Vice President, Sales

Informa Markets; Irving (TX); Hybrid; USD 180,000 - 260,000; Full time

Benefits offered by this job

Hybrid work model

Relocation assistance considered

Job summary

Informa Markets in Irving, TX, seeks a dynamic Vice President of Sales to lead strategic growth across events, media, and sponsorships. You will drive revenue targets, build high-performing teams, and foster strategic partnerships while managing a diversified portfolio of B2B trades and media brands.

The role requires a proven ability to build relationships at senior levels, align sales with brand goals, and execute data-driven strategies for growth. Relocation support may be considered.

Qualifications

• Bachelor’s degree in Business, Marketing, or equivalent experience.
• 10+ years in events or media, leading high performing sales teams with a track record of exceeding targets.
• Expertise in managing and developing sales teams to drive profitability and account growth.
• Strong experience in maintaining deep customer relationships and leading account growth strategies.
• Advanced proficiency in CRM systems (Salesforce preferred) for sales tracking and pipeline management.
• Strong leadership and sales performance management skills, fostering accountability and high energy.
• Exceptional interpersonal, communication, negotiation, and presentation skills.
• Ability to develop relationships at senior levels and manage high-value accounts.
• Strong knowledge of industry trends, business insights, and strategic planning.
• Sales coaching and leadership EQ to inspire and mentor teams effectively.

Responsibilities

• Develop and execute sales 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.
• 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.
• 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.
• 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.
• 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.
• 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.
• 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.

Skills

Leadership

Sales leadership

Account growth

CRM management

Strategic selling

Negotiation

Communication

Presentation skills

Relationship building

Data-driven decisions

Education

Bachelor’s degree in Business/Marketing or equivalent

Tools

Salesforce

Job description

Informa Markets, a division within Informa, creates global platforms for industries to trade, innovate and grow. We organise over 450 large-scale branded and transaction-led events in over a dozen specialist markets. These are typically not-to-be-missed live and on-demand B2B events where industries convene and people gather to do business.

We also provide data and digital content, as well as year-round online platforms where companies showcase their businesses and products and buyers conduct research, generating valuable leads.

Informa Markets, a division within Informa, creates global platforms for industries to trade, innovate and grow. We organise over 450 large-scale branded and transaction-led events in over a dozen specialist markets. These are typically not-to-be-missed live and on-demand B2B events where industries convene and people gather to do business.

We also provide data and digital content, as well as year-round online platforms where companies showcase their businesses and products and buyers conduct research, generating valuable leads.

Job Description

This role is based in our Irving, TX office.

Relocation support will be considered as needed, for the successful candidate. These terms will be outlined in any applicable offer.

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:

Role Accountability & 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.

Qualifications

• Bachelor’s degree in Business, Marketing, or equivalent experience.
• 10+ years in events or media, leading high performing sales teams with a record of exceeding targets.
• Expertise in managing and developing sales teams to drive profitability and account growth.
• Strong experience in maintaining deep customer relationships and leading account growth strategies.
• Advanced proficiency in CRM systems (Salesforce preferred) for sales tracking and pipeline management.
• Strong leadership and sales performance management skills, fostering accountability and high energy.
• Exceptional interpersonal, communication, negotiation, and presentation skills.
• Ability to develop relationships at senior levels and manage high-value accounts.
• Strong knowledge of industry trends, business insights, and strategic planning.
• Sales coaching and leadership EQ to inspire and mentor teams effectively.

Key Competencies

• Strategic Thinking: Develop sales strategies, identify opportunities, and balance short- and long-term goals.
• Leadership: Inspire teams, recruit top talent, and foster collaboration.
• Communication: Build relationships, negotiate deals, and articulate strategies effectively.
• Customer Focus: Understand needs, deliver value, and build loyalty.
• Data-Driven Decisions: Analyze data, optimize strategies, and leverage CRM tools.
• Adaptability: Solve problems creatively and stay focused under pressure.
• Results-Oriented: Drive growth, prioritize tasks, and improve processes.
• Commercial Acumen: Understand markets, identify opportunities, and align strategies with goals.
• Time Management: Organize priorities and ensure smooth operations.
• Emotional Intelligence: Lead with empathy, manage diverse teams, and maintain positive dynamics.

Additional Information

We believe that great things happen when people connect face-to-face. That's why we work in-person with each other, or with customers and partners, three days a week or more. When you’re not spending time together in one of our offices or other workplaces – like at an Informa event – you get the flexibility and support to work from home