Vice President, Sales

Informa Markets, a division within Informa, creates global platforms for industries to trade, innovate and grow. We organise over 450 large-scale branded and transaction-led events in over a dozen specialist markets. These are typically not-to-be-missed live and on-demand B2B events where industries convene and people gather to do business.

We also provide data and digital content, as well as year-round online platforms where companies showcase their businesses and products and buyers conduct research, generating valuable leads.

What we're looking for

We are seeking a dynamic and results-driven leader to drive strategic growth initiatives, market expansion, and revenue targets across events, media, and sponsorships for our portfolio, including World of Concrete and The International Surface Event. This role combines business development, account management, and sales strategy with overall accountability for the business unit's revenue performance.

Role Accountability and Duties

Strategic Leadership & Business Development

• Develop and execute business development strategies aligned with company objectives.
• Identify and launch new market opportunities domestically and internationally.
• Leverage customer insights to refine strategies targeting key demographics and verticals.
• Collaborate with Marketing to design and execute customer acquisition and retention campaigns.
• Ensure alignment of sales strategies with brand revenue goals.

Revenue Accountability

• Take full ownership of revenue performance, ensuring delivery of the agreed sales and financial revenue plan.
• Monitor and manage revenue streams across events, media, sponsorships, and digital products.
• Develop strategies to maximize profitability and drive consistent growth.
• Prepare detailed revenue reports and forecasts for senior leadership.

Team Management & Development

• Lead, mentor, and manage Heads of Sales, Sales Directors, Managers, and Representatives.
• Conduct regular 1:1 meetings, professional development sessions, and performance coaching.
• Foster a culture of accountability, collaboration, and customer-focused selling.
• Implement performance development plans to build a best-in-class sales team.

Market Expansion & Relationship Building

• Build and maintain deep relationships with key stakeholders and industry partners.
• Represent the company at industry events, partnership meetings, and networking opportunities.
• Organize quarterly high-level meetings with key customers to create tailored solutions.
• Stay ahead of industry trends to proactively adjust sales strategies.

Sales Operations & Performance Management

• Oversee sales pipeline, budgets, and CRM data management (Salesforce preferred).
• Develop and execute sales strategies across diverse product categories.
• Lead sales campaign execution, including targeting, pipeline management, and deal closing.
• Manage team budgets and cost of sales, ensuring efficient resource allocation.
• Define individual quotas and develop competitive compensation plans.

Customer Focus & Account Growth

• Meet regularly with key customers to assess needs and strengthen relationships.
• Drive retention and growth through cross-selling, upselling, and rebooking strategies.
• Focus on acquiring large key accounts and expanding customer reach.
• Connect brand and market opportunities to increase customer share of wallet.

Sales Culture & Internal Collaboration

• Build an effective sales culture, fostering collaboration with other verticals.
• Maintain open communication with internal stakeholders to share insights.
• Encourage and lead digital product sales to achieve sponsored content revenue goals.
• Coach the team to articulate the value of digital and content offerings effectively.

Qualifications

• Bachelor's degree in Business, Marketing, or equivalent experience.
• 10+ years in events or media, leading high-performing sales teams with a record of exceeding targets.
• Expertise in managing and developing sales teams to drive profitability and account growth.
• Advanced proficiency in CRM systems (Salesforce preferred).
• Exceptional interpersonal, communication, negotiation, and presentation skills.
• Ability to develop relationships at senior levels and manage high-value accounts.
• Strong knowledge of industry trends, business insights, and strategic planning.

Key Competencies

• Strategic Thinking: Develop strategies and balance short- and long-term goals.
• Leadership: Inspire teams, recruit top talent, and foster collaboration.
• Communication: Build relationships and negotiate deals effectively.
• Customer Focus: Understand needs, deliver value, and build loyalty.
• Data-Driven Decisions: Analyze data and optimize strategies.
• Adaptability: Solve problems creatively and stay focused under pressure.
• Results-Oriented: Drive growth and improve processes.
• Commercial Acumen: Understand markets and align strategies with goals.
• Time Management: Organize priorities and ensure smooth operations.
• Emotional Intelligence: Lead with empathy and manage diverse teams.

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.

Benefits

• Great community: A welcoming culture with social events and active colleague groups.
• Broader impact: Up to four days per year to volunteer, with charity match funding.
• Career opportunity: Bespoke training, mentoring platforms, and access to LinkedIn Learning.
• Time out: 15 days PTO rising to 25, plus 10 national holidays and birthday leave.
• Competitive benefits: 401k match, health, vision, dental, parental leave, and ESPP.
• Wellbeing support: EAP assistance, mental health first aiders, and wellness apps.
• Recognition: Global awards and kudos programs.

The salary range for this role is $175,000 - $200,000 + commission, based on experience. This posting will automatically expire on July 16, 2026.