Head of Media Sales

Informa Markets, a division within Informa, creates global platforms for industries. We organise over 500 large-scale branded and transaction-oriented events in 14 specialist markets. These are typically not-tobe-missed annual events where buyers and sellers build relationships, see and show products and do business.

We also provide year-round online platforms where companies showcase their businesses and products and buyers conduct research, generating valuable leads, and we provide data and digital content that supports the flow of knowledge and transactions in markets.

This role will be based in our Santa Monica office

Position Overview

The Head of Media Sales will lead and develop a high-performing sales team responsible for driving revenue across multiple brands and media platforms for Informa’s Engineering division. This leadership role oversees a team of 3-4 Sales Directors managing six distinct brands and a team of sales managers that collectively generate approximately $11 million in annual revenue. The ideal candidate will strategically guide the team to exceed revenue targets while developing innovative media solutions that deliver exceptional value to clients.

Key Responsibilities

Leadership & Team Management

• Lead, mentor, and develop a team of 3-4 Sales Directors and a team of sales managers, fostering a culture of high performance, accountability, and continuous improvement
• Establish clear performance expectations, revenue targets, and development plans for each team member
• Conduct regular performance reviews and provide constructive feedback to drive individual and team growth

Revenue Strategy & Execution

• Develop and implement comprehensive sales strategies to achieve and exceed the $10+ million annual revenue target
• Analyze market trends, competitive landscape, and client needs to identify new revenue opportunities
• Create and refine pricing strategies across all media offerings to maximize profitability
• Collaborate with marketing, content, and product teams to develop compelling media packages

Portfolio Management

• Oversee the performance of six distinct brands, ensuring each meets or exceeds revenue targets
• Optimize the media portfolio including digital advertising, custom content solutions, educational programming, and print offerings
• Identify opportunities for cross-selling and upselling across brands to maximize client value
• Drive innovation in media offerings to stay ahead of market trends and client needs

Client Relationship Management

• Develop a deep understanding of client business challenges to position media solutions effectively
• Ensure exceptional client service across all accounts
• Participate in high-value client meetings and presentations to secure major accounts

Business Planning & Reporting

• Develop annual and quarterly business plans with clear KPIs and revenue forecasts. 
• Work collaboratively with VP of Sales, VP of Content, finance, editorial leaders and sales leaders to proactively drive sales strategy and respond to market conditions.
• Provide regular reporting on sales performance, pipeline development, and market insights.
• Utilize SF and other existing sales prospecting tools to guide performance and productivity.
• Identify and mitigate risks to revenue achievement
• Collaborate with VP of Sales, VP of Content and finance to ensure accurate forecasting and budget management

Required Experience

• 8+ years of progressive experience in B2B media sales, with at least 5 years in management roles
• Proven track record of exceeding revenue targets and growing market share
• Experience managing multi-platform media sales including digital, content marketing, and print
• Strong background in developing and executing strategic sales plans
• History of successfully leading and developing high-performing sales teams
• Strong performance management experience. 
• Strong familiarity using data to inform decision making, leveraging SF and other tools.

Knowledge & Skills

• Deep understanding of media advertising landscape, including digital, content marketing, and traditional channels
• Strong business acumen with the ability to analyze market trends and translate insights into action
• Excellent negotiation and closing skills
• Outstanding communication and presentation abilities
• Proficiency with CRM systems and sales analytics tools

Personal Attributes

• Strategic thinker with entrepreneurial mindset
• Results-driven with a passion for exceeding targets
• Collaborative leader who builds strong internal and external relationships
• Adaptable to changing market conditions and client needs
• The pay range for this role is $125,000 - $135,000, plus commission
• This role will expire on 9/30

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

Our benefits include:

• 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: 15 days PTO rising to 20 after three years and 25 after six years, plus 10 national holidays, a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year
• Competitive benefits, including a 401k match, health, vision and dental insurance, parental leave and an 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 and more
• Recognition for great work, with global awards and kudos programs
• 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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