Job Description

The Head of Sales for Men's will be responsible for business development strategy and revenue generation through new and existing customers. This includes the sales performance, retail relations , team revenue generation and sales activity, to deliver the agreed sales and financial revenue plan. You will oversee revenue and business development strategy for PROJECT Men's, MAGIC Men's, and any other Men's shows we may add to the portfolio, and digital revenue for the business. This role is based in our New York City office in a hybrid capacity and will report into the VP, International & Men's.

You will manage the Sales and Retail Directors, Sales Managers, Sales Executives and Retail Managers who are selling and managing existing customers and assertively focusing on new business development. You will lead this team with a focus on customer retention and growth through cross selling and rebooking. You will also be responsible for a combination of internal and external sales activity, meeting customers face-to-face, and attending competitor and industry events. You will sell to a variety of new customers with a focus on large key account acquisitions, and hands-on business development of new markets to build new business revenue.

The Head of Sales will implement sales strategies, agreeing on revenue targets and budgets with the Vertical Vice President, while developing and managing a series of campaigns for the sales and retail teams. You will be an important contact for the Vertical Vice President, coordinating interactions between teams, and being a point of escalation for sales team members. As the Head of Sales, they will manage the daily sales and retail performance management, using sales techniques and competitions to increase sales activity, while supporting the professional development and mentorship of team members, with a focus on developing an effective sales culture.

The Head of Sales for Men's will be a commercial facing representative of the business, focusing on creating deep relationships in the industry to improve revenue, retail attendance and enhance our show brands. You will need to have meaningful connections in the men's contemporary sector and be out in market often.

Role Accountability and Responsibilities :

• Meet with important customers quarterly to discuss their evolving needs and to assess the quality of our relationship with them.
• Identify and launch new market opportunities to result in revenue growth both domestically and internationally.
• Maintain established relationships with external partners in your designated industry, representing yourself as an expert in the space.
• Organize 3 high-level quarterly meetings with a group of key customers from targeted categories to help understand and create solutions for our customers' needs.
• Extensive travel to domestic and international competitive shows to expand the customer reach and remain embedded in the industry.
• Develop and implement new sales programs, business development strategies and programs to capture main demographics based on constant customer feedback.
• Support the team by mentoring and nurturing them to enhance their existing customer relationships.
• Assess the strengths and weaknesses of the Sales and Retail teams, leading with performance development to create an outstanding sales team.
• Lead the team of Sales and Retail Directors, Managers and Executives to identify cross/up sell opportunities to grow the size of accounts, and instill best practice sales techniques to close deals.
• Deliver line management of the team through regular 1:1's, professional development, and Sales coaching.
• Use sales insights and product knowledge to deliver the targeted existing customer revenue (excluding key account revenue), by account and brand (event/product).
• Manage the team's budget and cost of sales, targeting Sales activity concerning customer value.
• Lead development of Sales campaigns, team account allocations and define individual team members sales targets.
• Lead sales campaign execution, including targeting, pipeline management, deal closing and accurate reporting of performance to the Vertical Vice President.
• Maintain an open two way dialogue with team members to share customer feedback, insight, prospective leads and overall brand impact or market dynamic
• Globally connect brand and market sales opportunities, where opportunities exist to increase a customer's share of wallet or improve the global approach to account sales.
• Build an sales culture within the Vertical and across the business working counterparts in other departments.
• Lead the digital products for your team to sell to hit digital/sponsored content revenue goals.
• Coach the team to promote the value of our digital and content offerings to their customers, creating a mindset shift for a even based culture to a marketing culture.
• Lead the recruitment and assessment of new hires to the team within your team.

Qualifications

• 7+ years' experience in fashion wholesale in the men's contemporary segment
• 5+ years' experience leading a sales team and overachieving on revenue targets
• Experience managing sales teams to guide maximum profitability
• Experience maintaining customer deep relationships
• Experience leading customer account growth
• Sales performance management experience demonstrating growth
• Build relationships at senior levels and manage high value accounts
• High level of passion and enthusiasm for the job
• Collaborate with company partners
• Knowledge of fashion industry trends and business insights
• Sales coaching and leadership EQ
• Experience ideating, developing and implementing strategic plans and programs.
• Implement strategies to increase sales performance, gamification and competition

Additional Information

We offer:

• Competitive Compensation Package
• Access to LinkedIn Learning and other development/training opportunities
• Health and Wellness Benefits (medical, dental, eye)
• 401K and Matching
• Employee Stock Purchase Program
• Generous PTO policy
• Work-life balance
• Additional discounts through various partnerships
• The pay range for this position is $110,500 - $130,000 + commission, depending on experience.

We know that sometimes the 'perfect candidate' doesn't exist, and that people can be put off applying for a job if they don't fit all the requirements. If you're excited about working for us and have most of the skills or experience we're looking for, please go ahead and apply. You could be just what we need! We believe strongly in the value of diversity and creating supportive, inclusive environments where our colleagues can succeed. As such, Informa is proud to be an Equal Opportunity Employer. We do not discriminate on the basis of race, color, ancestry, national origin, religion, or religious creed, mental or physical disability, medical condition, genetic information, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity, gender expression, age, marital status, military or veteran status, citizenship, or other protected characteristics under federal, state or local law.