Sales Director, Healthcare
About The Position
Informa Markets is seeking a sales leader to lead account management and sales initiatives for CPHI and WHX Miami, two flagship B2B events focused on pharmaceutical ingredients and manufacturing, and healthcare innovation and medical technology. Based in the Orlando, Florida office, the role focuses on increasing customer wallet share, strengthening retention, and achieving revenue targets, including sponsorship sales. The position requires strategic planning and hands-on leadership across customer lifecycle management, sales strategy, budget management, floor optimization, and team development. The role leads Sales Directors, Managers, and Representatives and works closely with Exhibition Directors, Marketing, Operations, Content, and other internal stakeholders. It oversees account growth, customer relationships, sales pipeline and CRM accuracy, reporting, retention initiatives, and performance against revenue and retention goals. The position requires travel of up to 50% for client meetings, events, and relationship-building. Informa works in person three days a week or more, with flexibility to work from home or remotely at other times.
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, preferably in media, sponsorship, or B2B events, and preferably in the pharmaceutical, healthcare, or a related industry.
- Proven success exceeding retention and revenue targets while growing wallet share.
- Expertise in customer lifecycle management, cross-selling, and upselling strategies.
- Advanced proficiency in 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 excel in fast-paced environments while focusing 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.
- Experience managing multi-event portfolios or complex account structures.
- Salesforce experience.
Responsibilities
- Develop and implement retention strategies to maximize 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 strategies and identify cross-sell and upsell opportunities.
- Collaborate with Marketing on campaigns focused on customer loyalty and retention.
- Develop tailored solutions that meet existing customers’ needs 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 meet retention and growth targets.
- Hold regular one-to-one meetings to support employee growth, performance, and skill development.
- Foster accountability, high performance, and customer-focused selling.
- Assess team strengths and implement development plans; recruit, onboard, and retain sales talent.
- Establish performance expectations, KPIs, and accountability measures for team members.
- Build and maintain relationships with key stakeholders and decision-makers at existing accounts.
- Conduct customer check-ins and quarterly executive-level meetings to assess satisfaction, identify needs, and address challenges.
- Represent the company at industry events and networking opportunities, and develop executive relationships that position CPHI and WHX Miami as strategic partners.
- Oversee sales pipeline accuracy and pacing, budgets, and CRM data management.
- Develop and execute account growth strategies across product categories and market segments.
- Prepare reports on retention metrics, ROI, and account performance.
- Monitor team performance and ensure alignment with retention and revenue goals.
- Implement sales processes, tools, and best practices; maintain CRM data integrity and use analytics to inform decisions.
- Monitor industry trends and market dynamics, conduct market research, and share customer insights with internal stakeholders.
- Collaborate with Marketing to align strategies, optimize lead generation, and improve conversion rates.
- Work 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
- Up to four paid volunteer days per year and charity match funding.
- Training, learning, mentoring platforms, and access to LinkedIn Learning courses.
- 15 days of PTO, increasing to 20 days after three years and 25 days after six years.
- 10 national holidays, a birthday leave day, and the opportunity to work from almost anywhere for up to four weeks per year.
- 401(k) match.
- Health, vision, and dental insurance.
- Parental leave.
- Employee Share Purchase Plan (ESPP) offering company shares at a minimum 15% discount.
- Employee Assistance Program support, mental health first aiders, and free access to a wellness app.
- Global awards and kudos programs.
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What This Job Offers
Job Type
Full-time
Career Level
Director
