Head of Sales (SOURCING at MAGIC)

Company Description

Informa is one of the world’s leading knowledge providers. We create and deliver highly specialized information through publishing, events, training, market intelligence and expertise, providing valuable knowledge to individuals, businesses, and organizations worldwide.

Informa Markets creates platforms for industries to trade, innovate and grow. We provide customers and partners around the globe with opportunities to engage, experience and do business through face-to-face exhibitions, specialist digital content and actionable data solutions. As the world’s leading exhibitions organizer, with over 500 international events, we bring a diverse range of specialist markets to life, unlocking opportunities and helping them to thrive 365 days of the year.

Informa’s Fashion Portfolio is the leading producer of world-renowned fashion tradeshows and digital events such as MAGIC, COTERIE, PROJECT, and SOURCING. We believe uniting the industry’s best talent and most dynamic opportunities will translate into stronger events for buyers and sellers and help us achieve our promise to the industry: to bring together great brands and retailers in superbly merchandised experiences, provide superior customer service, and ultimately present end consumers with the best apparel, footwear, accessories, and fashion products. 

Job Description

The Head of Sales for SOURCING at MAGIC will be responsible for business development strategy and revenue generation through new and existing customer. This includes the sales performance, team revenue generation and sales activity, to deliver the agreed sales and financial revenue plan. This role will oversee revenue and business development strategy for the SOURCING at MAGIC Las Vegas event, regional events that we may add to the portfolio, as well as digital revenue for the business.

The role has responsibility for the line management of Sales Directors, Sales Managers and Sales Executives who are selling and managing existing customers as well as actively and assertively focusing on new business development.  They will lead this team with a focus on customer retention and growth through cross selling and rebooking. This role is also responsible for a combination of internal and external sales activity, regularly meeting customers face-to-face, and attending competitor and industry events. This role will be expected to sell to a variety of new customers with a focus on large key account acquisitions, and hands on business development of new markets to drive new business revenue.

The Head of Sales will define and execute sales strategies, agreeing on revenue targets and budgets with the vertical Vice President, while developing and managing a series of campaigns for the sales teams.  They will be a key point of contact for the vertical Vice President, coordinating interactions between teams, and acting as a point of escalation for sales team members. As the Head of Sales, they will be responsible for the day-to-day sales performance management, utilizing sales techniques and competitions to drive sales activity, while supporting the professional development and mentorship of team members, with a focus on developing an effective sales culture.

The Head of Sales for SOURCING at MAGIC will be a commercial facing representative of the business, focusing on creating deep relationships in the industry to drive revenue and elevate our brand. This person will need to have meaningful connections in the sourcing and manufacturing fashion sector and be out in market often.

Role Accountability and Duties:

• Meet with customers regularly to discuss their evolving needs and to assess the quality of our relationship with them.
• Identify and launch new market opportunities that will result in revenue growth both domestically and internationally.
• Maintain established relationships with external stakeholders in your designated industry, representing yourself as a thought leader in the space.
• Organize 3 high level quarterly meetings with a group of key customers from targeted categories to help understand and create solutions for our customers’ needs.
• Extensive travel to domestic and international competitive shows to expand the customer reach and remain embedded in the industry.
• Develop and implement new sales initiatives, business development strategies and programs to capture key demographics based on constant customer feedback.
• Support the team by mentoring and nurturing them to enhance their existing customer relationships.
• Assess the strengths and weaknesses of the Sales team, leading with performance development to create and maintain a best-in-class sales team.
• Lead the team of Sales Directors, Managers, and Sales Executives to identify cross/up sell o