Head of Sales & Account Management — B2B Events

Informa; Orlando (FL); On-site; USD 120,000 - 135,000; Full time

Job summary

Informa Markets, a division within Informa, Orlando, FL seeks a dynamic Head of Sales, Account Management to lead retention-driven growth for CPHI and WHX Miami. You will build and manage high-performing teams, design revenue strategies, and strengthen executive relationships across pharmaceutical and healthcare events.

The role emphasizes lifecycle management, cross-selling, and sponsorship sales, with travel up to 50%. This is a hands-on leadership position based in our Orlando office.

Qualifications

• Bachelor’s degree in business, Marketing, or equivalent experience.
• 7+ years of B2B sales, account management, and team management, ideally in media, sponsorship, or B2B events, with proven revenue achievement, preferably in pharmaceutical, healthcare or related industry
• Proven success in exceeding retention and revenue targets while growing wallet share.
• Expertise in customer lifecycle management, cross-selling, and upselling strategies.
• Advanced proficiency in CRM systems (Salesforce preferred) for account tracking and pipeline management.
• Experience managing multi-event portfolios or complex account structures
• Strong leadership, communication, negotiation, and presentation skills.
• Deep knowledge of the sales process, customer lifecycle, and retention strategies.

Responsibilities

• Develop retention strategies aligned with company objectives to maximize wallet share and customer lifetime value.
• Partner with Exhibition Directors to align sales strategies with overall event vision and business objectives
• Leverage customer insights and feedback to refine strategies and identify cross-sell and upsell opportunities.
• Collaborate with Marketing to design and execute campaigns focused on customer loyalty and retention.
• Create tailored solutions to meet the evolving needs of existing customers and strengthen long-term partnerships.
• Identify and mitigate risks to revenue, including competitive threats, market shifts, and customer dissatisfaction
• Lead, mentor, and manage Sales Directors, Managers, and Representatives to achieve retention and growth targets.
• Conduct regular 1:1 meetings to support individual growth, performance, and skill development.
• Foster a culture of accountability, high performance, and customer-focused selling.
• Assess team strengths and implement development plans to build a best-in-class retention-focused sales team.
• Recruit, onboard, and retain top sales talent to build a high-performing organization
• Establish clear performance expectations, KPIs, and accountability measures for all team members
• Build and maintain deep relationships with key stakeholders and decision-makers within existing accounts.
• Conduct regular check-ins with key customers to assess satisfaction, identify needs, and uncover growth opportunities.
• Organize quarterly high-level meetings with key customers to strengthen relationships and address challenges.
• Represent the company at industry events and networking opportunities to reinforce customer loyalty.
• Develop executive-level relationships to position CPHI and WHX Miami as strategic partners
• Oversee the accuracy and pacing of the sales pipeline, budgets, and CRM data management (Salesforce preferred).
• Develop and execute account growth strategies across diverse product categories and market segments.
• Prepare detailed reports on retention metrics, ROI, and account performance.
• Monitor and manage team performance, ensuring alignment with retention and revenue goals.
• Implement sales processes, tools, and best practices to drive retention and revenue goals
• Ensure CRM data integrity and leverage analytics to inform decision-making.

Skills

Leadership

Sales strategy

Team leadership

Customer lifecycle

Retention strategies

Budget management

Cross-functional collaboration

Education

Bachelor’s degree in business

Tools

Salesforce

Job description

Informa Markets, a division within Informa, Orlando, FL seeks a dynamic Head of Sales, Account Management to lead retention-driven growth for CPHI and WHX Miami. You will build and manage high-performing teams, design revenue strategies, and strengthen executive relationships across pharmaceutical and healthcare events.

The role emphasizes lifecycle management, cross-selling, and sponsorship sales, with travel up to 50%. This is a hands-on leadership position based in our Orlando office.