Head of Sales, B2B Fashion - Business Development

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

This role is based in our NYC office.

We are seeking a results-driven Head of Sales, Business Development to drive growth through strategic planning, market expansion, and sales leadership while achieving revenue targets and building strategic partnerships across the Fashion by Informa events.

The ideal candidate will have a proven track record in managing and developing high-performing sales teams, a strong understanding of market dynamics, and proven ability to grow new business. You will be a hands-on leader with a deep understanding of commercial marketing, capable of driving strategic sales initiatives and mentoring a team to success.

Key Responsibilities

Strategic Leadership & Business Development

• Develop and execute business development strategies aligned with company objectives
• Identify new market opportunities both domestically and internationally to fuel long-term business growth
• Execute strategies to capture key demographics based on customer insights and feedback
• Work closely with Marketing to create targeted commercial campaigns to drive new customer acquisition

Team Management & Development

• Recruit, train, and manage high-performing sales teams to exceed targets
•  Conduct regular 1:1 meetings to support individual growth, sales performance, and skills development
• Foster a culture of accountability, high performance, and customer-centric selling across the team

Market Expansion & Relationship Building

• Identify new markets, clients, and partnerships through market research and analysis
• Capitalize on new business opportunities by attending industry events, competitor shows, and networking opportunities
• Build relationships with key stakeholders and industry partners
• Stay informed about industry trends and market dynamics to proactively adjust sales strategies

Sales Operations & Performance Management

• Manage sales pipeline, budgets, and CRM data (Salesforce)
• Prepare comprehensive reports on ROI and market performance
• Develop sales strategies across multiple product categories and market segments

Qualifications

• Bachelor’s degree in Business, marketing or equivalent experience
• 7+ years B2B sales, business development, and people management experience, preferably in the events industry
• Deep understanding or previous experience with Commercial Marketing
• Proven track record exceeding revenue targets and managing sales teams
•  Advanced skills in market analysis and sales forecasting
• Expert CRM proficiency (Salesforce preferred) with experience in sales tracking, forecasting, and pipeline management
•  Strong leadership skills with ability to inspire and manage diverse sales teams
• Excellent communication, negotiation, and presentation skills
•  Strong understanding of the sales process and customer lifecycle
• Highly organized with strong time management and prioritization skills
• Ability to thrive in a fast-paced, high-pressure environment while maintaining focus on long-term goals
• Willing and able to travel up to 50% of the time to meet clients, attend industry events, and build business relationships.

This role offers the opportunity to drive transformative business impact through strategic vision and hands-on execution in a fast-paced, growth-focused environment.

Additional Information

We believe that great things happen when people connect face-to-face. That's why we work in-person with each other, or with customers and partners, three days a week or more. When you’re not spending time together in one of our offices or other workplaces – like at an Informa event – you get the flexibility and support to work from home or remotely.

We work hard to make sure Life at Informa is rewarding, supportive and enjoyable for everyone. Here’s some of what you can expect when you join us. But don’t just take our word for it – see what our colleagues have to say at LifeAt.Informa.com

Our benefits include