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About the Role
Lead strategic growth initiatives, drive market expansion, and achieve revenue targets across exhibitions, events & media in the Fashion portfolio. This role combines leadership in business development, account management, and sales strategy, with overall accountability for the business unit's revenue performance.
Responsibilities
- Develop and execute business development strategies aligned with company objectives and long-term growth ambitions.
- Identify and launch new market opportunities domestically and internationally to drive sustainable revenue growth.
- Leverage customer insights and market intelligence to refine strategies targeting key demographics, verticals, and emerging segments.
- Collaborate with Marketing to design and execute integrated campaigns for customer acquisition, retention, and engagement.
- Take full ownership of revenue performance, ensuring delivery of the agreed sales and financial revenue plan.
- Monitor and manage revenue streams to maximize profitability.
- Prepare detailed revenue reports, forecasts, and performance analyses, providing actionable insights to senior leadership.
- Identify revenue risks and opportunities early, implementing corrective actions to maintain trajectory.
- Lead, mentor, and manage Heads of Sales, Sales Directors, Managers, and Representatives through transparent, data-driven leadership.
- Foster a culture of open communication where wins are celebrated publicly and challenges are addressed directly with empathy and solutions-focused dialogue.
- Conduct regular 1:1 meetings that combine performance data with coaching conversations, creating clarity on expectations and pathways to success.
- Use metrics and insights to identify performance gaps early, working collaboratively with team members to develop actionable improvement plans.
- Make decisive talent decisions including hiring, promotion, and performance management, always grounded in objective data and delivered with respect.
- Recognize and reward excellence visibly, while addressing underperformance promptly through honest, constructive feedback supported by clear evidence.
- Build and maintain deep relationships with key stakeholders, industry partners, and C-level decision-makers.
- Represent the company at industry events, partnership meetings, and networking opportunities.
- Organize quarterly high-level meetings with key customers to understand evolving needs and create tailored solutions.
- Stay ahead of industry trends and competitive dynamics to proactively adjust sales strategies.
- Oversee sales pipeline management, budgets, forecasting accuracy, and CRM data integrity (Salesforce preferred).
- Develop and execute sales strategies across diverse product categories, market segments, and customer types.
- Lead sales campaign execution, including targeting, pipeline development, deal closing, and performance reporting.
- Define individual quotas, develop competitive compensation plans, and ensure accurate reporting of sales performance metrics.
- Meet regularly with key customers to assess needs, strengthen relationships, and identify expansion opportunities.
- Drive retention and growth through strategic cross-selling, upselling, and rebooking strategies.
- Focus on acquiring large key accounts and expanding customer reach through proactive new business development.
- Champion customer success by ensuring seamless delivery and exceptional service across all touchpoints.
- Build an effective sales culture across the business, fostering collaboration with other functions.
- Maintain open communication with internal stakeholders to share customer insights and market dynamics.
- Drive innovation in sales approaches, tools, and methodologies to maintain competitive advantage.
Requirements
- Bachelor's degree in Business, Marketing, or equivalent professional experience.
- 10+ years in events, media, or related industries leading high-performing sales teams with a proven track record of exceeding revenue targets of 50M+.
- Expertise in building and scaling sales organizations across multiple product lines and markets.
- Advanced proficiency in CRM systems (Salesforce preferred) and data-driven performance management.
- Exceptional leadership skills with the ability to inspire teams through transparent, empathetic, and results-oriented approaches.
- Strong strategic thinking, commercial acumen, and ability to develop relationships at senior executive levels.
- Demonstrated success in managing complex B2B sales cycles, key account growth, and cross-functional collaboration.
- Resilient and adaptable in fast-paced, complex environments.
- Willingness to travel domestically and internationally (up to 40%).
Skills
- Sales Strategy
- Business Development
- Account Management
- Revenue Growth
- Team Leadership
- Mentoring
- Performance Management
- Market Intelligence
- Customer Relationship Management
- Sales Pipeline Management
- Forecasting
- CRM (Salesforce preferred)
- Data Analysis
- Strategic Thinking
- Commercial Acumen
- B2B Sales Cycles
- Key Account Growth
- Cross-functional Collaboration
- Adaptability
- Empathy
- Psychological Safety
- Interpersonal Skills
Location
- Remote
- Hybrid
- Onsite
Work Type
- Full-time
- Hybrid
Experience Level
- 10+ years
Education Level
- Bachelor's degree in Business, Marketing, or equivalent professional experience
Salary/Compensations
- $175,000 - $190,000
Benefits
- In-person and online social events
- Charity day
- Colleague groups and networks
- Up to four days per year to volunteer
- Charity match funding
- Bespoke training and learning
- Mentoring platforms
- On-demand access to thousands of courses on LinkedIn Learning
- Internal job moves encouraged and supported
- 15 days PTO rising to 20 after three years and 25 after six years
- 10 national holidays
- Birthday leave day
- Work from (almost!) anywhere for up to four weeks a year
- 401k match
- Health, vision and dental insurance
- Parental leave
- ESPP offering company shares at a minimum 15% discount
- Strong wellbeing support through EAP assistance
- Mental health first aiders
- Free access to a wellness app
- Global awards and kudos programs
- Chance to collaborate with teams around the world
About the Company
- Fashion by Informa is a provider of B2B live events, content & data to the Fashion Industry.
- Containing market-leading brands Magic, Coterie, Project, Sourcing & Off-Price, we connect the fashion industry online and in person, fueling growth & innovation.
- Informa (LSE: INF) is one of the world’s leading B2B live events businesses, with over 11,000 colleagues working in more than 30 countries.
Equal Opportunity
- We champion energy and ambition and look for colleagues who will roll their sleeves up, join in and help make things happen.
- If you would like to request reasonable adjustments or accommodations to assist your participation in the hiring process and, or in the advertised position, please inform the appropriate Talent Acquisition Partner for the role once they have been in touch. Your request will be reviewed and considered in confidence.
- 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.
- See how Informa handles your personal data when you apply for a job here.