Sales Territory Director - Foodservice Media Group

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

This role is based in our New York City, Chicago or San Francisco office.

The Sales Territory Director will be responsible for driving media advertising and sponsorship revenue growth and managing client relationships within a defined territory focusing on Foodservice vendors. These clients and prospects will include a cross-section of companies promoting products and services to leading industry Restaurant operators (ranging from Food manufacturers, Tech platforms, Kitchen equipment companies and more).

The ideal candidate will have a proven track record in sales excellence and be able to grasp, propose and manage unique integrated media programs encompassing digital, print, multi-media, social, in-person and custom programs.

The Foodservice Vertical encompasses three prominent brands: Nation’s Restaurant News, Restaurant Business and FoodService Director. While this dynamic and integrated portfolio primarily focuses on its highly-engaged media channels, a small focus on smaller, regional Chefs Immersions events is also folded under this responsibility umbrella.

Key Responsibilities:

Sales Strategy and Execution:

• Develop and implement a comprehensive sales strategy to achieve revenue targets across the assigned territory.
• Identify new business opportunities and expand the client base through proactive prospecting and relationship building.
• Collaborate with marketing, product, and event teams to align sales efforts with overall business objectives.
• Monitor market trends, competitor activities, and customers need to adapt strategies and maintain a competitive edge.
• Collaborate with event production and content teams to ensure alignment between sales efforts and event deliverables.
• Stay informed about industry trends, emerging technologies, and best practices in B2B media and events

Client Relationship Management:

• Build and maintain strong relationships with key clients, ensuring high levels of customer satisfaction and retention.
• Act as a trusted advisor to clients, understanding their business needs and providing tailored solutions through media and event offerings.
• Negotiate contracts and close deals with a focus on long-term partnerships and relationships

Revenue and Performance Management:

• Track and analyze sales performance metrics, providing regular reports to senior leadership.
• Manage the sales pipeline effectively, ensuring accurate forecasting and timely deal closures.
• Optimize pricing strategies and identify opportunities to upsell and cross-sell products and services.

Qualifications

• Bachelor’s degree preferred (or equivalent experience).
• 5+ years of experience in sales, preferably in B2B media, events, or related industries.
• Proven track record of meeting or exceeding sales targets and driving revenue growth.
• Strong leadership and team management skills, with the ability to inspire and develop high-performing teams.
• Excellent communication, negotiation, and presentation skills.
• Strategic thinker with the ability to analyze data, identify trends, and make informed decisions.
• Proficiency in CRM tools (e.g., Salesforce) and sales analytics platforms.

Additional Information

We believe that great things happen when people connect face-to-face. That's why we work in-person with each other, or with customers and partners, three days a week or more. When you’re not spending time together in one of our offices or other workplaces – like at an Informa event – you get the flexibility and support to work from home or remotely.

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 colleague groups and networks