Job Description

This role is based in our Dallas, TX office.

As the Vice President of Sales for the Infrastructure & Construction (I&C) division, you will lead the development and execution of sales strategies across our portfolio of high-impact B2B trade events and media brands, including World of Concrete and The International Surface Event. This leadership role demands a forward-thinking, results-driven executive with a deep understanding of market dynamics, client needs, and revenue optimization. You’ll drive sales growth, manage high-performing teams, and provide strategic leadership to elevate sales performance and market presence.

Responsibilities:

• Lead the strategic direction of the I&C sales division, focusing on long-term revenue growth, profitability, and market leadership.
• Define and drive the execution of sales strategies, setting ambitious targets and aligning efforts with business objectives to optimize revenue across the portfolio.
• Develop and maintain a clear, compelling vision for sales growth and effectively communicate this to internal teams, stakeholders, and clients.
• Oversee sales operations and performance, ensuring alignment with strategic goals, setting KPIs, and ensuring all team members are positioned for success.
• Provide strong leadership and mentorship, including sales coaching, professional development, and training at scale, fostering a high-performance sales culture.
• Collaborate with cross-functional teams, including brand leadership, product development, and marketing, to enhance the sales process, improve customer engagement, and innovate sales offerings.
• Establish and maintain key strategic partnerships to drive revenue opportunities and expand market reach within the I&C industry.
• Represent the I&C division in high-level strategy sessions, leadership meetings, and inter-company collaborations with senior leaders across Informa Markets and Informa Group.
• Guide the team in key account management, ensuring robust relationships with both existing and new clients, fostering trust and maximizing revenue potential.
• Establish and manage annual budgets, compensation plans, and performance evaluations to ensure financial goals and organizational objectives are met.

Key Duties:

• Drive aggressive revenue growth strategies, focusing on both existing accounts and new business opportunities.
• Set and monitor KPIs and metrics to track sales performance and operational success, making data-driven adjustments to meet strategic goals.
• Deliver customer insights and sales-driven recommendations to improve team effectiveness and customer satisfaction.
• Lead projects related to sales operations, product development, sponsorships, and event strategies, ensuring market relevance and competitiveness.
• Manage the performance and development of sales leadership, including setting objectives, overseeing compensation plans, and conducting performance reviews.
• Foster a collaborative, innovative sales culture through regular leadership meetings and strategic alignment sessions.
• Maintain strong, proactive relationships with key accounts and partners to drive business growth.
• Travel as needed for face-to-face meetings, industry events, and to engage with key stakeholders.

This is a dynamic leadership role where your expertise will shape the future of the I&C division, drive significant revenue impact, and contribute to the continued success of Informa’s market-leading events and media brands.

Events and Media Brands:

• World of Concrete (WOC)
• Waste Expo
• WWETT Show
• ISSA Show
• International Roofing Expo (IRE)
• JLC Live Show
• Build Show Live
• The International Pool | Spa | Patio Expo™, co-located with Deck Expo (PSP/Deck Expo)
• The International Surface Event (TISE): SURFACES | StonExpo | TileExpo! TISE
• Inside Self-Storage World Expo

Qualifications

• Minimum 10 years of progressive experience in B2B sales leadership, with a strong background in trade events, tradeshows, or media sectors.
• Proven track record in leading teams to achieve and exceed revenue targets, with experience managing large-scale sales organizations, delivering against $100M+ revenue goals.
• At least 2 years of experience in personnel management, successfully leading, mentoring, and developing high-performing sales teams.
• In-depth knowledge of the events and tradeshow industry, with a specific focus on driving revenue growth and managing large-scale B2B events.
• Demonstrated success in developing and executing high-impact sales strategies, focusing on both new business development and nurturing key accounts.
• Strong relationship management skills at all levels, from executive stakeholders to key clients, ensuring long-term partnerships and commercial success.
• Strategic thinker with the ability to analyze market trends, data, and business needs to drive effective decisions and optimize sales performance.
• Excellent communication skills, both verbal and written, with a proven ability to lead meetings and negotiations at the executive level.
• Proficiency in CRM systems and sales tools, specifically Salesforce, with a data-driven approach to sales operations.
• Ability to thrive in a fast-paced, dynamic environment and adapt quickly to shifting business needs and market conditions.
• Willingness to travel as required to meet with clients, attend events, and engage with key stakeholders.
• Self-starter with a high level of enthusiasm, a drive for success, and the ability to lead and motivate teams to achieve business goals.
• Strong interpersonal skills and confident personality, with a focus on building relationships and influencing decision-makers across organizations.

Additional Information

We believe that great things happen when people connect face-to-face. That's why we work in-person with each other, or with customers and partners, three days a week or more. When you’re not spending time together in one of our offices or other workplaces – like at an Informa event – you get the flexibility and support to work from home or remotely.

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:

• 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

The salary range for this role is $160,000 - $180,000 based on experience, plus commissions.

This posting will automatically expire on September 12, 2025

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.

If you would like to request reasonable adjustments or accommodations to assist your participation in the hiring process and, or in the advertised position, please inform the appropriate Talent Acquisition Partner for the role once they have been in touch. Your request will be reviewed and considered in confidence. 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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