Head of Sales

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

The ideal hire will work collaboratively with external clients and internal stake holders such as production and operations to drive the commercial profitability portfolio of events, digital marketing services, digital weeks as well as contribute to new products ideas. This role reports into the Business Development Director. They will also be responsible for assisting in the development of departmental new processes and best practices.
Key responsibilities: 

SALES & CLIENT MANAGEMENT (70%)

• Maintaining personal sales responsibilities in acquiring new business and managing key client relationships
• Focus on growing key accounts annual revenue
• Increase the divisions and portfolio digital sales, focusing on marketing service campaigns and the Informa suite of digital products
• Hit and exceed quarterly sales targets
• Attending key Portfolio and competitor events, acting as the face of Informa Connect

REPORTING (15%)

• Monitoring and updating Salesforce, ensuring best practice is adopted to maximize system integrity and output
• Reporting accurate forecasting and performance metrics to key internal and external stakeholders, highlighting revenue risks and opportunities
• Weekly forecasting of pipelines with a focus on GP

PROJECT MANAGEMENT (15%)

• Motivating a high performing sales team, creating a best in class SpEx environment and promoting agile
• Partnering with local and international counterparts to drive sales initiatives in line with key business directives including portfolio growth plans and Global Key Account program. This involves chairing your portfolio monthly KAM calls
• Leading internal co-ordination to ensure event targets and client requirements are delivered and exceed
• Working with senior management to identify, plan and execute strategic sales plans, delivering insight to new target market and product innovations to drive revenue growth
• Delivering innovative and cost-effective solutions, based on a deep understanding of the portfolio landscape and competitor market

Qualifications

• 5+ years SpEx Sales experience
• Working with Senior Management teams to deliver strategic goals, identifying new markets and product innovations
• Consultatively selling across high value sponsorship opportunities, handling multiple complex briefs
• Growing key accounts and acquiring new business, identifying and maximising sales opportunities to cross/up sell
• Undertaking in depth mapping and analysis exercises on product, client base, and competitor landscape
• Working knowledge of Salesforce.com or similar systems,
• A confident and articulate verbal and written communicator, can foster strong relationships both internally and externally
• Demonstrates a pragmatic and commercially astute approach to decision making
• Possesses excellent prioritisation skills, has the foresight to anticipate obstacles and needs
• Has gravitas and mental agility when presenting solutions
• Takes pride and personal responsibility for maintaining KNect365 brand
• A self-starter who takes a proactive approach to all tasks, able to motivate those close to them

Additional Information

Why work at Informa 

Employee experience is very important to us at Informa. On top of joining a supportive, diverse, and ambitious team that welcomes all types of candidates. We are also flexible with different working patterns and prioritize promotions internally. Our benefits include:

• Learning and development plan to assist with your career development 
• 15 days PTO plus 10 national holidays, 4 days for volunteering and a day off for your birthday! 
• Competitive Benefits with 401k match
• Paid parental leave
• Work with a high quality of specialist products and service 
• Bright and friendly staff who are all “expert’s experts” and additional training and development for helping you achieve your career aspiration 
• ESPP - become a shareholder 

We know that sometimes the 'perfect candidate' doesn't exist, and that people can be put off applying for a job if they don't fit all the require