Director, Strategic Accounts - Aviation

Informa Plc; London; Hybrid; GBP 60,000 - 80,000; Full time

Job summary

A global events organization in London is looking for a Strategic Account Leader to drive revenue growth across European markets. The successful candidate will lead sales initiatives, engage with C-level executives, and develop strategic relationships within the aviation sector. Ideal candidates will possess B2B sales experience and a strong background in strategic account development, particularly in data solutions. The role offers significant flexibility and numerous benefits.

Benefits

Employee wellbeing support

Flexible working arrangements

25 days annual leave and additional days for volunteering

Professional development opportunities

Qualifications

• Strong understanding of Value-Based and enterprise sales processes.
• Experience selling to OEMs, suppliers, and government agencies.
• Demonstrated success in meeting and exceeding sales targets.

Responsibilities

• Lead direct sales efforts for major enterprise clients across European markets.
• Build and maintain executive-level relationships across the aerospace industry.
• Execute cross-selling strategies to maximize customer value.

Skills

B2B sales experience in aviation/aerospace sector

Proven track record in strategic account development

Strong networking and relationship building skills

Experience with data product commercialization

Job description

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-tobe-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.

We’re part of Informa, a global business with a network of trusted brands in specialist markets across
more than 30 countries, and a member of the FTSE 100 who are #3 in Glassdoor's Best Places to Work
2025 UK list.

Job Description

Location - UK, London Based

Drive significant revenue growth across European markets by developing and implementing Strategic Account Planning frameworks for Aviation Week Network's EMEA operations. As a highly experienced Strategic Account leader, you will spearhead strategic account development and sales initiatives, actively engaging with senior executives at key European accounts and regional industry forums, with particular emphasis on expanding data feeds and API solutions across European OEMs, Tier 1s, Tier 2s, and government agencies.

Key Responsibilities

Strategic Account Sales & Development

• Lead direct sales efforts for major enterprise clients across European markets
• Develop and execute account penetration strategies for OEMs, Tier 1s, Tier 2s, and government agencies
• Personally engage with C-level executives at key accounts to drive strategic relationships and close high-value deals
• Meet and exceed assigned sales targets for the region

Market Presence & Business Development

• Serve as Aviation Week's visible sales leader for strategic accounts in European markets
• Build and maintain executive-level relationships across the aerospace industry
• Identify and pursue new business opportunities within the broader European aviation sector
• Actively participate in industry events, forums, associations and working groups

360° Revenue Development

• Directly sell data solution opportunities within existing Aviation Week event and media customers
• Convert traditional customer relationships into enterprise data partnerships
• Execute cross-selling strategies to maximize customer value across all Aviation Week offerings
• Identify and capitalize on full-spectrum opportunities within European accounts

Commercial Strategy

• Implement consultative, data-driven sales approaches tailored to client needs
• Develop specific value propositions and sales messaging for data solutions
• Adapt global sales strategies to address unique requirements of European markets
• Collaborate with product teams to ensure solutions meet market demands

Qualifications

• B2B sales experience in aviation/aerospace sector
• Proven track record in strategic account development and data/information services sales
• Demonstrated success in meeting and exceeding sales targets
• Experience selling to OEMs, suppliers, and government agencies
• Strategic account planning expertise and executive presence with clients
• Strong networking and relationship building skills across business cultures
• Deep understanding of Value-Based and enterprise sales processes
• Experience with data product commercialization

Additional Information

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:
• Freedom & flexibility: colleagues rate us highly for the flexibility and trust they receive and
most of us balance time in the office with time working remotely
• Great community: a welcoming culture with in-person and online social events, our fantastic
Walk the World charity day and active diversity and inclusion networks
28 Informa PLC | informa.com
Information Classification: General
• 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: 25 days annual leave, rising to 27 days after two years, plus a birthday leave day and
the chance to work from (almost!) anywhere for up to four weeks a year
• A flexible range of personal benefits to choose from, plus company funded private medical
cover
• A ShareMatch scheme that allows you to become an Informa shareholder with free matching
shares
• Strong wellbeing support through EAP assistance, mental health first aiders, a healthy living
subsidy, access to health apps and more
• Recognition for great work, with global awards and kudos programmes
• As an international company, the chance to collaborate with teams around the world

We’re not solely focused on a checklist of skills. We champion energy and ambition and look for colleagueswho 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.
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.
See how Informa handles your personal data when you apply for a job here