In this key role, you will have the opportunity to drive top-line revenue targets across three established global exhibitions, alongside related launch events and digital products. By taking a proactive approach to all aspects of running successful shows, you will play a pivotal role in shaping high-performing events. Leveraging strategic sales planning, evidence-based growth strategies, and strong customer relationship management, you’ll contribute to delivering exceptional, market-leading events year after year, while consistently meeting or exceeding targets.
Role Accountability and Duties:
- Regular and timely revenue, pipeline, sales activity, milestone, and gap analysis reporting to the PD as relevant to agreed revenue / space targets
- Effective management of the sales team’s performance
- Leading and motivation of sales team members via regular 121 meetings, appraisals, and training where applicable – setting suitable KPIS in coordination with the PD towards meeting desired results annually.
- Setting clear strategic objectives for the development of the show, working closely with all departments to analyse event data and industry feedback to support these decisions.
- Development of new sales networks and channels to enhance sales performance including the effective management of agent network to achieve common goal
- Development of effective supplementary (sponsorship, advertising, digital) revenue streams strategy per campaign in collaboration with the PD for PD/MD approval
- Keeping abreast of the wider industry news and themes including the upkeep of a competitive event timetable for effective scheduling and 3rd party show trip planning - for industry / event knowledge gathering and lead generation
- Personally securing representative revenue in accordance with your allocated territory, including engagement and customer management of key bellwether organisations per event
- Overseeing the floorplan design in coordination with the PD / OM ensuring opportunity to achieve target revenue plus effective traffic flow and strategic positioning of key stands / features and so on
- Assisting the PD in the establishment of a realistic budget forecast in consultation with the Operational and Marketing budget holders for MD / Group approval
- Minimum of 5 years’ experience in exhibitions, preferably in B2B sector
- Strategic thinker and strategic planning experience
- Strong business acumen, experience of reporting, budgeting and forecasting
- Excellent interpersonal and communication and presenting skills
- Strong networker – able to form and capitalise on key industry relationships and build long-term relationships with customers / natural collaborator
- Ability to absorb current affairs and understand the key drivers in the industry. Be able to embrace and respond to key industry dynamics through event strategies and tactics to ensure they stay ahead of their markets and competition
- Creative and intuitive – taking market intelligence and applying to show content to create unique/ challenging visitor experiences and or developing intelligent multi platform brand extensions nationally or internationally.
Why work at Informa?
Employee experience is very important to us at Informa. On top of joining a supportive, diverse and ambitious team that welcomes all types of candidates. We are also flexible with different working patterns and prioritize promotions internally.
Our benefits include:
- Tailored development opportunities and on-demand access to thousands of courses on LinkedIn
- Balance time in the office with time working remotely, feeling fully supported wherever you are
- 25 days annual leave, 4 days for volunteering and a day off for your birthday!
- The chance to work from (almost!) anywhere across the globe, four weeks a year
- Competitive and rewarding benefits, tailored to each of our regions
- Work with high quality specialist products
- Bright and friendly staff who are all “expert’s experts” and additional training and development for helping you achieve your career aspiration
- The chance to become an Informa shareholder, with extra rewards just for colleagues
- Regular social events and networking opportunities
To find out more please click our Life@Informa page - Life@Informa
We know that sometimes the 'perfect candidate' doesn't exist, and that people can be put off applying for a job if they don't fit all the requirements. If you're excited about working for us and have most of the skills or experience we're looking for, please go ahead and apply. You could be just what we need! We believe strongly in the value of diversity and creating supportive, inclusive environments where our colleagues can succeed. As such, Informa is proud to be an Equal Opportunity Employer. We do not discriminate on the basis of race, color, ancestry, national origin, religion, or religious creed, mental or physical disability, medical condition, genetic information, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity, gender expression, age, marital status, military or veteran status, citizenship, or other protected characteristics under federal, state or local law.
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