Vice President, Sales

Job Description

What we're looking for: We are seeking a dynamic and results-drivenVice President, Salesto 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.