Director of Sales, of Concrete

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.

We are seeking a dynamic and results-oriented Director of Sales to lead comprehensive revenue growth initiatives encompassing both new business acquisition and existing account expansion. This role requires a strategic thinker with a proven ability to build high-performing sales teams, drive market expansion, maximize wallet share, and achieve aggressive revenue targets for our events. The ideal candidate will be a hands-on leader with expertise in the full customer lifecycle—from prospecting and acquisition through retention and growth—combined with strong capabilities in sales strategy, commercial marketing, and team mentorship.

Strategic Leadership & Revenue Growth

• Develop and implement integrated sales strategies aligned with company objectives to drive new business acquisition, customer retention, and account expansion
• Identify and capitalize on new market opportunities domestically and internationally while maximizing wallet share within existing accounts
• Leverage customer insights, market research, and competitive analysis to refine strategies targeting key demographics and growth opportunities
• Collaborate with Marketing to design and execute campaigns for both new customer acquisition and existing customer loyalty
• Create tailored solutions that meet evolving customer needs and strengthen long-term partnerships

Team Management & Development

• Lead, mentor, and manage salespeople responsible for both new business and account management functions
• 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 sales organization

Market Expansion & Customer Relationship Management

• Build and maintain deep relationships with key stakeholders, decision-makers, and industry partners across prospect and client accounts
• Conduct regular strategic check-ins with key customers to assess satisfaction, identify needs, and uncover cross-sell and upsell opportunities
• Represent the company at industry events, competitor shows, and networking opportunities to drive both new business and reinforce customer loyalty
• Establish and nurture strategic partnerships that accelerate market penetration and revenue growth
• Stay ahead of industry trends and market dynamics to proactively adjust sales strategies
• Oversee accuracy and pacing of the sales pipeline, budgets, and CRM data management (Salesforce preferred) across all sales functions
• Develop and execute growth strategies across diverse product categories and market segments
• Prepare detailed reports on retention metrics, new business performance, ROI, and overall sales effectiveness
• Monitor and manage team performance, ensuring alignment with revenue goals and strategic priorities

• Bachelor's degree in Business, Marketing, or equivalent experience
• 7+ years of B2B sales experience spanning business development, account management, and team leadership, ideally in media, sponsorship, or B2B events, with proven revenue achievement
• Demonstrated success in exceeding revenue targets through both new business acquisition and existing account growth
• Expertise in the full customer lifecycle, including prospecting, commercial marketing, retention strategies, cross-selling, and upselling
• Advanced proficiency in CRM systems (Salesforce preferred) for pipeline management and account tracking
• Strong leadership, communication, negotiation, and presentation skills
• Highly organized with excellent…