Sales Territory Director, Retail Convenience

Job Description

This role is based in our Chicago, Boulder or Irving office.

The Sales Territory Director will be responsible for driving revenue growth, managing client relationships, within a defined territory focusing on Technology Vendors. This role focuses on B2B media and events, including conferences, trade shows, digital platforms, and other industry‑specific solutions. The ideal candidate will have a proven track record in sales leadership with a focus on Technology based clients, a deep understanding of the B2B events and media landscape, and the ability to develop and execute strategic sales plans to achieve ambitious targets.

The Retail Vertical encompasses two prominent brands in the Convenience Store and Grocery sectors: CSP and Supermarket News (SN). This dynamic and integrated portfolio combines events and media to serve the evolving needs of the retail food service industry. We are seeking an innovative and strategic Territory Director to maximize our revenue share primarily from Technology based vendors within our technology‑based event series and media coverage.

• Develop and implement a comprehensive sales strategy to achieve revenue targets across the assigned territory.
• Identify new business opportunities and expand the client base through proactive prospecting and relationship building.
• Collaborate with marketing, product, and event teams to align sales efforts with overall business objectives.
• Monitor market trends, competitor activities, and customers need to adapt strategies and maintain a competitive edge.
• Collaborate with event production and content teams to ensure alignment between sales efforts and event deliverables.
• Stay informed about industry trends, emerging technologies, and best practices in B2B media and events

• Build and maintain strong relationships with key clients, ensuring high levels of customer satisfaction and retention.
• Act as a trusted advisor to clients, understanding their business needs and providing tailored solutions through media and event offerings.
• Negotiate contracts and close deals with a focus on long‑term partnerships and relationships

• Track and analyze sales performance metrics, providing regular reports to senior leadership.
• Manage the sales pipeline effectively, ensuring accurate forecasting and timely deal closures.
• Optimize pricing strategies and identify opportunities to upsell and cross‑sell products and services.

• Bachelor’s degree preferred (or equivalent experience).
• 5+ years of experience in sales, preferably in B2B events, media, or related industries.
• Proven track record of meeting or exceeding sales targets and driving revenue growth.
• Strong leadership and team management skills, with the ability to inspire and develop high‑performing teams.
• Excellent communication, negotiation, and presentation skills.
• Strategic thinker with the ability to analyze data, identify trends, and make informed decisions.
• Proficiency in CRM tools (e.g., Salesforce) and sales analytics platforms.

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.

• 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 Linked In 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…