VP of Sales (Events), Infrastructure & Construction

About the Role

Key Responsibilities

• Lead the strategic direction of the I&C sales division, focusing on long-term revenue growth, profitability, and market leadership.
• Define and drive the execution of sales strategies, setting ambitious targets and aligning efforts with business objectives to optimize revenue across the portfolio.
• Develop and maintain a clear, compelling vision for sales growth and effectively communicate this to internal teams, stakeholders, and clients.
• Oversee sales operations and performance, ensuring alignment with strategic goals, setting KPIs, and ensuring all team members are positioned for success.
• Provide strong leadership and mentorship, including sales coaching, professional development, and training at scale, fostering a high-performance sales culture.
• Collaborate with cross-functional teams, including brand leadership, product development, and marketing, to enhance the sales process, improve customer engagement, and innovate sales offerings.
• Establish and maintain key strategic partnerships to drive revenue opportunities and expand market reach within the I&C industry.
• Represent the I&C division in high-level strategy sessions, leadership meetings, and inter-company collaborations with senior leaders across Informa Markets and Informa Group.
• Guide the team in key account management, ensuring robust relationships with both existing and new clients, fostering trust and maximizing revenue potential.
• Establish and manage annual budgets, compensation plans, and performance evaluations to ensure financial goals and organizational objectives are met.
• Drive aggressive revenue growth strategies, focusing on both existing accounts and new business opportunities.
• Set and monitor KPIs and metrics to track sales performance and operational success, making data-driven adjustments to meet strategic goals.
• Lead projects related to sales operations, product development, sponsorships, and event strategies, ensuring market relevance and competitiveness.
• Manage the performance and development of sales leadership, including setting objectives, overseeing compensation plans, and conducting performance reviews.
• Foster a collaborative, innovative sales culture through regular leadership meetings and strategic alignment sessions.
• Maintain strong, proactive relationships with key accounts and partners to drive business growth.
• Travel as needed for face-to-face meetings, industry events, and to engage with key stakeholders.

Requirements

• Minimum 10 years of progressive experience in B2B sales leadership, with a strong background in trade events, tradeshows, or media sectors.
• Proven track record in leading teams to achieve and exceed revenue targets, with experience managing large-scale sales organizations, delivering against $100M+ revenue goals.
• At least 2 years of experience in personnel management, successfully leading, mentoring, and developing high-performing sales teams.
• In-depth knowledge of the events and tradeshow industry, with a focus on driving revenue growth and managing large-scale B2B events.
• Demonstrated success in developing and executing high-impact sales strategies, focusing on new business development and nurturing key accounts.
• Strong relationship management skills at all levels, from executive stakeholders to key clients.
• Strategic thinking with the ability to analyze market trends, data, and business needs to drive decisions and optimize sales performance.
• Excellent verbal and written communication skills, with experience leading meetings and negotiations at the executive level.
• Proficiency in CRM systems and sales tools, specifically Salesforce, with a data-driven approach to sales operations.
• Ability to thrive in a fast-paced, dynamic environment and adapt quickly to shifting business needs and market conditions.
• Willingness to travel as required to meet with clients, attend events, and engage with key stakeholders.
• Self-starter with enthusiasm, drive for success, and the ability to motivate teams to achieve business goals.
• Strong interpersonal skills and a confident personality focused on building relationships and influencing decision-makers.

Nice to Have

• Experience with large-scale B2B events and media brands.
• Experience managing and developing high-performing sales teams in a global environment.
• Knowledge of the infrastructure and construction industry sectors.

Benefits & Perks

• Employee stock purchase plan
• Dental insurance
• Paid time off
• Parental leave
• Employee assistance program
• Vision insurance
• 401(k) matching
• Health, vision, and dental insurance
• Time out: PTO rising to 20 after three years and 25 after six years, plus 10 national holidays and birthday leave
• Flexible work options and the ability to work from almost anywhere for up to four weeks a year
• Wellbeing support through EAP, mental health resources, and wellness programs
• Recognition programs and global awards
• Opportunities for career development, training, and internal mobility