Sales Director, Healthcare
Informa Group Plc. · Orlando, Florida, United States
Informa Markets, a division within Informa, creates global platforms for industries to trade, innovate and grow. We organise over 450 large-scale branded and transaction-led events in over a dozen specialist markets. These are typically not-to-be-missed live and on-demand B2B events where industries convene and people gather to do business.
We also provide data and digital content, as well as year-round online platforms where companies showcase their businesses and products and buyers conduct research, generating valuable leads.
This role is based in our Orlando, FL office.
We are seeking a dynamic and results-oriented Head of Sales, Account Management, to lead sales initiatives for CPHI (pharmaceutical ingredients and manufacturing) and WHX Miami (healthcare innovation and medical technology-two flagships B2B events in the Informa Market’s portfolio. focused on increasing wallet share, driving customer retention, and achieving revenue targets for our events. This role requires a strategic thinker with a proven ability to build high-performing sales teams, deepen relationships with existing customers, and develop strategies to maximize account growth. The ideal candidate will be a hands-on leader with expertise in customer lifecycle management, sales strategy, budget management, floor optimization, and team mentorship, with a strong focus on retention, cross-selling, and revenue growth including sponsorship sales.
Key Responsibilities
Strategic Leadership & Customer Retention
- Develop and implement retention strategies aligned with company objectives to maximize wallet share and customer lifetime value.
- Partner with Exhibition Directors to align sales strategies with overall event vision and business objectives
- Leverage customer insights and feedback to refine strategies and identify cross-sell and upsell opportunities.
- Collaborate with Marketing to design and execute campaigns focused on customer loyalty and retention.
- Create tailored solutions to meet the evolving needs of existing customers and strengthen long-term partnerships.
- Identify and mitigate risks to revenue, including competitive threats, market shifts, and customer dissatisfaction
Team Management & Development
- Lead, mentor, and manage Sales Directors, Managers, and Representatives to achieve retention and growth targets.
- Conduct regular 1:1 meetings to support individual growth, performance, and skill development.
- Foster a culture of accountability, high performance, and customer-focused selling.
- Assess team strengths and implement development plans to build a best-in-class retention-focused sales team.
- Recruit, onboard, and retain top sales talent to build a high-performing organization
- Establish clear performance expectations, KPIs, and accountability measures for all team members
Customer Relationship Management & Growth
- Build and maintain deep relationships with key stakeholders and decision-makers within existing accounts.
- Conduct regular check-ins with key customers to assess satisfaction, identify needs, and uncover growth opportunities.
- Organize quarterly high-level meetings with key customers to strengthen relationships and address challenges.
- Represent the company at industry events and networking opportunities to reinforce customer loyalty.
- Develop executive-level relationships to position CPHI and WHX Miami as strategic partners
Sales Operations & Performance Management
- Oversee the accuracy and pacing of the sales pipeline, budgets, and CRM data management (Salesforce preferred).
- Develop and execute account growth strategies across diverse product categories and market segments.
- Prepare detailed reports on retention metrics, ROI, and account performance.
- Monitor and manage team performance, ensuring alignment with retention and revenue goals.
- Implement sales processes, tools, and best practices to drive retention and revenue goals
- Ensure CRM data integrity and leverage analytics to inform decision-making.
Retention-Focused Market Insights
- Stay ahead of industry trends and market dynamics to proactively adjust retention strategies.
- Conduct market research and analysis to identify opportunities for deeper customer engagement.
- Share customer insights and feedback with internal stakeholders to improve products and services.
Cross-Functional Leadership & Collaboration
- Partner with Marketing to align sales and marketing strategies, optimize lead generation, and improve conversion rates
- Collaborate with Operations to ensure seamless exhibitor experience from sales through on-site execution
- Work with Content teams to align programming with exhibitor needs and enhance value propositions
- Foster cross-departmental relationships to drive alignment on strategic priorities and revenue goals
- Serve as liaison between Sales and internal stakeholders to facilitate communication and coordinate initiatives
Qualifications
- Bachelor’s degree in business, Marketing, or equivalent experience.
- 7+ years of B2B sales, account management, and team management, ideally in media, sponsorship, or B2B events, with proven revenue achievement, preferably in pharmaceutical ,healthcare or related industry
- Proven success in exceeding retention and revenue targets while growing wallet share.
- Expertise in customer lifecycle management, cross-selling, and upselling strategies.
- Advanced proficiency in CRM systems (Salesforce preferred) for account tracking and pipeline management.
- Experience managing multi-event portfolios or complex account structures
- Strong leadership, communication, negotiation, and presentation skills.
- Deep knowledge of the sales process, customer lifecycle, and retention strategies.
- Highly organized with excellent 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.
Key Competencies
- Strategic Thinking: Develop retention strategies, identify growth opportunities, and balance short- and long-term goals.
- Leadership: Inspire teams, recruit top talent, and foster collaboration.
- Customer Focus: Deepen relationships, deliver value, and build loyalty.
- Data-Driven Decisions: Analyze retention metrics, optimize strategies, and leverage CRM tools.
- Adaptability: Solve problems creatively and stay focused under pressure.
- Results-Oriented: Drive retention, prioritize tasks, and improve processes.
- Commercial Acumen: Understand customer needs, identify opportunities, and align strategies with goals.
- Time Management: Organize priorities and ensure smooth operations.
- Emotional Intelligence: Lead with empathy, manage diverse teams, and maintain positive dynamics.
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