Regional Accounts Director

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.

Routes is a niche business within Aviation that supports the evolution of air service development and provides solutions across industry leading events, digital platforms, media, data and consultancy services to the global route development community.

Job Description

Working within the Routes Commercial Team and reporting directly to the Commercial Director, this role will look at all aspects of managing predominantly top tier spend airport and national or major tourism entities; using strong organizational skills to manage and secure revenue from a defined sales territory which is created from a number of mid to high level spending customers across a defined geography

The role will involve all aspects of sales to these customers with an initial focus on full event spend and attendance. The role will work to revenue targets and specific objectives outlined by the Commercial Director.

The Regional Account Director role is also responsible for the recruitment of Airline Network Planers and C Suite Airline Attendees within their defined geographical territory and maintaining the hosted attendance of this group at Routes and Take off events.

Along with the focus on retention of spend and incremental growth from high-level accounts, there will be a strong business development agenda against mid and large sized airports and large tourism entities that currently don’t trade with the Routes business. There will also be work on larger accounts that may have reduced trading levels or accounts that present a clear growth or reengagement opportunity. The role therefore presents both a mix of high-level account management and business development, from defined and agreed high level prospects and specifically targeted opportunities.

This role will require exceptional people skills in holding high level relationships often at or involving C suite level. Collaboration with other departments within the Routes business to ensure a high level of service to a high-spending customer territory is essential. There will also be an expectation to explore a wider group aviation engagement and potential and at all times support agendas such as partnership development and event conference participation from the key stakeholders within the defined geography

High-spending accounts must also be managed to ensure their ROI is always met and, through effective account management, the objective is to always ensure Routes retains its best-in-class customer insight scores. Effective use of office skills, sales systems and applications including Salesforce CRM and Excel will all be utilized to meet the objectives and requirements within the role. 

Job Summary/Responsibilities

Routes is a complex and global business and the role will require experience of operating in an international business environment and an expected high level of international travel. The role will require working in high pressure situations. There needs to be an ability to prioritize work efficiently and demonstrate agility and the right attitude against changing commercial priorities. The role is sales and relationship-focused and measured. The role will focus on some of the areas below but not limited to:  

Sales – Key Account Management and Growth

Managing a sales territory and a defined number of high-level customers to achieve revenue retention and growth. Ownership of all customers to ensure issues, debt control, event experience, and return on investment is managed. Selling across all Routes platforms inc stands, sponsorship, attendees, digital, and providing weekly forecasts around sales performance and relevant activity.  Managing strong high-level relationships is key as is a consistent focus on C-Sat, ROI, Insight, and Market Trends and Shifts. This being critical to ensure any approach is always relevant to the needs of the Routes stakeholders

Sales - Business Development

Working an agenda alongside core account management activity to increase