Head of Sales - Americas, CPHI (New York Preferred) - Informa Markets

Informa Markets, a division within Informa, creates global platforms for industries. We organise 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.

Overview:

We are looking for an experienced and dynamic leader to join us as the Head of Sales – Americas for our CPHI Americas event. This role will be instrumental in driving revenue growth, expanding our market presence in North America and LATAM, and ensuring customer satisfaction. You will lead a high-performing sales team, manage key accounts, and work closely with cross-functional teams to develop and execute innovative strategies that align with our commercial goals.

Key Responsibilities:

• Strategic Leadership: Develop and execute commercial strategies to drive revenue growth, enhance brand visibility, and expand into new markets and verticals across North America and LATAM.

• Team Leadership: Lead, mentor, and motivate a U.S.-based sales team of Business Development and Account Managers, while collaborating with global counterparts to ensure alignment and maximize opportunities.

• Client Relationship Management: Focus on client retention and growth through proactive account management, cross-selling, up-selling, and identifying new business opportunities. Build and nurture strong, long-term relationships with key clients.

• Sales Execution: Oversee the full sales cycle, from lead generation to deal closure, ensuring revenue targets are consistently met or exceeded. Optimize team performance with clear sales campaigns, account allocations, and quotas.

• Market Expansion: Leverage market insights, customer feedback, and competitive intelligence to identify new business opportunities and expand our footprint in both the NA and LATAM markets.

• Collaboration & Partnership: Partner with internal teams, including Commercial Strategy, Marketing, and Brand Management, to create impactful sponsorship and digital strategies. Drive partnerships, particularly in LATAM, to fuel growth.

• Event Leadership: Represent the company at industry events, client meetings, and thought-leadership opportunities, enhancing our presence in the market and positioning us as a trusted partner.

• Performance Monitoring: Track and analyze sales performance against key metrics. Provide detailed reports and insights to senior management, adjusting strategies as needed to achieve objectives.

• Financial Management: Assist in setting financial targets and budgets. Ensure consistent monitoring and optimization of resources to achieve commercial goals.

This is an exciting opportunity to take on a leadership role in a fast-growing and dynamic event. If you're a results-driven sales leader with a passion for live events and a strong focus on the Americas region, we want to hear from you.

• Experience in selling sponsorships, exhibition space, or partnerships at large-scale events (B2B or B2C).
• Proven track record of exceeding sales targets in live events or trade shows.
• Strong knowledge of the pharmaceutical and life sciences industries, including drug development, manufacturing, regulations, and key players.
• Awareness of market trends, challenges, and emerging opportunities, especially in North America and LATAM markets.
• Expertise in consultative selling, particularly in complex B2B environments.
• Experience with cross-selling, upselling, and negotiating large deals.
• Strong communication and negotiation skills for engaging with C-level executives and decision-makers.
• Familiarity with the structure and goals of trade shows and industry-specific events.
• Experience in promoting event benefits, driving attendee registration, and increasing exhibitor and sponsor participation.
• Leadership experience, including leading a sales team and collaborating with cross-functional teams (marketing, operations, event management).
• Strong organizational skills to manage multiple priorities and deliver results in a fast-paced environment.
• Proactive, innovative, and solution-oriented with a focus on customer value.
• Resilient, with a strategic mindset, capable of leading teams and aligning with business objectives.
• Customer-focused, with a drive for delivering exceptional results.
• Empathetic leader, fostering collaboration within the team.
• Enthusiastic, results-driven, with a commitment to continuous improvement.
• Proven experience in managing high-performing sales teams, consistently achieving or exceeding revenue targets.
• Skilled in CRM tools (e.g., Salesforce) for forecasting, performance tracking, and data-driven decisions.
• Ability to analyze sales data and market trends to identify growth opportunities and optimize strategies.
• Experience in event management and digital marketing strategies to enhance brand visibility and drive revenue.
• Willing to travel extensively for client meetings, industry events, and competitive shows.

We believe that having a blend of these experiences will equip someone to successfully sell at CPHI Americas, ensuring they can effectively engage with key stakeholders in the pharmaceutical industry and drive event participation and revenue growth.

*Note: Please note that this role offers a base salary ranging from approximately $115k to $135k, with additional commission incentives on top, and no cap on earnings. The position will expire on January 20th.

Why work at Informa 

Employee experience is very important to us at Informa. On top of joining a supportive, diverse and ambitious team that welcomes all types of candidates. We are also flexible with different working patterns and prioritize promotions internally. Our benefits include:

• Freedom & flexibility: colleagues rate us highly for the flexibility and trust they receive, and we support a range of working patterns.
• 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: 15 days PTO rising to 20 after three years and 25 after six years, plus 10 national holidays, a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year.
• Competitive benefits, including a 401k match, parental leave and an ESPP offering company shares at a minimum 15% discount.
• Strong wellbeing support through EAP assistance, mental health first aiders, free access to a wellness app and more.
• Recognition for great work, with global awards and kudos programs.
• As an international company, the chance to collaborate with teams around the world

We’re not solely focused on a checklist of skills. We champion energy and ambition and look for colleagues who will roll their sleeves up, join in and help make things happen. If it sounds like a match and you have most – although not all – of the skills and experience listed, we welcome your application.

At Informa, you'll find inclusive experiences and environments where all perspectives and backgrounds are welcomed. As part of this approach and our diversity and inclusion commitments, we are also formally an Equal Opportunities Employer. This means we base decisions on relevant qualifications and merit and do not discriminate on the basis of key characteristics and statuses, including all of those protected by law. Ask us or see our website for full information.

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