Company Description

About Informa Markets

We organize over 500 large-scale branded and transaction-oriented events in 14 specialist markets. These are typically not-to-be-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. 

Informa’s Fashion Portfolio is the leading producer of world-renowned fashion B2B tradeshows such as MAGIC, COTERIE, PROJECT, and Sourcing at MAGIC. We believe uniting the industry’s best talent and most dynamic retailers will translate into stronger shows for buyers and brands and help us achieve our promise to the industry: to bring together great brands and retailers in superbly merchandised shows, provide superior customer service, and ultimately present end consumers with the best apparel, footwear, accessories, and fashion products. 

Uniting the most influential fashion retail decision makers and the world’s top fashion brands, Informa Markets Fashion serves the $1 trillion+ global fashion industry through comprehensive marketplaces in New York, Las Vegas, Nashville and Miami. Our events cover all major fashion categories from men’s and women’s apparel, accessories, and footwear to manufacturing resources and service providers.

Job Description

The role has responsibility for the line management of the Digital Sales Manager and Digital Sales Coordinator who are selling and managing existing customers, sponsorship fulfillment, as well as actively and assertively focusing on new business development. They will lead this team with a focus on customer retention and growth supporting the event sales organization to upsell their customer to digital and marketing opportunities. This role is also responsible for a combination of internal and external sales activity, regularly meeting customers face-to-face, and owning all digital/marketing services revenue for the fashion group. This role will be expected to sell to a variety of new customers with a focus on large key account acquisitions, and hands on business development of new markets to drive new business revenue.

The Sales Director will support the VP of Sponsorship in defining and executing sales strategies, agreeing on revenue targets and budgets with Commercial Leadership, while developing and managing a series of campaigns for themselves, their sales managers and the sales teams. As the Digital Sales Director they will be responsible for the day to day sales performance management, utilizing sales techniques and competitions to drive sales activity, while supporting the professional development and mentorship of sales team members, with a focus on developing an effective sales culture and mindset shift.

They will be a key point of contact for VP of Sponsorship and Commercial VPs, coordinating interactions between teams, and acting as a point of escalation for sales team members

Role Accountability and Duties:

• Meet with customers regularly both in person and virtually to discuss their evolving needs and to assess how we can help them with their business objectives
• Identify and launch new digital and marketing opportunities that will result in revenue growth both domestically and internationally for the fashion industry
• Maintain established relationships with top customers
• Develop and implement new sales initiatives, strategies and programs to hit fashion revenue targets
• Support the sales team by maintaining and nurturing existing customer relationships to close sales
• Assess the strengths and weaknesses of the Sales team, help to coach and train in all digital and marketing products
• Lead the sales team to instill best practice sales techniques to effectively close deals
• Line management of the team through regular 1:1’s, professional development, and Sales coaching
• Leverage sales insights and product knowledge to deliver the targeted customer revenue
• Manage the fashion sales team, your team and your own individual pipeline, forecast and sales
• Lead sales campaign execution, including targeting, pipeline management, deal closing and accurate reporting of performance to Fashion Leadership Team
• Provide account management sales expertise to event sales teams
• Maintain an open two-way dialogue with internal stakeholders to share customer feedback, insight, on overall products being sold (marketing + product teams)
• Act as the weekly contact for Marketing and Product leads in maintaining the digital products sold, based on customer activity in week and pipeline opportunities with the support of the coordinator
• Globally connect market sales opportunities, where opportunities exist to increase a customer’s share of wallet or improve the global approach to account sales. Work with internal stakeholders to get data to prove ROI on pricing
• Contribute to shifting the mindset to one that shows the value of marketing services and digital add-ons to enhance customer objectives and ROI
• Encourage the adoption and consistent use of the global Sales process, and CRM technology. Ensuring consistency, efficiency and effectiveness in the way we sell.
• Coach the team to accurately track customers through the sales pipeline process within Salesforce (CRM)
• Lead the recruitment and assessment of new hires to the team as needed
• Own and deliver digital revenue goals for the entire fashion group

Qualifications

• University Bachelor’s Degree / University of Applied Sciences qualification or equivalent work experience
• 7-9+ years’ experience in selling digital products, sponsored content, online media, etc. and proven ability to deliver or overachieve on revenue targets
• 1-2+ years’ minimum in managing a sales team with a collective goal of at least $1M
• Experience in maintaining customer relationships and proven customer retention techniques
• Experiences selling non-endemic companies
• Experience with leading customer account growth
• Proven ability to instill an effective Sales culture with high energy
• Strong leadership and sales performance management experience demonstrating growth
• Ability to develop relationships at senior levels and manage high value accounts
• Strong interpersonal skills, high level of passion and enthusiasm for the job
• Ability to collaborate with several internal stakeholders in a matrix organization
• Strong knowledge of fashion industry is a plus
• Strong knowledge of B2B tradeshow events a plus
• B2B sales experience is a plus
• Sales coaching and leadership EQ
• Experience managing a team using Salesforce

Additional Information

We offer:

• Competitive Compensation Package
• Access to LinkedIn Learning and other development/training opportunities
• Health and Wellness Benefits (medical, dental, eye)
• 401K and Matching
• Employee Stock Purchase Program
• Generous PTO policy
• Work-life balance
• Additional discounts through various partnerships

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.