Head of Commercial Strategy

This role is based in our Amsterdam, Netherlands Office

As the Head of Commercial Strategy for our Pharma CPHI Events Portfolio, you will play a strategic role in driving revenue growth, enhancing brand visibility, and fostering customer satisfaction. You will lead a dynamic team focused on managing key accounts, developing digital and sponsorship strategies, and ensuring the successful execution of our events.

The Head of Commercial Strategy role requires a leader experienced in working at a strategic level and assuming full responsibility and accountability for their area of the business. Responsible for a rapidly growing area of the business the role requires a resilient and forward-thinking individual capable of problem-solving, decision-making, facilitating change and building and managing a team that delivers against strategic objectives.

The role requires an individual who can effectively engage and motivate their team, with impeccable people, organisation and project management skills. The post-holder will also be required to independently manage team performance and ensure the team are working cohesively and effectively together as well with other key stakeholders within the business.

Job Summary/Responsibilities

• Developing and implementing commercial strategies according to company goals and objectives aiming to accelerate growth.
• Conduct market research and analysis to create detailed business plans on commercial opportunities.
• Build and maintain profitable partnerships with internal and external key stakeholders.
• Monitor performance of commercial activities using key metrics and prepare reports for senior management.
• Assist in setting financial targets and budget development and monitoring.

Managing a Group of (Sr.) Key Account Managers:

• Lead and mentor a team of Key Account Managers to maximise growth through personalized partnerships.
• Strengthen key account relationships to drive incremental revenue growth and enhance customer satisfaction.
• Develop and implement strategies to identify new opportunities and expand existing accounts.

Commercial Digital and Sponsorship Lead:

• Provide leadership and guidance to the Customer Success Manager, ensuring clarity, performance, and growth
• Drive digital innovation and sponsorship strategy, delivering new revenue opportunities and strengthening brand presence, including leadership of the Agile Sponsorship Hub
• Collaborate with internal teams and external partners to create impactful digital and sponsorship packages.
• Leverage market intelligence and audience insights to shape compelling digital campaigns and sponsorship propositions
• Work alongside the Customer Success Manager to identify and maximise cross-sell and upsell opportunities across Key Accounts, Accounts, and Business Development teams
   

Managing Events through Sr. Key Account Managers with a Show Lead role:

• Utilise insights and customer feedback to drive exhibitor engagement, increase spending, and foster vertical expansion.
• Ensure seamless coordination between internal teams and external vendors to deliver successful events and deliver exceptional experiences for exhibitors.
• Work with the local team to deliver on yearly sales plan together with key stakeholders (Brand, Content, Sponsorship and Marketing) and update sales plan where needed throughout the year, based on market research and analytics.
• Develop a good understanding of the competitive local market; understanding and staying current on trends impacting clients and customers and develops strategies to capitalise commercial growth.

As the Head of Commercial Strategy, you will be motivated to understand the benefits of the products and customers you are working with, enabling you to identify opportunities that drive revenue growth, enhance efficiencies in how we deliver value, and improve the overall customer experience by aligning our offerings with their needs and expectations.

Role Specification:

• Ability and availability for extensive travel (appx. 1-2 times per month)
• Proven experience in directly managing teams at senior level 
• Proven track record in driving ancillary revenues, including sponsorship, digital, and lead insights
• Innovative mindset and a passion for driving transformation
• Solution oriented and customer focused
• Demonstrates leadership skills, with a culture of seeking to understand employees and customers

Skills required:

• Leadership: Ability to lead and mentor a team effectively.
• Strategic Planning: Capability to develop and implement strategic plans to achieve business objectives.
• Relationship Management: Strong interpersonal skills for building and maintaining partnerships with key accounts and sponsors.
• Digital Marketing: Proficiency in digital marketing strategies and tools to drive brand visibility and revenue growth.
• Event Management: Experience in planning and executing successful events, from concept to completion.
• Analytical Skills: Ability to analyze market trends, consumer insights, and event metrics to inform decision-making.
• Collaboration: Aptitude for collaborating with cross-functional teams and external partners to achieve shared goals.
• Reporting: Solid knowledge of performance reporting and financial/ budgetting processes.
• Experience using Salesforce is highly desirable

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 or remotely

We work hard to make sure Life at Informa is rewarding, supportive and enjoyable for everyone. Here’s some of what you can expect when you join us. But don’t just take our word for it – see what our colleagues have to say at LifeAt.Informa.com

• Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active diversity and inclusion networks
•  Broader impact: take up to 4 days per year to volunteer, with charity match funding available too
• Career opportunity: the opportunity to develop your career with bespoke training and learning, mentoring platforms and on-demand access to thousands of courses on LinkedIn Learning. When it’s time for the next step, we encourage and support internal job moves
• Time out: 24 days annual leave, plus a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year.
• Get three for one: A ShareMatch scheme that allows you to become an Informa shareholder with free matching shares
• Stay well: Use FiscFree to purchase a gym subscription or a new bike with tax benefits.
•  Strong wellbeing support through EAP assistance, mental health first aiders, a healthy living subsidy, fully-funded disability insurance, access to health apps and more
• Monthly commuting and travel costs and reimbursed based on your distance between your home and the office.
• Recognition for great work, with global awards and kudos programmes
• As an international company, the chance to collaborate with teams around the world

We’re not solely focused on a checklist of skills. We champion energy and ambition and look for colleagues who will roll their sleeves up, join in and help make things happen. If it sounds like a match and you have most – although not all – of the skills and experience listed, we welcome your application. 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. Ask us or see our website for full information. 

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