Head of Sales Key Accounts

Company Description

Informa Intelligence, part of the FTSE 100 Informa Group, provides data, intelligence and insight to clients globally. Informa Intelligence has 2500 staff in 60 locations across the globe with significant coverage in the USA and a large central London UK office. We have over 100 product lines spanning five key industry verticals: Pharma, Finance, **Lloyd's List Intelligence**, Asset Management and Construction with dynamic and evolving plans to significantly grow the portfolio of products and customers.

Lloyd's List Intelligence, part of Informa Intelligence, delivers news, intelligence and analysis on the global maritime industry enabling our clients to effectively navigate the market, identify trends and help them make effective business decisions.

**Job Description**:
**Role Purpose**

The successful applicant will be a key member of the Lloyd’s List Intelligence Leadership team accountable for leading the development, delivery and evaluation of the go to market sales strategy through selling the Lloyd’s List solutions across data intelligence and insight via the achievement of stretching sales targets. This will be achieved through the leadership and development of the Lloyd’s List Intelligence Key Account Sales team. Driving revenue from retained and grow with current Customers, new business development and cross selling.

**Measures of Success**
- Achieve total revenue and profit targets annually in line with Sales Strategy, including new business
- Total number clients/retained clients/value per retained client
- Sales P&L forecasting
- Team development : provide feedback, support, coaching and training
- Lead weekly and/or monthly meetings with sales team and leadership
- Implement performance and IDP plans
- Develop sales contests and incentives to drive performance
- Delivery of targets, revenue and profit
- Work with Sales Leads across Lloyd’s List Intelligence

**Knowledge & Skills**
- Proven industry/Pillar Knowledge ~ Bespoke Consulting, Events, Digital Media and Marketing Services products.
- Sales Leadership experience; excellent coaching skills; ability to observe, evaluate, and give meaningful feedback
- Planning, developing and executing go to market strategic sales plans and accurate forecasting
- Engaging at a senior level, building long lasting relationships, solutions selling with highly developed negotiation skills
- Data Analytical Skills - review data and information, draw conclusions and actionable takeaways.
- Commerciality/P&L Management
- Expertise in Sales Methodologies
- Project management
- Problem solving capability

**Qualifications**:
Experience & Qualifications
- Proven prior experience in building and maintaining relationships and understanding customer needs.
- Managing senior stakeholders and large complex customers
- Demonstrable knowledge of the competitive landscape.
- Experience of complex sales situations and demonstratable history of Sales KPI delivery
- Experience using CRM to manage and forecast sales opportunities
- Strong collaboration and communication skills written, verbal, presentation.
- Evidence of working in a matrix organisation
- Motivating a globally dispersed Team
- Leading through change.
- Experienced and Skilled in sourcing innovative revenue streams adapted to current and future economic climates
- Experience of selling in a contract format
- Experience of Managing a diverse workforce.

Additional Information
**What we offer;**
- A competitive compensation package, including an excellent base salary in line with individual experience and an above base incentive-based compensation package.
- International travel as and when required
- Rated as one of the top 5 large companies to work for in the UK, we also offer a world class career development program, as well as an award-winning flexible benefits package.

**Why work for Informa?**
- 25 days annual leave plus bank holidays, 4 days for volunteering and a day off for your Birthday
- Work with a high quality of specialist products and service
- Life assurance
- Other flexible benefits include Healthcare, Cycle to Work scheme and Season Ticket Loans
- 5% Pension match
- Regular Social Events and Networking opportunities