Business Development Director

Company Description

At Informa, we’re passionate about knowledge and connections. 

We're here to help businesses and professionals all over the world to learn more, know more and do more. 

And we do that in many ways: creating and delivering specialist content, expert research, powerful live events and exciting on demand experiences, digital platforms that connect innovators with funders, data-driven services that help businesses find new customers and reach bigger audiences, and more. 

Job Description

As the partneringONEplus sales leader, you will be passionate about building and refining sales strategy and execute on the vision and commercial goals for the product launch. A domain expert, you will understand and articulate the full value proposition and capabilities of the product and platform. Reporting directly to the Global Commercial Director, you will be focused on setting up and leading a team to acquire new target partnerships, develop successful sales and customer operations processes (including reporting), maintain critical partnerships, drive end-consumer acquisition, and own all channel growth-related functions. 

You will help to develop the CSM team, building and maintaining key internal relationships to ensure the team are able to deliver on strategic objectives and outcomes.

Responsibilities will include:

• Lead sales team in defining and executing a cohesive sales strategy and activity plans to meet sales KPI targets, including new customer acquisition and renewal of services
• Design, drive and improve the entire sales cycle from initial customer segmentation, outreach and engagement, to pipeline development and forecasting activities, to close
• Manage and continuously improve sales systems and processes to meet business goals
• Attend EBD events to develop strong customer relationships, effectively promoting and selling P1+ to senior executive decision makers
• Work with Global Commercial Director to continually monitor and refine pricing model and promotional strategy, striking the correct balance between customer acquisition and profitability
• Work with product development team, analysists and broader P1+ team and co-ordinate activities to achieve key commercial milestones and ensure launch is ready to take to market based on agreed project times lines.
• Contribute to product and marketing strategies and solution development efforts by providing field insights on customer needs, competitors and target markets
• Derive insights from partner engagements to help shape product direction and roadmap
• Supervise, mentor and incentivize sales personnel to promote their development and deliver high performance
• Work with marketing to guarantee timely delivery of our marketing activities

Full accountability for ensuring P1+ sales revenue and volume targets are hit
 

Qualifications

• Required sales experience (10+ years) and proven ability to achieve and exceed meaningful sales goals
• Experience (5+ years) leading high-performing business development teams, preferably at a high growth tech company and selling into channel partners
• Ability to travel
• Proven track record of driving rapid growth through customer acquisition and retention
• Outstanding selling abilities and excellent interpersonal skills
• Strong team leadership skills and the ability to manage effectively in a matrix structure
• Ability to design, implement, and document new processes and policies
• Excellent analytical and financial reporting skills; ability to capture, analyze, and report on operating metrics
• Relevant experience in building up partnership networks within a digital product.
• Entrepreneurial spirit and ability to adapt to changing priorities in fast paced environment

Personal Attributes & Behaviours

• 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 the partneringONE and EBD 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 prioritizes promotions internally. Our benefits include: 

• Learning and development plan to assist with your career