Head of Sales (SOURCING at MAGIC)

  • Full-time

Company Description

Informa is one of the world’s leading knowledge providers. We create and deliver highly specialized information through publishing, events, training, market intelligence and expertise, providing valuable knowledge to individuals, businesses, and organizations worldwide.

Informa Markets creates platforms for industries to trade, innovate and grow. We provide customers and partners around the globe with opportunities to engage, experience and do business through face-to-face exhibitions, specialist digital content and actionable data solutions. As the world’s leading exhibitions organizer, with over 500 international events, we bring a diverse range of specialist markets to life, unlocking opportunities and helping them to thrive 365 days of the year.

Informa’s Fashion Portfolio is the leading producer of world-renowned fashion tradeshows and digital events such as MAGIC, COTERIE, PROJECT, and SOURCING. We believe uniting the industry’s best talent and most dynamic opportunities will translate into stronger events for buyers and sellers and help us achieve our promise to the industry: to bring together great brands and retailers in superbly merchandised experiences, provide superior customer service, and ultimately present end consumers with the best apparel, footwear, accessories, and fashion products. 

Job Description

The Head of Sales for SOURCING at MAGIC will be responsible for business development strategy and revenue generation through new and existing customer. This includes the sales performance, team revenue generation and sales activity, to deliver the agreed sales and financial revenue plan. This role will oversee revenue and business development strategy for the SOURCING at MAGIC Las Vegas event, regional events that we may add to the portfolio, as well as digital revenue for the business.

The role has responsibility for the line management of Sales Directors, Sales Managers and Sales Executives who are selling and managing existing customers as well as actively and assertively focusing on new business development.  They will lead this team with a focus on customer retention and growth through cross selling and rebooking. This role is also responsible for a combination of internal and external sales activity, regularly meeting customers face-to-face, and attending competitor and industry events. This role will be expected to sell to a variety of new customers with a focus on large key account acquisitions, and hands on business development of new markets to drive new business revenue.

The Head of Sales will define and execute sales strategies, agreeing on revenue targets and budgets with the vertical Vice President, while developing and managing a series of campaigns for the sales teams.  They will be a key point of contact for the vertical Vice President, coordinating interactions between teams, and acting as a point of escalation for sales team members. As the Head of Sales, they will be responsible for the day-to-day sales performance management, utilizing sales techniques and competitions to drive sales activity, while supporting the professional development and mentorship of team members, with a focus on developing an effective sales culture.

The Head of Sales for SOURCING at MAGIC will be a commercial facing representative of the business, focusing on creating deep relationships in the industry to drive revenue and elevate our brand. This person will need to have meaningful connections in the sourcing and manufacturing fashion sector and be out in market often.

Role Accountability and Duties:

  • Meet with customers regularly to discuss their evolving needs and to assess the quality of our relationship with them.
  • Identify and launch new market opportunities that will result in revenue growth both domestically and internationally.
  • Maintain established relationships with external stakeholders in your designated industry, representing yourself as a thought leader in the space.
  • Organize 3 high level quarterly meetings with a group of key customers from targeted categories to help understand and create solutions for our customers’ needs.
  • Extensive travel to domestic and international competitive shows to expand the customer reach and remain embedded in the industry.
  • Develop and implement new sales initiatives, business development strategies and programs to capture key demographics based on constant customer feedback.
  • Support the team by mentoring and nurturing them to enhance their existing customer relationships.
  • Assess the strengths and weaknesses of the Sales team, leading with performance development to create and maintain a best-in-class sales team.
  • Lead the team of Sales Directors, Managers, and Sales Executives to identify cross/up sell opportunities to grow the size of accounts and instill best practice sales techniques to effectively close deals.
  • Deliver effective line management of the team through regular 1:1’s, professional development, and Sales coaching.
  • Leverage sales insights and product knowledge to deliver the targeted existing customer revenue (excluding key account revenue), by account and brand (event/product).
  • Manage the team’s budget and cost of sales, effectively targeting Sales activity in relation to customer value.
  • Lead development of Sales campaigns, team account allocations and define individual team members sales targets.
  • Lead sales campaign execution, including targeting, pipeline management, deal closing and accurate reporting of performance to the vertical Vice President.
  • Maintain an open two-way dialogue with internal stakeholders to share customer feedback, insight, prospective leads and overall brand impact or market dynamic.
  • Globally connect brand and market sales opportunities, where opportunities exist to increase a customer’s share of wallet or improve the global approach to account sales.
  • Build an effective sales culture within the vertical event and across the business working counterparts in other verticals.
  • Encourage, lead, and manage the digital products for your team to sell to hit digital/sponsored content revenue goals.
  • Coach the team to accurately articulate the value of our digital and content offerings to their customers, creating a mindset shift for an even based culture to a marketing culture.
  • Lead the recruitment and assessment of new hires to the team within the business unit.


  • 7+ years’ experience in fashion sourcing, manufacturing, or apparel production
  • 5+ years’ experience leading a sales teams and proven ability to deliver or overachieve on revenue targets
  • Experience in managing and developing sales teams to drive maximum profitability.
  • Experience in maintaining customer deep relationships
  • Experience with leading customer account growth
  • Proven ability to lead and manage a Sales team, instilling an effective Sales culture with high energy
  • Strong leadership and sales performance management experience demonstrating growth
  • Ability to develop relationships at senior levels and manage high value accounts
  • Strong interpersonal skills, high level of passion and enthusiasm for the job
  • Ability to collaborate with internal stakeholders
  • Strong knowledge of fashion industry trends and business insights
  • Sales coaching and leadership EQ
  • Proven ability to ideate, develop, build, and implement strategic business plans and initiatives
  • Previous implementation of strategies to drive sales performance, gamification and competition
  • Experience managing a team using Salesforce preferred
  • Experience working with international trade and government associations
  • Spanish and/or Portuguese speaker preferred  

Additional Information

We offer:

  • Competitive Compensation Package
  • Access to LinkedIn Learning and other development/training opportunities
  • Health and Wellness Benefits (medical, dental, eye)
  • 401K and Matching
  • Employee Stock Purchase Program
  • Generous PTO policy
  • Work-life balance
  • Additional discounts through various partnerships
  • The pay range for this position is $93,500 - $110,000 + commission depending on experience. 

We know that sometimes the 'perfect candidate' doesn't exist, and that people can be put off applying for a job if they don't fit all the requirements. If you're excited about working for us and have most of the skills or experience we're looking for, please go ahead and apply. You could be just what we need! We believe strongly in the value of diversity and creating supportive, inclusive environments where our colleagues can succeed.  As such, Informa is proud to be an Equal Opportunity Employer.  We do not discriminate on the basis of race, color, ancestry, national origin, religion, or religious creed, mental or physical disability, medical condition, genetic information, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity, gender expression, age, marital status, military or veteran status, citizenship, or other protected characteristics under federal, state or local law. 

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