EMEA Head of Sales
London - Blue Fin Building

Job Reference: --009178

Location: London - Blue Fin Building

Closing Date: 28/02/2020

Department: Sales

Division: Informa Tech

The combination to one Informa Tech Data & Research organisation brings together nearly 100 Sales and Customer Success colleagues. The Head of EMEA sales specifically will carry a remit of around $35M of sales and revenue and have circa 30 direct reports.

This role will report directly to the Global Head of Sales for Informa Tech Research & Data and will be aligned to the business priorities including driving:

  • Improvements in the subscription renewal rate
  • Stronger cross-sell and upsell initiatives to drive subscription, one-time and consulting sales to existing clients
  • New client (new logo) acquisition

KEY RESPONSIBILITIES

  • Working with the Sales Leadership team to design and execute an EMEA sales strategy, go to market plan and client engagement model
  • Owning the delivery of revenue numbers for the regional business, forecasting with precision, identifying risks and opportunities
  • Building a regional and in-country network with C-suite clients, anticipating their needs and develops a trusted commercial partnership 
  • Facilitating and developing account strategies and new business proposition to maximise Informa Tech channels to market (Events, Media, Training) to drive incremental sales
  • Business Partnering with Product Management, Consulting, Marketing, Research, Finance, and HR at a regional level to drive revenue growth and operating profitability
  • Leading a team of Sales and Customer Success professionals across key account development and new business acquisition, delivering growth across core subscription and bespoke consulting services
  • Recruiting, managing and motivating a high performing team, creating a best in class sales environment
  • Reviewing and identifying development needs and opportunities within the team, building for future successes and proactively managing employee engagement

MEASURES OF SUCCESS

  • Performance versus sales targets
  • Regional revenue performance
  • Renewal rates

INTERNAL STAKEHOLDERS

  • Sales Leadership Team
  • Regional Peers
  • Global Head of Customer Success
  • Sales Enablement
  • Learning & Performance / Sales Trainer
  • Heads of Consulting, Product, Research & Marketing
  • Business Operations
  • Informa Tech Leadership team

SKILLS REQUIRED

Previous experience & qualifications

  • Proven sales experience and evidence of establishing long lasting, trusted client relationships
  • Demonstrable industry knowledge
  • A track record in in leading high performing sales teams in a solutions-based b2b environment
  • Experience developing teams using a structured competency framework to embed performance improvement

Personal Attributes & Behaviours

  • Exhibits credible leadership and coaching qualities, fosters a culture of excellence
  • Very strong collaborator and team player
  • Leadership by example
  • Can-do attitude
  • Highly developed communication skills
  • Motivator, energiser

 

This position is now closed. We are no longer accepting applications for this position.

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