Head of Sales, Coterie
New York, 605 Third Avenue

Job Reference: NY6T-IFEC-09153

Location: New York, 605 Third Avenue

Closing Date: 29/02/2020

Department: IM - Fashion - East Coast Womens

Division: Informa Markets

Job Purpose:

The Head of Sales, Coterie is responsible for revenue generation from new and existing customers. This includes the sales performance, team revenue generation and sales activity to deliver the agreed sales and financial revenue plan.


The role has responsibility for the line management of Sales Directors, Sales Managers and Account Managers selling and managing existing customers as well as actively and aggressively focusing on new business development.  They will lead this team with a focus on customer retention and growth through up / cross selling and rebooking while also working closely with marketing to develop strategies to attract new customers, enter new markets and drive new business revenue.


The Head of Sales will support the VP, Coterie in defining and executing sales strategies, agreeing on revenue targets and budgets with Brand Leadership, while developing and managing a series of campaigns for the sales teams.  They will be a key point of contact for Brand team, coordinating interactions between teams, and acting as a first point of escalation for sales team members. As the Head of Sales 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 team members, with a focus on developing an effective sales culture.



Principal Duties and Responsibilities:

· Support the team by maintaining and nurturing existing customer relationships

· Assess the strengths and weaknesses of the Sales team

· Lead the team of Sales Directors, Managers and Executives to identify cross/up sell opportunities to growth the size of accounts, and instill good practice sales techniques to effectively close deals

· Line management of the team through regular 1:1’s, professional development, and Sales coaching

· Meet with customers to discuss their evolving needs and to assess the quality of Coterie’s relationship with them

· Develop and implement new sales initiatives, strategies and programs to capture key demographics based on constant customer feedback

· Leverage sales insights and product knowledge to deliver the targeted existing customer revenue (excluding key account revenue), by account and brand (event/product)

· Manage the team’s budget and cost of sales, effectively targeting Sales activity in relation to customer value

· Lead development of Sales campaigns, team account allocations and define individual team members sales targets

· Lead sales campaign execution, including targeting, pipeline management, deal closing and accurate reporting of performance to the VP, Coterie and Chief Commercial Officer

· Lead the identification of sales situations where support from the Business Development team could result in retention or sale close conversation

· As part of the Coterie Sales Leadership team, support the overall development of business unit Sales strategies, forecasts and plans

· Provide account management sales expertise to Brand and Marketing leads within Coterie.

· Maintain an open two way dialogue with internal stakeholders to share customer feedback, insight, prospective leads and overall brand impact or market dynamic

· Act as the weekly contact for Sales Operations to gauge customer activity in week and pipeline opportunities

· Globally connect brand and market sales opportunities, where opportunities exist to increase a customer’s share of wallet or improve the global approach to account sales

· Support on the integration of joint venture and agent sales performance in the Americas (where applicable)

· Build an effective sales culture within Coterie and across the Fashion counterparts in other areas as one Sales group

· Encourage the adoption and consistent use of the global Sales process, and CRM technology. Ensuring consistency, efficiency and effectiveness in the way Fashion sells

· Drive the adoption and use of Salesforce, to coach the team to accurately track customers through the sales pipeline process within the system

· Lead the recruitment and assessment of new hires to the team within Coterie



Illustrative Role Metrics:

· Head of Sales revenue targets

  • Existing customer retention revenue
  • Rebook revenue
  • Existing customer revenue growth
  • New Business revenue
  • Brand (Event/product) existing customer revenue performance against target

· Cost of Sales / Sales budget management

· Sales team performance metrics

  • Existing customers sales conversion % (retention off site)
  • Percent re-book on site
  • Deal size (average sales value for closed–won deals)
  • New Business deals / revenues
  • Number of pipeline opportunities
  • Sales cycle time (average time it takes a team to close a customer)
  • Percent of sales target attained

· Sales team sales activity metrics

  • Number of calls and meetings (by sector / account size)
  • Number of existing customers into pipeline
  • Customer contact volume

· Sales employee performance (of the business development team)

  • Sales churn
  • Sales satisfaction (internal survey)

· Sales adoption and process performance

  • Sales process cycle time improvement
  • Key Salesforce system adoption metrics
  • Sales Excellence pipeline process adoption

· Shared metric with Marketing and Brand leadership

  • Percent Re–book
  • NPS, Loyalty and Customer Satisfaction


Position Requirements:

• University Bachelor’s Degree / University of Applied Sciences qualification or equivalent work experience

· 7+ years’ experience in leading B2B sales teams and proven ability to deliver or overachieve on revenue targets

· Experience in managing and developing sales teams to drive maximum profitability

· Experience in maintaining customer relationships and proven customer retention techniques

· Experience with leading customer account growth

· Proven ability to lead and manage a Sales team, instilling 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 internal stakeholders


Other Preferred Attributes:

· Sales coaching and leadership qualifications

· Previous implementation of strategies to drive sales performance, gamification and competition

· Experience managing a team using Salesforce


Informa Fashion:

Informa’s Fashion Portfolio is the leading producer of world-renowned fashion tradeshows such as MAGIC, COTERIE, PROJECT, FN PLATFORM and CHILDREN'S CLUB. We believe uniting the industry’s best talent and most dynamic shows 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 Fashion serves the $1 trillion+ global fashion industry through comprehensive marketplaces in New York, Las Vegas and Japan. Our events cover all major fashion categories from men’s, women’s, and children’s apparel, accessories, and footwear to manufacturing resources and service providers.


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


Join the Informa Fashion Community:

Informa Fashion: https://www.ubmfashion.com/

Informa Fashion Instagram: https://www.instagram.com/ubm_fashion/?hl=en

Informa Fashion Youtube: https://www.youtube.com/channel/UCC32hNiaxF6pDMRmjckxZbQ


Informa is an Equal Opportunity Employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, or national origin.


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