Business Director

Our Company

WHO IS INFORMA MARKETS IN THE WORLD?

Leading international events company.

We connect people and markets through audience solutions, specialized digital content, hybrid events and market intelligence, building a relationship and business journey between companies and markets 365 days a year.

We help with attracting, converting and engaging new customers, combining physical and digital actions, providing relationships, experiences and business to clients around the world.

Additionally, Informa Markets:

• Is listed on the London Stock Exchange.
• Is a member of the FTSE 100 (Financial Times Stock Exchange Index), the main asset indicator of Great Britain.

The company is part of the Informa group, a holding company with 6 business divisions (Informa Markets, Informa TechTarget, Informa Connect, Informa Festivals, Taylor & Francis and Global Support). All divisions have the purpose of connecting people and markets through alignment and learning.

LEADERSHIP ALSO IN LATIN AMERICA

Informa Markets Latam operates throughout Latin America through offices in São Paulo and Mexico City, organizing and delivering more than 30 hybrid events, 70 digital events, 15 content channels and news portals, and generating connection and business opportunities in more than 20 market sectors.

Our benefits include:

• Direct hiring by the company
• Hybrid work model
• Benefits: Life insurance, Major Medical Expenses Insurance, Food vouchers, 15 vacation days, 100% vacation bonus, 30 days Christmas bonus, 5% Savings Fund
• Free day for your birthday
• Training program (LinkedIn Learning, Coaching, Mentoring, among others)
• Workplace: Polanco, Mexico City

Additional Information

• Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active colleague groups and networks promoting a positive, supportive, and collaborative work environment
• Broader impact: take up to four 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: a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year
• Recognition for great work, with global awards and kudos programs
• As an international company, the chance to collaborate with teams around the world

We know that the "perfect candidate" doesn't exist, and you might hesitate to apply for an opportunity where you don't meet all the requirements. But if you're excited about working with us and have most of the skills or experience we're looking for, go ahead and apply! After all, you might be exactly what we need! At Informa, we value diversity and foster the creation of an inclusive work environment that provides space for the exchange of ideas, experiences and professional development. We're proud to be an equal opportunity employer! We don't discriminate based on race, religion, disability, gender, sexual orientation, gender expression, age, marital status, citizenship or other characteristics. We believe in the creative DNA of our teams that, together, connect people 365 days a year.

The Role

The primary focus of this role is to manage Expo Manufactura through its physical or digital platforms to guarantee achievement of short and long term quantitative and qualitative goals. The position has its line management of Sales Executives who sell and manage existing customers and aggressively focuses on new business development with a focus on customer retention and new business growth. This role is also responsible for a combination of internal and external sales activity, regularly meeting customers face-to-face, and attending competitor events.  This position also has the responsibility for the creation and maintenance of the long-term event plan and strategic vision.

At the same time, it is co-responsible along with the marketing department for planning and overseeing the promotional activities for the event in charge. Monitor communication programs and public-relation events relating to the Business Sector Congress & Exhibition, including press releases, press conferences, networking functions, marketing collaterals, brand building campaigns and community building initiatives. 

Do you feel that you Fit it? Let's look more in depth:

Responsibilities and Duties

The Business Director will present support to the Group Business Director defining strategies for the Events Exhibitions along with in the most viable dates and venues for the business unit considering the market and local competitors. As the Business Director will be responsible for day-to-day sales performance management, utilizing sales techniques and competitions to drive sales activity and supporting the professional development and mentorship of team members with a focus on developing an effective sales culture.

• Meet with customers regularly to discuss their evolving needs and foster meaningful connections. Also, maintain established relationships with external stakeholders in the Industries Sectors.
• Develop and implement new sales initiatives, strategies, and programs to capture key market segments. And identify and launch new market opportunities, domestically and internationally, that result in revenue growth.
• Lead the team through regular 1:1’s, professional development and coaching, to identify opportunities to grow customer spending and the best sales practices to effectively close deals.
• Manage the team’s budget and cost effectively targeting sales activity in relation to customer value and ensuring financial goals are met, including Gross Margin targets, both percentual and in absolute figures.
• Leverage sales insights and product knowledge to deliver targeted customer revenue.
• Globally connect brand and market sales opportunities to increase a customer’s share of wallet or improve the global approach to account sales. And promote a leadership position among all supporting areas to ensure that all shows related activities are performed according to plan and specifications.
• Maintain an open two-way dialogue with internal stakeholders to share customer feedback, insight, prospective leads and overall brand impact and market dynamic.
• Reinforce adoption and consistent use of the global sales process and CRM technology, ensuring consistency and effectiveness in the way we sell. As well as coach the team to accurately track customers through the sales pipeline process within Salesforce (CRM).
• Lead sales campaign execution, including targeting, pipeline management, deal closing and accurate reporting of performance in Salesforce (CRM).
• Plan the event from start to finish according to requirements, focusing on target audience and objectives to ensure all quantitative and qualitive goals are met, including NPS, satisfaction, loyalty, as well as financial performance.
• Stay informed on specific businesses sectors trends and relevant technologies to help the Events pre-empt and react to industry changes.

Qualification

• Bachelor’s degree.
• 5-7+ years of experience in leading B2B sales teams and proven ability to deliver or overachieve on revenue targets.
• Strategic vision to ensure long term growth of our brands.
• P&L management and understanding. Also, knowledge of KPIs and marketing techniques for event management.
• Proven ability to lead and manage a diverse and multicultural sales team, instilling an effective sales culture with high energy, using Salesforce (CRM).
• Excellent command of both spoken and written English and Spanish.
• Capacity to manage multiple tasks simultaneously while maintaining high-quality standards.