Sales Director. Service Provider Events - London, United Kingdom - Informa Tech

Informa Tech

Verified Company

London, United Kingdom

2 weeks ago

Posted by:

Tom O´Connor

beBee Recruiter

Description

Company Description

About Informa Tech
At Informa Tech, we believe that technology innovation is key to driving positive change in our society. We believe that digital inclusion underpins progress. And we believe that diversity in tech is central to a thriving industry.

Our aim is to inspire the global technology community to build a better world by informing, educating, and connecting them through world-class research, training, events, and media.

About Service Provider Market Pillar

The competitive landscape for service providers is more intense than ever, due to the demands of customers and the arrival of agile, cloud-native service providers.

Technology is also in state of transition thanks to the move from hardware-based systems to virtual, software-centric implementations and the arrival of 5G and AI.

Job Description:

Role Purpose
Accountable for driving sales through a team and own portfolio. 50% of time selling vs. 50% management and leadership. This will be achieved through the leadership and development of your sales team. Driving revenue from current and new customers plus cross selling.

Key focus areas

Driving personal and team sales and revenue
Development, implementation, and measurement of success of sales plans
Sales and scenario forecasting
Effective sales reporting, analytics, and performance analysis to make datadriven decisions
Reporting and recommendations to the business on delivery vs. targets, risks, and opportunities
Customer retention and acquisition planning
Development of a highperformance sales team including management of productivity and quality outputs, sales competencies, and people development
Development of plans to maximise Informa Tech to drive incremental sales/growth.
Partnering with market pillar colleagues to identify and participate in the development of new products, solutions, and target market prospects
Fostering and leading internal partnerships, ensuring collaboration is driven with a customer focus
Maximising usage and adherence to Informa systems (salesforce), processes, and best practice
Maximizing revenue using the most costeffective sales model.

Knowledge & Skills

Industry/Market Pillar Knowledge
Events, Digital Media, or Marketing Services products.
Sales Management experience in; coaching skills; ability to observe, evaluate, and give meaningful feedback
Executing go to market sales plans and accurate forecasting
Engaging at a senior level, building long lasting relationships, solutions selling with developed negotiation skills
Data Analytics Skills the ability to review data and information, draw conclusions and actionable takeaways.
P&L Management
Expertise in Sales Methodologies
Project management
Problem solving capability

Qualifications:

Proven prior experience in building and maintaining relationships and understanding customer needs.
Managing senior stakeholders and large complex customers
Demonstrable knowledge of the competitive landscape.
Experience of complex sales situations and demonstratable history of sales KPI delivery
Experience using salesforce data to manage and forecast sales opportunities
Strong collaboration and communication skills written, verbal, presentation.
Evidence of working in a matrix organisation
Managing and motivating a globally dispersed team
Leading through change
Experienced and skilled in sourcing innovative revenue streams adapted to current and future economic climates
Experience of selling in a contract format
Experience of managing a diverse workforce