Sales Director, Healthcare

Informagroupplc; Orlando (FL); On-site; USD 180,000 - 250,000; Full time

Job summary

Informagroupplc seeks a Head of Sales, Account Management to lead retention-focused growth for CPHI and WHX Miami from our Orlando, FL office. Drive wallet share, strengthen relationships with existing customers, and guide sponsorship sales to exceed revenue targets.

You will mentor Sales Directors/Managers, manage budgets, and collaborate with Marketing to optimize cross-sell opportunities and the exhibitor experience across portfolios.

Qualifications

• Bachelor's degree in business, marketing, or equivalent experience.
• 7+ years of B2B sales, account management, and team leadership in media, sponsorship, or B2B events.
• Proven success in exceeding retention and revenue targets.
• Experience managing multi-event portfolios or complex account structures.
• Strong leadership and negotiation skills.
• Proficiency with CRM systems (Salesforce preferred).

Responsibilities

• Develop retention strategies to maximize wallet share and customer lifetime value.
• Lead Sales Directors, Managers, and Representatives to achieve retention and growth targets.
• Oversee the accuracy and pacing of the sales pipeline, budgets, and CRM data management (Salesforce preferred).
• Build and maintain deep relationships with key stakeholders and decision-makers within existing accounts.
• Partner with Marketing to design and execute campaigns focused on customer loyalty and retention.
• Represent the company at industry events and networking opportunities to reinforce customer loyalty.
• Collaborate with Operations to ensure seamless exhibitor experience from sales through on-site execution.

Skills

B2B sales

Account management

Team leadership

CRM (Salesforce)

Sponsorship sales

Retention strategy

Budget management

Cross-selling

Education

Bachelor's degree in business/marketing or equivalent

Tools

Salesforce

Microsoft Office

Job description

This role is based in our Orlando, FL office. We are seeking a dynamic and results-oriented Head of Sales, Account Management, to lead sales initiatives for CPHI (pharmaceutical ingredients and manufacturing) and WHX Miami (healthcare innovation and medical technology-two flagships B2B events in the Informa Market's portfolio. focused on increasing wallet share, driving customer retention, and achieving revenue targets for our events. This role requires a strategic thinker with a proven ability to build high-performing sales teams, deepen relationships with existing customers, and develop strategies to maximize account growth. The ideal candidate will be a hands-on leader with expertise in customer lifecycle management, sales strategy, budget management, floor optimization, and team mentorship, with a strong focus on retention, cross-selling, and revenue growth including sponsorship sales.

Key Responsibilities

Strategic Leadership & Customer Retention

• Develop and implement 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

Team Management & Development

• 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

Customer Relationship Management & Growth

• 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

Sales Operations & Performance Management

• 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.

Retention-Focused Market Insights

• Stay ahead of industry trends and market dynamics to proactively adjust retention strategies.
• Conduct market research and analysis to identify opportunities for deeper customer engagement.
• Share customer insights and feedback with internal stakeholders to improve products and services.

Cross-Functional Leadership & Collaboration

• Partner with Marketing to align sales and marketing strategies, optimize lead generation, and improve conversion rates
• Collaborate with Operations to ensure seamless exhibitor experience from sales through on-site execution
• Work with Content teams to align programming with exhibitor needs and enhance value propositions
• Foster cross-departmental relationships to drive alignment on strategic priorities and revenue goals
• Serve as liaison between Sales and internal stakeholders to facilitate communication and coordinate initiatives

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,