Sales Director, Healthcare

Informa Group . • Orlando, FL

4d • Hybrid

About The Position

Informa Markets, a division of Informa, creates global platforms for industries to trade, innovate, and grow through large-scale B2B events, data, digital content, and online platforms. This role is based in the Orlando, Florida office and leads sales and account management for CPHI, focused on pharmaceutical ingredients and manufacturing, and WHX Miami, focused on healthcare innovation and medical technology.

The role is responsible for increasing wallet share, retaining customers, and achieving event revenue targets, including sponsorship sales. It calls for a hands-on strategic leader who can build and mentor high-performing sales teams, strengthen existing customer relationships, manage budgets and sales operations, optimize floor performance, and develop customer lifecycle strategies.

The position works closely with Exhibition Directors and teams across Marketing, Operations, and Content to align sales activity with event objectives and deliver value to exhibitors. The work arrangement is in-person with colleagues or customers three days a week or more, with flexibility to work from home or remotely at other times. Travel of up to 50% is required.

Requirements

• Bachelor's degree in business, Marketing, or equivalent experience.
• At least 7 years of B2B sales, account management, and team management experience.
• Proven revenue achievement and success exceeding retention and revenue targets while growing wallet share.
• Expertise in customer lifecycle management, cross-selling, and upselling strategies.
• Advanced proficiency with CRM systems for account tracking and pipeline management.
• Strong leadership, communication, negotiation, and presentation skills.
• Deep knowledge of the sales process, customer lifecycle, and retention strategies.
• Strong organization, time management, and prioritization abilities.
• Ability to work effectively in a fast-paced environment while maintaining focus on long-term customer relationships.
• Willingness to travel up to 50% for client meetings, events, and relationship-building activities.

Nice To Haves

• Experience in media, sponsorship, or B2B events.
• Experience in the pharmaceutical, healthcare, or a related industry.
• Salesforce experience.
• Experience managing multi-event portfolios or complex account structures.

Responsibilities

• Develop and implement customer retention strategies to increase wallet share and customer lifetime value.
• Partner with Exhibition Directors to align sales strategies with event vision and business objectives.
• Use customer insights and feedback to refine sales strategies and identify cross-selling and upselling opportunities.
• Collaborate with Marketing on campaigns focused on customer loyalty and retention.
• Create tailored solutions for existing customers and strengthen long-term partnerships.
• Identify and mitigate revenue risks, including competitive threats, market shifts, and customer dissatisfaction.
• Lead, mentor, and manage Sales Directors, Managers, and Representatives to achieve retention and growth targets.
• Hold regular one-to-one meetings, support team members' development, and establish performance expectations, KPIs, and accountability measures.
• Foster a high-performance, accountable, customer-focused sales culture; assess team strengths and implement development plans.
• Recruit, onboard, and retain sales talent.
• Build and maintain relationships with key customer stakeholders and decision-makers.
• Conduct customer check-ins and quarterly high-level meetings to assess satisfaction, identify needs, uncover growth opportunities, and address challenges.
• Represent the company at industry events and networking opportunities, and develop executive-level relationships that position CPHI and WHX Miami as strategic partners.
• Oversee sales pipeline accuracy and pacing, budgets, and CRM data management.
• Develop account growth strategies across product categories and market segments.
• Prepare reports on retention metrics, ROI, and account performance, and monitor team alignment with retention and revenue goals.
• Implement sales processes, tools, and best practices; maintain CRM data integrity and use analytics to inform decisions.
• Track industry trends and market dynamics, conduct research, and share customer insights with internal stakeholders.
• Partner with Marketing to align strategies, optimize lead generation, and improve conversion rates.
• Collaborate with Operations to ensure a seamless exhibitor experience from sales through on-site execution.
• Work with Content teams to align programming with exhibitor needs and enhance value propositions.
• Build cross-departmental relationships and serve as a liaison between Sales and internal stakeholders.

Benefits

• Welcoming culture with in-person and online social events, colleague groups, and networks.
• Up to four paid volunteer days per year, with charity match funding available.
• Career development through bespoke training, mentoring platforms, LinkedIn Learning courses, and support for internal job moves.
• 15 days PTO, increasing to 20 days after three years and 25 days after six years.
• 10 national holidays and a birthday leave day.
• Opportunity to work from almost anywhere for up to four weeks per year.
• 401(k) match.
• Health, vision, and dental insurance.
• Parental leave.
• Employee stock purchase plan offering company shares at a minimum 15% discount.
• Employee assistance program, mental health first aiders, and free access to a wellness app.
• Global awards and recognition programs.

What This Job Offers

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