Head of Sales - Men's Fashion

Company Description

Informa’s Fashion Portfolio is the leading producer of world-renowned fashion tradeshows and digital events such as MAGIC, COTERIE, PROJECT, and SOURCING AT MAGIC. We believe uniting the industry’s best talent and most dynamic opportunities will translate into stronger events and platforms 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

What we’re looking for:

The Head of Sales for Men’s will be responsible for business development strategy and revenue generation through new and existing customers. This includes the sales performance, retail relationship building , 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 PROJECT Men’s, MAGIC Men’s, and any other Men’s shows we may add to the portfolio, as well as digital revenue for the business.

The role has responsibility for the line management of Sales and Retail Directors, Sales Managers, Sales Executives and Retail Managers 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 and retail 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 and retail 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 Men’s will be a commercial facing representative of the business, focusing on creating deep relationships in the industry to drive revenue, retail attendance and elevate our show brands. This person will need to have meaningful connections in the men’s contemporary sector and be out in market often.

Role Accountability and Duties:

• Meet with key customers quarterly 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 and Retail teams, leading with performance development to create and maintain a best in class sales team.
• Lead the team of Sales and Retail Directors, Managers and Executives to identify cross/up sell opportunities to grow the size of accounts, and instill best practice sales techniques to effectively close deals.
• Deliver effective line management of the team through regular 1:1’s, professional development, and Sales coaching.
• Leverage sales insights and product knowledge to deliver the targeted existing customer revenue (excluding key account revenue), by account and brand (event/product).
• Manage the team’s budget and cost of sales, effectively targeting Sales activity in relation to customer value.
• Lead development of Sales campaigns, team account allocations and define individual team members sales targets.
• Lead sales ca