Head of Sales - Sponsorships, Solar Media at Informa Markets in London, England, United Kingdom

Job description

• This role is based in our 240 Blackfriars office
• We believe renewables and clean energy will play a defining role in the future of the global energy system
• We are looking for a Head of Sales to lead a high-performing sponsorship sales team across our international events portfolio. This is a hands-on commercial leadership role, responsible for leading and developing a team, delivering your own sponsorship sales target, driving revenue growth and building strong, long-term relationships with customers across Europe, the USA, Middle East and Asia
• Our business is built around specialist communities and markets. We want to understand our customers properly, identify where we can add value and build partnerships that extend beyond a single event. The sale is only the start of the relationship
• You will work closely with Product, Marketing and Content to ensure our events are commercially strong, relevant to the markets we serve and deliver genuine value for sponsors and partners

Responsibilities

• Lead, coach and develop your sponsorship sales team, working alongside the other Heads of Sales to drive consistent performance across the wider commercial team
• Carry and deliver your own sponsorship sales target alongside your leadership responsibilities
• Own and deliver sponsorship revenue targets across your portfolio, ensuring strong pacing, forecasting and commercial discipline
• Build a culture where the team understands its customers, sells consultatively and focuses on long-term account growth rather than transactional sales
• Develop clear account strategies for key customers, identifying opportunities to grow relationships across multiple events, products and markets
• Drive both repeat business and new business, ensuring the team maintains a healthy balance between account development and prospecting
• Work with the wider team to continuously improve sponsorship propositions, pricing, packaging and commercial opportunities
• Ensure Salesforce is used effectively to maintain accurate pipelines, account information, next actions and forecasts
• Provide clear weekly and monthly forecasting, identifying risks and opportunities early and taking action where required
• Spend time with customers and the market, gathering feedback that helps improve our events and future product development
• Work collaboratively with Marketing, Content and Product teams to ensure customer needs and commercial opportunities are understood across the business
• Lead by example, remaining close to customers and deals and supporting the team on major opportunities and strategic accounts

Requirements

• Skills and Experience
• A strong and proven background in B2B event sponsorship, exhibition or conference sales
• Around 1-2 years' experience leading, coaching or managing a sales team
• A strong personal track record of delivering and exceeding revenue targets
• Demonstrable experience of growing key accounts and winning new business
• A consultative approach to selling, with the ability to understand customer objectives and translate them into relevant commercial solutions
• Strong commercial judgement, including experience of pricing, negotiation and managing complex deals
• Confidence using Salesforce or a similar CRM to manage pipeline, forecasting and account development
• Strong forecasting discipline and the ability to identify commercial risks and opportunities early
• Experience working across international markets and/or within energy, renewables or related sectors would be beneficial

Skills

Required

• Sales team leadership and coaching
• Revenue target delivery
• Key account growth
• New business development
• Consultative selling
• Commercial judgement
• Pricing and negotiation
• Salesforce or similar CRM
• Forecasting
• Communication
• Relationship-building
• Collaboration

Preferred

• International market experience
• Energy or renewables sector experience

Benefits

• This is an opportunity to join a fast-growing sector at the forefront of the global energy transition. You will work across market-leading events and media brands, helping organisations raise their profile, generate leads and build strategic partnerships across the clean energy and storage industries.
• As part of Informa, you will have the opportunity to develop your sales career within a global events and media business, while building your knowledge, confidence and commercial experience across one of the world’s most important growth markets
• 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 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
• 25 days annual leave, rising to 27 days after two years, plus a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year
• A flexible range of personal benefits to choose from, plus company funded private medical cover
• A ShareMatch scheme that allows you to become an Informa shareholder with free matching shares
• Strong wellbeing support through EAP assistance, mental health first aiders, a healthy living subsidy, access to health apps and more
• Recognition for great work, with global awards and kudos programmes
• As an international company, the chance to collaborate with teams around the world