Senior Sales Manager - job 1 of 2

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.

This role is based in our Irving, TX office.

This role is a key player in the development of the strategy and implementation in customer retention and new business growth for World of Concrete. 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 Account Executives who are selling and managing existing customers as well as actively and assertively focusing on new business development.  They will lead this team with a focus on customer retention and growth through cross selling and rebooking. This role is also responsible for a combination of internal and external sales activity, regularly meeting customers face-to-face, and attending competitor and industry events. This role will be expected to sell to a variety of new customers with a focus on large key account acquisitions, and hands on business development of new markets to drive new business revenue.

Role Accountability and Duties:

• Sell to customers across products and revenue streams, meeting and exceeding assigned revenue targets
• Develop in partnership with VP, Sales, full cycle sales strategy for assigned territory which includes client touchpoints and approach, sales presentations and packages, capitalizing on market trends and their direction.
• Lead the team of Executives to identify cross/up sell opportunities to grow the size of accounts and instill best practice sales techniques to effectively close deals.
• Deliver effective line management of the team through regular 1:1’s, professional development, and Sales coaching.
• Generate and seek expanded sales opportunities with our customers and for new business opportunities, through customer intelligence, attendance at industry related events and market analysis
• Contribute to and adopt new sales initiatives, strategies and programs to capture key demographics based on customer feedback
• Negotiate effectively, proactively handling customer objections.
• Liaise with the Sales Director and relevant teams in relation to key customers and floor placement
• Conduct market analysis and opportunity assessment for revenue growth
• Maintain accurate pipeline, sales activity and customer information within Salesforce, supports accurate forecasting and communicates pacing status regularly.
• In partnership with Sales Director and sales team, performs extensive market research and develops sales strategies accordingly including call, email and field meetings; researches client needs and creates a one stop solution to their marketing and sales strategy.
• Maintains strong industry credibility through visible attendance at trade shows and other product presentations, staying up to date on new developments and communicating this information to both key existing accounts and potential new accounts. Contributes to research efforts in new products.
• Acts as mentor and supports training as needed with sales team.

• 6+ years of sales or business development experience in sponsorship, and B2B event sales
• Experience in managing and developing sales teams to drive maximum profitability
• Ability to prioritize multiple responsibilities, balancing client deliverables on multiple projects well as internal obligations
• Business acumen, sound decision making, analytical and organizational skills in a fast-paced environment; a consultative approach to managing complex client relationships
• Demonstrated ability to find, manage and close high-level business in a fast-paced environment while maintaining strong time management skills
• Must be able to work autonomously and maintain a high level of accountability.
• Expert understanding of campaign metrics and analysis
• Strong proficiency with Salesforce or CRM software and an aptitude for learning new systems
• Strong ability to internally navigate the organization to obtain support and resources necessary for success
• Must be team-focused with a collaborative mindset and able to work seamlessly with exhibitors and internal teams
• Motivated to learn and become knowledgeable on industry trends, products, and news
• Travel required up to 25%

We believe that great things happen when people connect face-to-face. That's why we work in-person with each other, or with customers and partners, three days a week or more. When you’re not spending time together in one of our offices or other workplaces – like at an Informa event – you get the flexibility and support to work from home or remotely.

We work hard to make sure Life at Informa is rewarding, supportive and enjoyable for everyone. Here’s some of what you can expect when you join us. But don’t just take our word for it – see what our colleagues have to say at LifeAt.Informa.com

Our benefits include:

• Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active colleague groups and networks promoting a positive, supportive, and collaborative work environment
• 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, health, vision and dental insurance, 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

The salary range for this role is $70,000- $100,000 + commission, based on experience. 

This posting will automatically expire on February 2, 2026.

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.

If you would like to request reasonable adjustments or accommodations to assist your participation in the hiring process and, or in the advertised position, please inform the appropriate Talent Acquisition Partner for the role once they have been in touch. Your request will be reviewed and considered in confidence. 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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