Head Of Media Sales

Head Of Media Sales

This role will be based in our New York office. Position Overview

The Head of Media Sales will lead and develop a high-performing sales team responsible for driving revenue across multiple brands and media platforms for Informa's Engineering division. This leadership role oversees a team of 3-4 Sales Directors managing six distinct brands and a team of sales managers that collectively generate approximately $11 million in annual revenue. The ideal candidate will strategically guide the team to exceed revenue targets while developing innovative media solutions that deliver exceptional value to clients.

Key Responsibilities

Leadership & Team Management

• Lead, mentor, and develop a team of 3-4 Sales Directors and a team of sales managers, fostering a culture of high performance, accountability, and continuous improvement
• Establish clear performance expectations, revenue targets, and development plans for each team member
• Conduct regular performance reviews and provide constructive feedback to drive individual and team growth

Revenue Strategy & Execution

• Develop and implement comprehensive sales strategies to achieve and exceed the $10+ million annual revenue target
• Analyze market trends, competitive landscape, and client needs to identify new revenue opportunities
• Create and refine pricing strategies across all media offerings to maximize profitability
• Collaborate with marketing, content, and product teams to develop compelling media packages

Portfolio Management

• Oversee the performance of six distinct brands, ensuring each meets or exceeds revenue targets
• Optimize the media portfolio including digital advertising, custom content solutions, educational programming, and print offerings
• Identify opportunities for cross-selling and upselling across brands to maximize client value
• Drive innovation in media offerings to stay ahead of market trends and client needs

Client Relationship Management

• Develop a deep understanding of client business challenges to position media solutions effectively
• Ensure exceptional client service across all accounts
• Participate in high-value client meetings and presentations to secure major accounts

Business Planning & Reporting

• Develop annual and quarterly business plans with clear KPIs and revenue forecasts.
• Work collaboratively with VP of Sales, VP of Content, finance, editorial leaders and sales leaders to proactively drive sales strategy and respond to market conditions.
• Provide regular reporting on sales performance, pipeline development, and market insights.
• Utilize SF and other existing sales prospecting tools to guide performance and productivity.
• Identify and mitigate risks to revenue achievement
• Collaborate with VP of Sales, VP of Content and finance to ensure accurate forecasting and budget management

Qualifications

Required Experience

• 8+ years of progressive experience in B2B media sales, with at least 5 years in management roles
• Proven track record of exceeding revenue targets and growing market share
• Experience managing multi-platform media sales including digital, content marketing, and print
• Strong background in developing and executing strategic sales plans
• History of successfully leading and developing high-performing sales teams
• Strong performance management experience.
• Strong familiarity using data to inform decision making, leveraging SF and other tools.

Knowledge & Skills

• Deep understanding of media advertising landscape, including digital, content marketing, and traditional channels
• Strong business acumen with the ability to analyze market trends and translate insights into action
• Excellent negotiation and closing skills
• Outstanding communication and presentation abilities
• Proficiency with CRM systems and sales analytics tools

Personal Attributes

• Strategic thinker with entrepreneurial mindset
• Results-driven with a passion for exceeding targets
• Collaborative leader who builds strong internal and external relationships
• Adaptable to changing market conditions and client needs
• The pay range for this role is $125,000 - $135,000, plus commission
• This role will expire on 9/30