Head of Sales - Sponsorships, Solar Media

Company Description

Informa Markets, a division within Informa, creates global platforms for industries to trade, innovate and grow. Recognised as one of Britain's Most Admired Companies, Informa exemplifies trust, inspires investment confidence, and demonstrates strong long-term value potential. 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.

Solar Media, part of Informa, is a dynamic and fast-growing business dedicated to supporting the renewable energy sector. Through industry-leading events, digital platforms, and market intelligence, Solar Media empowers businesses to navigate the rapidly evolving solar and clean energy landscape. With a focus on innovation and sustainability, Solar Media plays a pivotal role in driving the global transition to renewable energy.

Joining Informa / Solar Media means becoming part of a collaborative and forward-thinking team that values creativity, ambition, and a passion for delivering exceptional results. As a sales professional, you will have the opportunity to work with industry leaders, contribute to meaningful projects, and help shape the future of renewable energy and global commerce.

Job Description

This role is based in our 240 Blackfriars office

We believe renewables and clean energy will play a defining role in the future of the global energy system

We are looking for a Head of Sales to lead a high-performing sponsorship sales team across our international events portfolio. This is a hands-on commercial leadership role, responsible for leading and developing a team, delivering your own sponsorship sales target, driving revenue growth and building strong, long-term relationships with customers across Europe, the USA, Middle East and Asia

Our business is built around specialist communities and markets. We want to understand our customers properly, identify where we can add value and build partnerships that extend beyond a single event. The sale is only the start of the relationship

You will work closely with Product, Marketing and Content to ensure our events are commercially strong, relevant to the markets we serve and deliver genuine value for sponsors and partners

Key Responsibilities

• Lead, coach and develop your sponsorship sales team, working alongside the other Heads of Sales to drive consistent performance across the wider commercial team
• Carry and deliver your own sponsorship sales target alongside your leadership responsibilities
• Own and deliver sponsorship revenue targets across your portfolio, ensuring strong pacing, forecasting and commercial discipline
• Build a culture where the team understands its customers, sells consultatively and focuses on long-term account growth rather than transactional sales
• Develop clear account strategies for key customers, identifying opportunities to grow relationships across multiple events, products and markets
• Drive both repeat business and new business, ensuring the team maintains a healthy balance between account development and prospecting
• Work with the wider team to continuously improve sponsorship propositions, pricing, packaging and commercial opportunities
• Ensure Salesforce is used effectively to maintain accurate pipelines, account information, next actions and forecasts
• Provide clear weekly and monthly forecasting, identifying risks and opportunities early and taking action where required
• Spend time with customers and the market, gathering feedback that helps improve our events and future product development
• Work collaboratively with Marketing, Content and Product teams to ensure customer needs and commercial opportunities are understood across the business
• Lead by example, remaining close to customers and deals and supporting the team on major opportunities and strategic accounts

Qualifications

Skills and Experience

• A strong and proven background in B2B event sponsorship, exhibition or conference sales
• Around 1-2 years' experience leading, coaching or managing a sales team
• A strong personal track record of delivering and exceeding revenue targets
• Demonstrable experience of growing key accounts and winning new business
• A consultative approach to selling, with the ability to understand customer objectives and translate them into relevant commercial solutions
• Strong commercial judgement, including experience of pricing, negotiation and managing complex deals
• Confidence using Salesforce or a similar CRM to manage pipeline, forecasting and account development
• Strong forecasting discipline and the ability to identify commercial risks and opportunities early
• Experience working across international markets and/or within energy, renewables or related sectors would be beneficial

About you

• You are a confident and supportive people manager who enjoys helping others succeed
• You are commercially driven and motivated by achieving and exceeding targets
• You are comfortable working in a fast-paced, KPI-driven environment
• You have strong communication and relationship-building skills
• You are collaborative and work effectively across different teams and functions
• You are organised, proactive and able to manage competing priorities
• You bring a positive, solutions-focused approach and are comfortable taking ownership
• You are keen to develop both yourself and the team around you
• You are able to travel internationally to support customers, the team and our events

Why Join Us?

This is an opportunity to join a fast-growing sector at the forefront of the global energy transition. You will work across market-leading events and media brands, helping organisations raise their profile, generate leads and build strategic partnerships across the clean energy and storage industries.

As part of Informa, you will have the opportunity to develop your sales career within a global events and media business, while building your knowledge, confidence and commercial experience across one of the world’s most important growth markets

Additional Information

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.

We work hard to make sure Life at Informa is rewarding, supportive and enjoyable for everyone. Here’s some of what you can expect when you join us. But don’t just take our word for it – see what our colleagues have to say at LifeAt.Informa.com

Our benefits include:

Great community

• a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active diversity and inclusion networks
• 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 LinkedIn Learning. When it’s time for the next step, we encourage and support internal job moves

Time out

• 25 days annual leave, rising to 27 days after two years, plus a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year

• A flexible range of personal benefits to choose from, plus company funded private medical cover
• A ShareMatch scheme that allows you to become an Informa shareholder with free matching shares
• Strong wellbeing support through EAP assistance, mental health first aiders, a healthy living subsidy, access to health apps and more
• Recognition for great work, with global awards and kudos programmes
• As an international company, the chance to collaborate with teams around the world

We’re not solely focused on a checklist of skills. We champion energy and ambition and look for colleagues who will roll their sleeves up, join in and help make things happen. If it sounds like a match and you have most – although not all – of the skills and experience listed, we welcome your application.

If you would like to request reasonable adjustments or accommodations to assist your participation in the hiring process and, or in the advertised position, please inform the appropriate Talent Acquisition Partner for the role once they have been in touch. Your request will be reviewed and considered in confidence. At Informa, you'll find inclusive experiences and environments where all perspectives and backgrounds are welcomed. As part of this approach and our diversity and inclusion commitments, we are also formally an Equal Opportunities Employer. This means we base decisions on relevant qualifications and merit and do not discriminate on the basis of key characteristics and statuses, including all of those protected by law. Ask us or see our website for full information.

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