving sustainable revenue growth through customer retention and strategic account expansion in the cybersecurity market.

Key Responsibilities

• →Sell exhibit space renewals and sponsorship packages to clients in assigned territory
• →Drive customer retention rates of 90%+ while maximizing account expansion opportunities
• →Develop comprehensive account strategies focused on long-term relationship building and value creation
• →Identify and execute cross-selling opportunities across multiple events and product offerings
• →Drive incremental revenue through strategic upselling of digital/media products and premium event experiences
• →Conduct strategic business reviews with key customers to ensure satisfaction and identify growth opportunities
• →Strategically manage territory with a focus on customer health and satisfaction optimization
• →Develop territory plans to ensure systematic approach to sales growth and relationship management
• →Build robust expansion pipeline through systematic identification of upselling and cross-selling opportunities
• →Utilize advanced Salesforce.com functionality for customer health tracking, renewal management, and accurate forecasting
• →Collaborate with customer success teams to ensure exceptional event experiences that drive retention
• →Provide accurate forecasting for revenue and expansion potential
• →Serve as primary point of contact for assigned accounts throughout the customer lifecycle
• →Build and maintain strong relationships with key decision makers and influencers across assigned accounts
• →Build trust and rapport with key customer contacts through consistent, professional communication
• →Create custom retention and expansion proposals that demonstrate ROI and align with customer business objectives
• →Proactively address customer concerns and coordinate internal resources to resolve issues quickly
• →Gather customer feedback to inform product development and service enhancement initiatives
• →Serve as customer advocate internally while driving revenue growth and retention excellence