Company Description 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.
Informa Markets Engineering ("IME")
Informa Markets Engineering Group, a leader in B2B events and media, focuses on the $3.0 trillion advanced manufacturing sector. Our expertise covers medical devices, pharmaceutical development, engineering design, automation, manufacturing, processing, and packaging. By enabling the exchange of information, commerce, and innovation, we shape the industry landscape.
Job Description
In this key role, you will have the opportunity to drive top-line revenue targets across three established global exhibitions, alongside related launch events and digital products. By taking a proactive approach to all aspects of running successful shows, you will play a pivotal role in shaping high-performing events. Leveraging strategic sales planning, evidence-based growth strategies, and strong customer relationship management, you'll contribute to delivering exceptional, market-leading events year after year, while consistently meeting or exceeding targets.
Role Accountability and Duties:
Regular and timely revenue, pipeline, sales activity, milestone, and gap analysis reporting to the PD as relevant to agreed revenue / space targets
Effective management of the sales team's performance
Leading and motivation of sales team members via regular 121 meetings, appraisals, and training where applicable – setting suitable KPIS in coordination with the PD towards meeting desired results annually.
Setting clear strategic objectives for the development of the show, working closely with all departments to analyse event data and industry feedback to support these decisions.
Development of new sales networks and channels to enhance sales performance including the effective management of agent network to achieve common goal
Development of effective supplementary (sponsorship, advertising, digital) revenue streams strategy per campaign in collaboration with the PD for PD/MD approval
Keeping abreast of the wider industry news and themes including the upkeep of a competitive event timetable for effective scheduling and 3rd party show trip planning - for industry / event knowledge gathering and lead generation
Personally securing representative revenue in accordance with your allocated territory, including engagement and customer management of key bellwether organisations per event
Overseeing the floorplan design in coordination with the PD / OM ensuring opportunity to achieve target revenue plus effective traffic flow and strategic positioning of key stands / features and so on
Assisting the PD in the establishment of a realistic budget forecast in consultation with the Operational and Marketing budget holders for MD / Group approval
Qualifications
Minimum of 5 years' experience in exhibitions, preferably in B2B sector
Strategic thinker and strategic planning experience
Strong business acumen, experience of reporting, budgeting and forecasting
Excellent interpersonal and communication and presenting skills
Strong networker – able to form and capitalise on key industry relationships and build long-term relationships with customers / natural collaborator
Ability to absorb current affairs and understand the key drivers in the industry. Be able to embrace and respond to key industry dynamics through event strategies and tactics to ensure they stay ahead of their markets and competition
Creative and intuitive – taking market intelligence and applying to show content to create unique/ challenging visitor experiences and or developing intelligent multi platform brand extensions nationally or internationally.
Additional Information
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:
Tailored development opportunities and on-demand access to thousands of courses on LinkedIn
Balance time in the office with time working remotely, feeling fully supported wherever you are
25 days annual leave, 4 days for volunteering and a day off for your birthday!
The chance to work from (almost!) anywhere across the globe, four weeks a year
Competitive and rewarding benefits, tailored to each of our regions
Work with high quality specialist products
Bright and friendly staff who are all "expert's experts" and additional training and development for helping you achieve your career aspiration
The chance to become an Informa shareholder, with extra rewards just for colleagues
Regular social events and networking opportunities
To find out more please click our Life@Informa page - Life@Informa
We know that sometimes the 'perfect candidate' doesn't exist, and that people can be put off applying for a job if they don't fit all the requirements. If you're excited about working for us and have most of the skills or experience we're looking for, please go ahead and apply. You could be just what we need! We believe strongly in the value of diversity and creating supportive, inclusive environments where our colleagues can succeed. As such, Informa is proud to be an Equal Opportunity Employer. We do not discriminate on the basis of race, color, ancestry, national origin, religion, or religious creed, mental or physical disability, medical condition, genetic information, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity, gender expression, age, marital status, military or veteran status, citizenship, or other protected characteristics under federal, state or local law.
See how Informa handles your personal data when you apply for a job here.