What we’re looking for: We are seeking a dynamic and results-driven Vice President, Sales to lead strategic growth initiatives, drive market expansion, and achieve revenue targets across events, media, and sponsorships across our portfolio of high-impact B2B trade events and media brands, including World of Concrete and The International Surface Event. This role combines leadership in business development, account management, and sales strategy, with overall accountability for the business unit’s revenue performance. The ideal candidate will have a proven ability to build high-performing teams, foster strategic partnerships, and maintain deep industry relationships, while ensuring the delivery of the agreed sales and financial revenue plan.
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 to drive sustainable growth.
- Leverage customer insights to refine strategies targeting key demographics and verticals.
- Collaborate with Marketing to design and execute campaigns for customer acquisition and retention.
- Ensure alignment of sales strategies with overall brand revenue goals and objectives.
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 revenue growth.
- Prepare detailed revenue reports and forecasts, providing insights to senior leadership.
Team Management & Development
- Lead, mentor, and manage Heads of Sales, Sales Directors, Managers, and Representatives to exceed revenue targets.
- Conduct regular 1:1 meetings, professional development sessions, and performance coaching.
- Foster a culture of accountability, collaboration, and customer-focused selling.
- Assess team strengths and weaknesses, implementing 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 understand needs and create tailored solutions.
- Stay ahead of industry trends and market dynamics 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 and market segments.
- Lead sales campaign execution, including targeting, pipeline management, deal closing, and performance reporting.
- Manage team budgets and cost of sales, ensuring efficient resource allocation and customer value targeting.
- Define individual quotas, develop competitive compensation plans, and ensure accurate reporting of sales performance.
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 through new business development.
- Connect brand and market opportunities to increase customer share of wallet and global account sales.
Sales Culture & Internal Collaboration
- Build an effective sales culture across the business, fostering collaboration with other verticals.
- Maintain open communication with internal stakeholders to share customer insights and market dynamics.
- 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.
This is a dynamic leadership role where your expertise will shape the future of the division, drive significant revenue impact, and contribute to the continued success of Informa’s market-leading events and media brands.
- 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.
- Strong experience in maintaining deep customer relationships and leading account growth strategies.
- Advanced proficiency in CRM systems (Salesforce preferred) for sales tracking and pipeline management.
- Strong leadership and sales performance management skills, fostering accountability and high energy.
- 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.
- Sales coaching and leadership EQ to inspire and mentor teams effectively.
Key Competencies
- Strategic Thinking: Develop sales strategies, identify opportunities, and balance short- and long-term goals.
- Leadership: Inspire teams, recruit top talent, and foster collaboration.
- Communication: Build relationships, negotiate deals, and articulate strategies effectively.
- Customer Focus: Understand needs, deliver value, and build loyalty.
- Data-Driven Decisions: Analyze data, optimize strategies, and leverage CRM tools.
- Adaptability: Solve problems creatively and stay focused under pressure.
- Results-Oriented: Drive growth, prioritize tasks, and improve processes.
- Commercial Acumen: Understand markets, identify opportunities, and align strategies with goals.
- Time Management: Organize priorities and ensure smooth operations.
- Emotional Intelligence: Lead with empathy, manage diverse teams, and maintain positive dynamics.
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:
- Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active colleague groups and networks promoting a positive, supportive, and collaborative work environment
- Broader impact: take up to four days per year to volunteer, with charity match funding available too
- Career opportunity: the opportunity to develop your career with bespoke training and learning, mentoring platforms and on-demand access to thousands of courses on LinkedIn Learning. When it’s time for the next step, we encourage and support internal job moves
- Time out: 15 days PTO rising to 20 after three years and 25 after six years, plus 10 national holidays, a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year
- Competitive benefits, including a 401k match, health, vision and dental insurance, parental leave and an ESPP offering company shares at a minimum 15% discount
- Strong wellbeing support through EAP assistance, mental health first aiders, free access to a wellness app and more
- Recognition for great work, with global awards and kudos programs
- As an international company, the chance to collaborate with teams around the world
The salary range for this role is $175,000- $200,000 + commission, based on experience.
This posting will automatically expire on June 17, 2026.
We’re not solely focused on a checklist of skills. We champion energy and ambition and look for colleagues who will roll their sleeves up, join in and help make things happen. If it sounds like a match and you have most – although not all – of the skills and experience listed, we welcome your application.
If you would like to request reasonable adjustments or accommodations to assist your participation in the hiring process and, or in the advertised position, please inform the appropriate Talent Acquisition Partner for the role once they have been in touch. Your request will be reviewed and considered in confidence. At Informa, you'll find inclusive experiences and environments where all perspectives and backgrounds are welcomed. As part of this approach and our diversity and inclusion commitments, we are also formally an Equal Opportunities Employer. This means we base decisions on relevant qualifications and merit and do not discriminate on the basis of key characteristics and statuses, including all of those protected by law. Ask us or see our website for full information.
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