VP Sales

Fashion by Informa is a provider of B2B live events, content & data to the Fashion Industry. Containing market-leading brands Magic, Coterie, Project, Sourcing & Off-Price, we connect the fashion industry online and in person, fueling growth & innovation.

Informa (LSE: INF) is one of the world’s leading B2B live events businesses, with over 11,000 colleagues working in more than 30 countries.

We are seeking a dynamic and results-driven
Vice President, Sales to lead strategic growth initiatives, drive market expansion, and achieve revenue targets across exhibitions, events & media in the Fashion portfolio. This role combines leadership in business development, account management, and sales strategy, with overall accountability for the business unit’s revenue performance. The ideal candidate will have a proven ability to build high-performing teams, foster strategic partnerships, and maintain deep industry relationships, while ensuring the delivery of the agreed sales and financial revenue plan.

Key Responsibilities

Strategic Leadership & Business Development

• Develop and execute business development strategies aligned with company objectives and long-term growth ambitions
• Identify and launch new market opportunities domestically and internationally to drive sustainable revenue growth
• Leverage customer insights and market intelligence to refine strategies targeting key demographics, verticals, and emerging segments
• Collaborate with Marketing to design and execute integrated campaigns for customer acquisition, retention, and engagement

Revenue Accountability

• Take full ownership of revenue performance, ensuring delivery of the agreed sales and financial revenue plan
• Monitor and manage revenue streams to maximize profitability
• Prepare detailed revenue reports, forecasts, and performance analyses, providing actionable insights to senior leadership
• Identify revenue risks and opportunities early, implementing corrective actions to maintain trajectory
• Lead, mentor, and manage Heads of Sales, Sales Directors, Managers, and Representatives through transparent, data-driven leadership
• Foster a culture of open communication where wins are celebrated publicly and challenges are addressed directly with empathy and solutions-focused dialogue
• Conduct regular 1:1 meetings that combine performance data with coaching conversations, creating clarity on expectations and pathways to success
• Use metrics and insights to identify performance gaps early, working collaboratively with team members to develop actionable improvement plans
• Make decisive talent decisions including hiring, promotion, and performance management, always grounded in objective data and delivered with respect
• Recognize and reward excellence visibly, while addressing underperformance promptly through honest, constructive feedback supported by clear evidence

Market Expansion & Relationship Building

• Build and maintain deep relationships with key stakeholders, industry partners, and C-level decision-makers
• Represent the company at industry events, partnership meetings, and networking opportunities
• Organize quarterly high-level meetings with key customers to understand evolving needs and create tailored solutions
• Stay ahead of industry trends and competitive dynamics to proactively adjust sales strategies
• Oversee sales pipeline management, budgets, forecasting accuracy, and CRM data integrity (Salesforce preferred)
• Develop and execute sales strategies across diverse product categories, market segments, and customer types
• Lead sales campaign execution, including targeting, pipeline development, deal closing, and performance reporting
• Define individual quotas, develop competitive compensation plans, and ensure accurate reporting of sales performance metrics

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