Head of Sales - Americas, CPHI (New York Preferred)

Company Description

Informa Markets, a division within Informa, creates global platforms for industries. We organise over 500 large-scale branded and transaction-oriented events in 14 specialist markets. These are typically not-to-be-missed annual events where buyers and sellers build relationships, see and show products and do business.

We also provide year-round online platforms where companies showcase their businesses and products and buyers conduct research, generating valuable leads, and we provide data and digital content that supports the flow of knowledge and transactions in markets.

Job Description

Overview:

We are looking for an experienced and dynamic leader to join us as the Head of Sales – Americas for our CPHI Americas event. This role will be instrumental in driving revenue growth, expanding our market presence in North America and LATAM, and ensuring customer satisfaction. You will lead a high-performing sales team, manage key accounts, and work closely with cross-functional teams to develop and execute innovative strategies that align with our commercial goals.

Key Responsibilities:

• Strategic Leadership: Develop and execute commercial strategies to drive revenue growth, enhance brand visibility, and expand into new markets and verticals across North America and LATAM.

• Team Leadership: Lead, mentor, and motivate a U.S.-based sales team of Business Development and Account Managers, while collaborating with global counterparts to ensure alignment and maximize opportunities.

• Client Relationship Management: Focus on client retention and growth through proactive account management, cross-selling, up-selling, and identifying new business opportunities. Build and nurture strong, long-term relationships with key clients.

• Sales Execution: Oversee the full sales cycle, from lead generation to deal closure, ensuring revenue targets are consistently met or exceeded. Optimize team performance with clear sales campaigns, account allocations, and quotas.

• Market Expansion: Leverage market insights, customer feedback, and competitive intelligence to identify new business opportunities and expand our footprint in both the NA and LATAM markets.

• Collaboration & Partnership: Partner with internal teams, including Commercial Strategy, Marketing, and Brand Management, to create impactful sponsorship and digital strategies. Drive partnerships, particularly in LATAM, to fuel growth.

• Event Leadership: Represent the company at industry events, client meetings, and thought-leadership opportunities, enhancing our presence in the market and positioning us as a trusted partner.

• Performance Monitoring: Track and analyze sales performance against key metrics. Provide detailed reports and insights to senior management, adjusting strategies as needed to achieve objectives.

• Financial Management: Assist in setting financial targets and budgets. Ensure consistent monitoring and optimization of resources to achieve commercial goals.

This is an exciting opportunity to take on a leadership role in a fast-growing and dynamic event. If you're a results-driven sales leader with a passion for live events and a strong focus on the Americas region, we want to hear from you.

Qualifications

• Experience in selling sponsorships, exhibition space, or partnerships at large-scale events (B2B or B2C).
• Proven track record of exceeding sales targets in live events or trade shows.
• Strong knowledge of the pharmaceutical and life sciences industries, including drug development, manufacturing, regulations, and key players.
• Awareness of market trends, challenges, and emerging opportunities, especially in North America and LATAM markets.
• Expertise in consultative selling, particularly in complex B2B environments.
• Experience with cross-selling, upselling, and negotiating large deals.
• Strong communication and negotiation skills for engaging with C-level executives and decision-makers.
• Familiarity with the structure and goals of trade shows and industry-specific events.
• Experience in promoting event benefits, driving attendee registration, and increasing exhibitor and sponsor participation.
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