Head of Sales, Wealth Management - Media & Research (New York Preferred)

Company Description

We’re part of Informa, a global business with a network of trusted brands in specialist markets across more than 30 countries, and a member of the FTSE 100.

Our purpose is to connect our customers to information and people that help them know more, do more and be more. No other company in the world helps more people share professional knowledge or make business connections.

We run around 800 events each year, create digital platforms based on engaging news and information content, and operate professional development programmes for individuals and businesses.

Job Description

The Head of Sales for Informa Connect Wealth Management is a key role responsible for owning a Territory and Book of Business, as well as leading the media sales team and driving departmental revenue growth. In addition to keeping close to the market and leading by example, the primary objective of this role is to implement and oversee a sales strategy that grows revenue and revenue potential.

The role includes developing products, proposals and solutions across Media, Marketing Services and Research that are tailored to meet the needs of clients and sponsors. The Head of Sales will be responsible for identifying new accounts and key partners to drive growth. Additionally, the Head of Sales will also help leadership in developing sales strategy and process that aligns with the needs of the business. This role is crucial in ensuring the long-term success of the Wealth Management group.

Key Responsibilities:

• Own and manage a book of business and personal territory
• Achieve personal Revenue Goals, Client Retention Goals, and Growth Goals
• Ensure the Team as a whole achieve their collective Revenue, Retention and Growth Goals
• Responsible for leading from the front and managing a team of sales professionals (currently 3 Sales Managers)
• Sets goals and targets that align with the company's overall financial objectives and actively supports the team's efforts
• Manages pipelines and accurately forecasts
• Manages sales databases and develops resources for core offerings
• Ensures accounts and territories are properly structured and aligned with the company's overall strategy
• Helps institute a client-first and solutions-based sales culture
• Sets pricing for media and research offerings
• Partners with event sales team to implement strategies for integrated solutions
• Sets compensation, commission levels, and team incentives for the media sales team
• Identifies new accounts and key partners to drive growth
• Develops products, proposals, and solutions across Media, Marketing Services and Research that meet the needs of clients and sponsors
• Works closely with leadership to align sales strategy and process with industry opportunities
• Ensure SalesForce Usage, hygiene and monitoring
• Create Reports for Senior Management from Sales Force
• Manage Excel reports, trackers, and monitoring tools
• Monitor and reports on performance and activity metrics and revenue risks and opportunities
• Continuously seeks opportunities for personal and team development and growth
• Identifies and implements best practices for sales efficiency and effectiveness.

About Wealth Management

With over 435,000 financial advisors and wealth professionals relying on WealthManagement.com for information, editorial insight, and analysis, it is a trusted resource in the industry. Our marketing services and multi-media channels are used by hundreds of wealth management firms each day to promote their products, brands, and career opportunities to financial advisors and wealth professionals. Additionally, we organize the WealthManagement.com Industry Awards to recognize companies and individuals that demonstrate outstanding achievement in support of financial advisor success. Our platform is a one-stop-shop for financial advisors and wealth professionals looking for industry-leading content, expert analysis, and unparalleled networking opportunities to stay ahead of the curve and make informed decisions for their clients.

Qualifications

• Minimum of five years of experience managing sales teams, preferably within a media organization
• Strongly preferred experience in research as a product offering
• Minimum of five years of overall experience in media
• Strongly preferred experience in the financial services industry or financial services media, along with an understanding of the wealth and asset management markets
• Strong leadership and communication skills are required with a minimum of 5 years of management experience
• Proven ability to drive the sales process from start to finish
• Excellent listening, negotiation and presentation skills
• Understanding of how to align sales progress, pipelines, and reporting with the needs of upper management and broader business strategy
• Experience with Salesforce is strongly preferred
• Experience with Excel is strongly preferred
• Proven ability to recruit, onboard, manage, and motivate a high-performing sales team
• Strong analytical and problem-solving skills, with the ability to analyze data and make informed decisions
• Strong understanding of the sales process, including lead generation, qualification, and closing
• Proven experience in cross-selling and upselling
• This role pays between $130,000-165,000, plus commission incentives. 
• This job posting will expire on December 31, 2024.

Additional Information

Additional Information

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: 

• Freedom & flexibility: colleagues rate us highly for the flexibility and trust they receive, and we support a range of working patterns
• 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: 15 days PTO rising to 20 after three years and 25 after six years, plus 10 national holidays, a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year 
• Competitive benefits, including a 401k match, health, vision and dental insurance, parental leave and an ESPP offering company shares at a minimum 15% discount 
• Strong wellbeing support through EAP assistance, mental health first aiders, free access to a wellness app and more
• Recognition for great work, with global awards and kudos programs 
• 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.

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.

See how Informa handles your personal data when you apply for a job here.