Director of Sales, World of Concrete

Informa Group . • Irving, TX

39d • Hybrid

About The Position

This role is based in our Irving, TX office. We are seeking a dynamic and results-oriented Director of Sales to lead comprehensive revenue growth initiatives encompassing both new business acquisition and existing account expansion. This role requires a strategic thinker with a proven ability to build high-performing sales teams, drive market expansion, maximize wallet share, and achieve aggressive revenue targets for our events. The ideal candidate will be a hands-on leader with expertise in the full customer lifecycle—from prospecting and acquisition through retention and growth—combined with strong capabilities in sales strategy, commercial marketing, and team mentorship.

Requirements

• Bachelor's degree in Business, Marketing, or equivalent experience
• 7+ years of B2B sales experience spanning business development, account management, and team leadership, ideally in media, sponsorship, or B2B events, with proven revenue achievement
• Demonstrated success in exceeding revenue targets through both new business acquisition and existing account growth
• Expertise in the full customer lifecycle, including prospecting, commercial marketing, retention strategies, cross-selling, and upselling
• Advanced proficiency in CRM systems (Salesforce preferred) for pipeline management and account tracking
• Strong leadership, communication, negotiation, and presentation skills
• Highly organized with excellent time management and prioritization abilities
• Ability to excel in fast-paced environments while balancing immediate wins with long-term relationship building
• Willingness to travel up to 50% for client meetings, events, and relationship-building activities

Responsibilities

• Develop and implement integrated sales strategies aligned with company objectives to drive new business acquisition, customer retention, and account expansion.
• Identify and capitalize on new market opportunities domestically and internationally while maximizing wallet share within existing accounts.
• Leverage customer insights, market research, and competitive analysis to refine strategies targeting key demographics and growth opportunities.
• Collaborate with Marketing to design and execute campaigns for both new customer acquisition and existing customer loyalty.
• Create tailored solutions that meet evolving customer needs and strengthen long-term partnerships.
• Lead, mentor, and manage salespeople responsible for both new business and account management functions.
• Conduct regular 1:1 meetings to support individual growth, performance, and skill development.
• Foster a culture of accountability, high performance, and customer-focused selling.
• Assess team strengths and implement development plans to build a best-in-class sales organization.
• Build and maintain deep relationships with key stakeholders, decision-makers, and industry partners across prospect and client accounts.
• Conduct regular strategic check-ins with key customers to assess satisfaction, identify needs, and uncover cross-sell and upsell opportunities.
• Represent the company at industry events, competitor shows, and networking opportunities to drive both new business and reinforce customer loyalty.
• Establish and nurture strategic partnerships that accelerate market penetration and revenue growth.
• Stay ahead of industry trends and market dynamics to proactively adjust sales strategies.
• Oversee accuracy and pacing of the sales pipeline, budgets, and CRM data management (Salesforce preferred) across all sales functions.
• Develop and execute growth strategies across diverse product categories and market segments.
• Prepare detailed reports on retention metrics, new business performance, ROI, and overall sales effectiveness.
• Monitor and manage team performance, ensuring alignment with revenue goals and strategic priorities.

Benefits

• 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

What This Job Offers

• Job Type: Full-time
• Career Level: Senior