Now Hiring - Informa Tech - Sales Director, International Wireless Communication Expo - Remote in New York, NY

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Reporting to the Divisional VP of Sales, Verticals, the role of Sales Director, Government Portfolio involves leading the Portfolio sales capability across media, digital demand generation, and events. Managing and motivating a high-performing, solution-sales-led sales team is central to the job while communicating and leading on sales vision and strategy across the wider Government team, including content, marketing, product management, delegate sales, and leadership. This role provides the opportunity to drive commercial growth through client relationships, new business development, team management, and data-informed sales processes.

Role Responsibilities

Sales Leadership & Strategy

• The leadership of Government Portfolio Sales capability, including resourcing/workforce planning, onboarding, developing, performance managing, coaching, and motivating a high-performing team.
• Articulating the value proposition of our Media, Digital, Virtual, and Event offerings to key customers and decision-makers looking for cross-pollination solutions
• Development of an integrated go-to-market sales strategy and plans, ensuring they are effectively communicated and executed by the wider team
• Understands where the market is, understands and anticipates market trends, and develops strategies to capitalize on commercial growth
• Building and executing a plan for territories to retain and upsell clients, identifying needs to drive additional value, increasing total revenue per customer
• Deep understanding of the competitive external market; understanding and staying current on trends impacting clients and customers
• A clear understanding of value and ROI from events, digital media, and marketing services
• Partnering with Data & Analytics within Market Pillar to analyze data and use data to measure and improve performance
• Partners with Product Manager and Senior Portfolio Director in identifying and participating in the development of new products, solutions, and target market prospects to secure high-value new business and, in delivering innovative and cost-effective solutions, recognizing the need to effectively reflect the landscape, client needs, market conditions, and Informa products, services and solutions
• Foster and lead internal partnerships, ensuring collaboration is driven with a customer focus
• Reporting, forecasting, and performance metrics to key internal and external stakeholders, highlighting revenue risks, opportunities, and changing landscapes

Sales Management & Execution

• Driving success through the sales team achieving and exceeding goals/KPIs
• Create best practice sales environment, driving sales efficiency and effectiveness, utilizing Informa’s Sales Excellence tools and approach
• Creates excellence in the ability to sell at all stages of the sales process from prospecting to close
• Proactively identifying and developing new prospects and new business opportunities across media, digital demand generation, and events
• Elevates Informa’s position with the client and acts as the point of escalation or, if required, conflict resolution
• Maximizing usage and adherence to Informa systems (Salesforce) and processes, adopting a best practice, and facilitating developments in line with internal and external requirements

The pay range for this position is $81,000 - $115,000, plus bonus, depending on experience

• 5 Years experience in Event Sales and Media Sales
• Proven prior experience in building and maintaining relationships and understanding customer needs
• Managing senior stakeholders and large complex customers
• Demonstrable knowledge of the competitive landscape
• Experience of complex sales situations and demonstrable history of Sales KPI delivery
• Experience using CRM (Salesforce) to manage and forecast sales opportunities
• Strong collaboration and communication skills written, verbal, presentation
• Evidence of working in a matrix organization
• Motivating a globally dispersed Team
• Leading through change
• Experienced and Skilled in sourcing innovative revenue streams adapted to current and future economic climates
• Experience of selling in a contract format
• Experience of managing a diverse workforce

Why work at Informa

Employee experience is very important to us at Informa. On top of joining a supportive, diverse and ambitious team that welcomes all types of candidates. We are also flexible with different working patterns and prioritizes promotions internally. Our benefits include:

• Learning and development plan to assist with your career development
• 15 days PTO plus 10 national holidays, 4 days for volunteering and a day off for your birthday!
• Competitive Benefits with 401k match
• Paid parental leave
• Work with a high quality of specialist products and service
• Bright and friendly staff who are all “expert’s experts” and additional training and development for helping you achieve your career aspiration
• ESPP - become a shareholder

We know that sometimes the 'perfect candidate' doesn't exist, and that people can be put off applying for a job if they don't fit all the requirements. If you're excited about working for us and have most of the skills or experience we're looking for, please go ahead and apply. You could be just what we need! We believe strongly in the value of diversity and creating supportive, inclusive environments where our colleagues can succeed. As such, Informa is proud to be an Equal Opportunity Employer. We do not discriminate on the basis of race, color, ancestry, national origin, religion, or religious creed, mental or physical disability, medical condition, genetic information, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity, gender expression, age, marital status, military or veteran status, citizenship, or other protected characteristics under federal, state or local law.

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