Job Description

• Compensation range: $120,000 to $140,000 USD (experience-dependent) plus commission
• Application deadline: June 6, 2025
• Location: Preferred in Phoenix or Boulder, with hybrid options available from any Informa Office*

The Vice President of Sales, SupplySide brings a trusted voice to the H&N leadership team in defining and executing sales strategies, agreeing revenue targets and budgets, and assessing customer insights.

The VP Sales is accountable for event and digital revenue generation for SupplySide-branded products, leading SupplySide sales culture through Informa’s Guiding Principles, and demonstrating knowledge of the value proposition in the market.

Performance in this role will be evaluated on four key components:

Leadership

• Serve on the H&N Leadership Team, including a commitment to personal growth and development, contributions to strategic and visionary discussions, and consistent demonstration of Informa’s Guiding Principles.
• Be a leader among leaders in gathering, analyzing, presenting, and sharing data points for positive impact on business strategies.
• Work closely with cross-functional teams and other internal stakeholders, providing regular updates on customer feedback, market insights, and sales performance. Serve on Informa Markets knowledge share councils and other company initiatives. Build trust, rapport and collaboration with central sales leaders.
• Develop, maintain and leverage peer relationships across Informa’s global ingredient and food brand families.

Strategic planning and high-performing execution

• Collaborate with SVP, EVP and Senior Finance Director to set revenue targets, budgets, and key performance indicators (KPIs).
• Use a data-forward approach to lead the development and execution of comprehensive sales strategies for event and digital media products, aligning with overall business goals.
• Leverage Salesforce and other tools to track team performance and pipeline, targeting high-value accounts and ensuring accurate forecasting and reporting.
• Own the process of total territory management and individual sales quotas for annual targets and milestones. Develop and deliver annual commission plans.
• Collaborate with commercial marketing to lead the creation of sales campaigns and management of marketing-qualified leads (MQLs).
• Build, justify, and manage an annual sales travel budget.
• Lead weekly sales meeting (or similar consistent venue) to disseminate pertinent information among sales team and colleagues from adjacent job functions (sales ops, marketing, events, content, marketing services, etc.).

Team development and performance management

• Develop and maintain a high-performance sales culture that emphasizes customer relationships, teamwork, accountability and results.
• Conduct regular 1:1 meetings, coaching sessions, and performance evaluations to drive success and support team members’ growth.
• Develop and implement strategies that build team engagement. Condition a culture of learning and self-initiated professional development.

External market engagement

• Develop and nurture long-term relationships with senior-level decision-makers, ensuring the company remains a trusted partner.
• Meet with key customers regularly to assess their evolving needs, ensure customer satisfaction, deepen relationships and identify new sales opportunities.
• Identify and manage commercially impactful strategic partnerships (e.g., GOED, IPA, new agent relationships, etc.).
• Identify and capitalize on new market opportunities domestically and internationally, leveraging customer feedback and industry insights.
• Represent the company at industry events, trade shows, and competitor events to expand the customer base and build brand presence.

Qualifications

• 10+ years in/around high-performing sales teams, with a proven track record of delivering or exceeding revenue targets. Experience in natural and organic CPG products is a plus.
• 5+ years in managing and developing sales teams, fostering a high-performance sales culture, and driving customer acquisition and retention.
• Proven ability to build and implement strategic team and territory plans that drive sales performance and revenue growth.
• 5+ years with Salesforce (or similar CRM tools) and Microsoft Excel. Demonstrable ability to leverage data for forecasting, performance tracking, and decision-making.
• Strong leadership, coaching, and mentoring skills, with the ability to motivate a sales team and instill a culture of excellence and accountability.
• Exceptional communication, negotiation, and interpersonal skills with the ability to develop relationships at senior levels.
• Strong knowledge of how to follow industry trends, business insights, and competitive landscapes within the natural and organic CPG industry.
• Successful analysis of sales data and market trends to identify opportunities for growth and optimization of sales tactics.
• High energy and passion for the business, with a strong drive to succeed and an entrepreneurial mindset.
• Ability to collaborate across teams and lead change initiatives effectively.
• Willingness to travel extensively for internal and external meetings, industry events, and competitive shows (20-25% of time).

Additional Information

Why work at Informa

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:

• Freedom & flexibility: colleagues rate us highly for the flexibility and trust they receive, and we support a range of working patterns
• Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active diversity and inclusion networks
• 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, 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

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. 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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