Sales Manager

  • Full-time

Company Description

The Africa market area within Informa Tech covers a range of business development products that assist companies to grow their business in the region. The flagship product, Africa Tech Festival, has been uniting over 15,000 attendees within 300+ customers both virtually and in person for 25 years. The market area also offers a range of media, digital, research and marketing services products to a fast-growing, engaged community.

This new role will be pivotal in the commercial growth of Africa Tech Festival by leading the Africa Com sales team to drive revenue growth. The successful candidate will be responsible for managing a group of business critical accounts and strategically growing them through new revenue streams. They will also be responsible for management and strategic growth of one of the festivals key pillars.

Job Description


  • To include resourcing/workforce planning, onboarding, developing, performance managing, Wellbeing, coaching and motivating a high performing team. Is focused on continuous personal development for self and the wider team. Support in the development of integrated go to market sales strategy and plans, ensuring they are effectively communicated and executed by the team. 



  • Full account management of own customer Base
  • Manage commercial relationship with existing customers. Proactively contacting customers to maintain a consistent high level of service delivery.
  • Articulates the value proposition of our Event, Digital, Virtual and Media offerings to customers and decision makers.  Look for Cross pollination opportunities and solutions.
  • Understands where the external market is, understands and anticipates market trends and develops strategies to capitalize commercial growth. Stays current on how trends impact customers.
  • Building and executing a plan for territories to retain and upsell clients, identifying needs to drive additional value, increasing total revenue per customer. Driving success through sales teams achieving and exceeding goals/KPIs.
  • Have a plan to proactively identifying new prospects and new business opportunities.
  • Understand the value and ROI from events, digital media and marketing services.
  • Working with the Intel and Advice Sales Leads you’ll collaborate to drive Research, Consulting services products as part of a solution sell to clients where appropriate
  • Elevates Informa’s position with the client and acts as the point of escalation or, if required, conflict resolution.


Best practice/measuring performance/innovation & product development

  • Create best practice sales environment, driving sales efficiency and effectiveness. Utilize the Sales Excellence tools and approach. Creates excellence in ability to sell at all stages of the sales process from prospecting to close.
  • Partnering with Data & Analytics within Market Pillar to analyse data and use data to measure and improve performance.
  • Reporting, forecasting and performance metrics to key internal and external stakeholders, highlighting revenue risks, opportunities and changing landscapes.
  • Partners with Market Pillar colleagues in identifying and participating in the development of new products, solutions and target market prospects to secure high value new business and, in delivering innovative and cost-effective solutions, recognising the need to effectively reflect landscape, client needs, market conditions, and Informa products, services and solutions
  • Foster and lead internal partnerships, ensuring collaboration is driven with a customer focus
  • Maximising usage and adherence to Informa systems (Salesforce) and processes, adopting a best practice and facilitating developments in line with internal and external requirements
  • Maximize revenue using the most cost-effective sales model.


Minimum 5 years event sales experience, including at least 3 of management.

Degree level education

Additional Information

Why work at Informa?

Employee experience is very important to us at Informa. On top of joining a supportive, diverse and ambitious team that welcomes all types of candidates. We are also flexible with different working patterns and prioritize promotions internally.

Our benefits include:

  • Tailored development opportunities and on-demand access to thousands of courses on LinkedIn
  • Balance time in the office with time working remotely, feeling fully supported wherever you are
  • 25 days annual leave, 4 days for volunteering and a day off for your birthday!
  • The chance to work from (almost!) anywhere across the globe, four weeks a year
  • Competitive and rewarding benefits, tailored to each of our regions
  • Work with high quality specialist products
  • Bright and friendly staff who are all “expert’s experts” and additional training and development for helping you achieve your career aspiration
  • The chance to become an Informa shareholder, with extra rewards just for colleagues
  • Regular social events and networking opportunities


To find out more please click our Life@Informa page - Life@Informa

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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