Sales Director - Informa Markets Engineering (Sustainable Manufacturing)

Company Description

Informa stands as a global leader in knowledge provision, delivering highly specialized information through avenues such as publishing, events, training, market intelligence, and expertise. Our mission is to impart valuable knowledge to individuals, businesses, and organizations worldwide. As a company listed on the London Stock Exchange and a member of the FTSE 100, we uphold a commitment to excellence.

Within Informa Markets, a network comprising over 4,000 colleagues globally, we hold a significant presence in key markets including the US, Brazil, Dubai, India, and China. Our exhibitions, specialized content, and data solutions empower businesses to connect, trade, and innovate, fostering growth and prosperity in the markets they serve.

With a portfolio boasting over 500 brands, we operate in dynamic, expanding, and international markets. From Health & Nutrition to Beauty & Aesthetics, Life Sciences & Pharma, Hospitality, and Aviation, our diverse range of expertise contributes to the success of various industries.

Job Description

This pivotal role holds the responsibility of overseeing all space and sponsorship sales for Informa Markets – Engineering's upcoming B-to-B event launch in the sustainable manufacturing marketplace. The Sales Director, reporting directly to IME’s VP of Sales, will manage both strategic and tactical sales initiatives and have sole territory responsibility. Given the focus on new business development, the role involves identifying decision-makers, pursuing opportunities within key accounts, and fostering a pipeline of prospective customers.

Key Accountabilities and Responsibilities:

1. Drive Business Development:

   • Achieve 2025 targets through effective new business development.
   • Proactively communicate to address opportunities or risks to targets.

2. Sales Strategy and Initiatives:

   • Develop and implement new sales initiatives, strategies, and programs based on customer feedback.
   • Identify and launch new market opportunities for revenue growth.

3. Customer Engagement:

   • Regularly meet with customers to understand their evolving needs.
   • Maintain relationships with external stakeholders in the designated industry.
   • Support the team by nurturing existing customer relationships.

4. Team Leadership:

   • Assess strengths and weaknesses of future sales team members.
   • Lead the team to identify cross/up-sell opportunities and instill best practice sales techniques.
   • Line management through regular 1:1’s, professional development, and sales coaching.

5. Sales Campaign Execution:

   • Manage the team’s budget and cost of sales.
   • Lead sales campaign execution, including targeting, pipeline management, and accurate reporting.

6. Global Connectivity and Culture Building:

   • Connect brand and market sales opportunities globally.
   • Build an effective sales culture within the Vertical and across the business.

7. Process Adherence and Technology Use:

   • Encourage adoption and consistent use of the global Sales process and CRM technology.
   • Coach the team to accurately track customers through the sales pipeline process within CRM.

8. Recruitment and Event Operations:

   • Lead the recruitment and assessment of new hires within the business unit.
   • Gain familiarity with all aspects of event operations.

9. Collaboration and Office Management:

   • Liaise with marketing, PR, exhibitor services, and operations teams.
   • Willingness to assist with everyday office management and tasks during on-site production and as required on a day-to-day basis.

This role presents a unique opportunity for someone passionate about sales, with a proven track record of success, to be part of a team building something from the ground up.

Qualifications

• University Bachelor’s Degree, University of Applied Sciences qualification, or equivalent work experience.
• Over 5 years of experience in leading B2B sales teams with a demonstrated ability to deliver or surpass revenue targets.
• Proven track record in driving new business sales and effectively managing professionals in new business sales.
• Extensive experience in managing and developing sales teams to achieve maximum profitability.
• Proven expertise in maintaining customer relationships and employing successful customer retention techniques.
• Background in leading customer account growth. Demonstrated ability to lead and manage a Sales team, fostering an effective Sales culture with