Head of Revenue

Company Description

Informa Markets:

Informa Markets creates platforms for industries and specialist markets to trade, innovate and grow. We provide marketplace participants around the globe with opportunities to engage, experience and do business through face-to-face exhibitions, targeted digital services and actionable data solutions. We connect buyers and sellers across more than a dozen global verticals, including Boating, Pharmaceuticals, Food, Fashion, and Infrastructure. As the world's leading market-making company, we bring a diverse range of specialist markets to life, unlocking opportunities and helping them to thrive 365 days of the year.

Informa:

Informa plc is a British publishing, business intelligence, and exhibitions group based in London, England. It is listed on the London Stock Exchange and is a constituent of the FTSE 100 Index. It has offices in 43 countries and around 11,000 employees. Informa owns numerous brands including CRC Press, Fan Expo HQ, Game Developers Conference, Routledge, and Taylor & Francis.

Job Description

What we’re looking for:

The Head of Revenue is accountable to the growth of the portfolio through sales process and effectiveness leadership and development and implementation of aggressive pricing strategies, delivered against an agreed set of targets and budget, reporting to the President.

This is a critical role in facilitating successful execution of the development of the sales process & pricing strategy and a series of iterative best in class trainings creating consistency and increased efficiencies. They will be accountable for the structural and professional development of Sales Organization, within the HIMSS, Aviation and Agriculture portfolio, processes where synergies are possible. The Head of Revenue will support sales talent management, with focus on developing an effective Sales culture.

Role Accountability and Duties:

Pricing Leadership:

• Lead the strategy and implementation for pricing in partnership with Management team and finance

Sales Leadership and Continuous Improvement:

• Support Sales Leaders to develop and implement new sales initiatives, strategies, and programs to capture key demographics. Contribute to and help to set overall family sales targets.
• Contribute to creation consistent commission plans.
• Own the Sales continuous improvement initiatives, identifying opportunities for sales process optimization.
• In partnership with Product Management, support in the discovery and development of areas of growth, through new market / sector opportunities and mechanisms
• Develop long-term strategic plan for Sales including partnering on workforce planning forecasts, approaches to retention, and reward and recruitment, working with HR, Finance and Sales Leadership

 Sales Optimization Leadership:

• Create standard for organic opportunity and pipeline management and forecasting and work with Market leads, sales leaders and individual revenue producers to train, mentor and coach for full user adoption.
• Oversight and accountability create and improve tools to automate accurate, consistent, and timely forecasting of the business’s revenue against budget as well as strategy to achieve goals where revenue is not met.
• Understand current state and devise a plan to achieve desired state of sales excellence which includes developing and driving sales training
• Partner closely with Sales and Sales Operations to educate and formulate best practices around data driven sales approach.

Qualifications

What you bring to the team:

• Minimum 5 to 7 years of experience in executive-level internal relationship management, fostering personal and professional growth.
• Proven track record of leading and managing large sales teams, instilling effective sales culture, and ensuring operational excellence.
• Strong experience in establishing and maintaining external relationships with partners, vendors, and clients.
• Effective collaborator with the ability to work well with diverse personalities.
• Demonstrated ability to convert market opportunities into profit, driving top-line revenue growth while managing costs.
• Experience navigating large corporate environments, leveraging matrixed resources, services, and platforms.
• Successful P&L control and management, with a focus on growth achievements.
• Appreciation for and understanding of diversity within businesses and teams.
• Proficiency in managing teams using Salesforce and maximizing tool usage.
• Salary range from $204,000 to $260,000 plus a highly competitive variable.
• Job ad expires on April 4th, 2024.