Sales Director, Healthcare

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
• 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…