Head of Commercial Strategy

Informa Markets, a division within Informa, creates global platforms for industries. We organise over 500 large‑scale branded and transaction‑oriented events in 14 specialist markets, and provide year‑round online platforms for companies to showcase their products and for buyers to conduct research and generate valuable leads.

As the Head of Commercial Strategy for our Pharma CPHI Events Portfolio, you will play a strategic role in driving revenue growth, enhancing brand visibility, and fostering customer satisfaction. You will lead a dynamic team focused on managing key accounts, developing digital and sponsorship strategies, and ensuring the successful execution of our events.

Responsibilities

• Develop and implement commercial strategies that accelerate growth.
• Conduct market research and analysis to create detailed business plans on commercial opportunities.
• Build and maintain profitable partnerships with internal and external stakeholders.
• Monitor performance of commercial activities using key metrics and prepare reports for senior management.
• Assist in setting financial targets, budget development, and monitoring.

Managing a Group of (Sr.) Key Account Managers

• Lead and mentor a team of Key Account Managers to maximise growth through personalised partnerships.
• Strengthen key account relationships to drive incremental revenue growth and enhance customer satisfaction.
• Develop and implement strategies to identify new opportunities and expand existing accounts.

Commercial Digital and Sponsorship Lead

• Provide leadership and guidance to the Customer Success Manager, ensuring clarity, performance, and growth.
• Drive digital innovation and sponsorship strategy, delivering new revenue opportunities and strengthening brand presence, including leadership of the Agile Sponsorship Hub.
• Collaborate with internal teams and external partners to create impactful digital and sponsorship packages.
• Leverage market intelligence and audience insights to shape compelling digital campaigns and sponsorship propositions.
• Work alongside the Customer Success Manager to identify and maximise cross‑sell and upsell opportunities across key accounts.

Managing Events through Sr. Key Account Managers with a Show Lead role

• Utilise insights and customer feedback to drive exhibitor engagement, increase spending, and foster vertical expansion.
• Ensure seamless coordination between internal teams and external vendors to deliver successful events and exceptional experiences for exhibitors.
• Work with the local team to deliver on yearly sales plans with key stakeholders and update plans based on market research and analytics.
• Develop a good understanding of the competitive local market, staying current on trends that impact clients and customers, and devise strategies to capitalise on commercial growth.

Qualifications

As the Head of Commercial Strategy, you will be motivated to understand the benefits of the products and customers you are working with, enabling you to identify opportunities that drive revenue growth, enhance efficiencies, and improve the overall customer experience.

Role Specification

• Extensive travel (approximately 1–2 times per month) is required.
• Proven experience in directly managing teams at senior level.
• Proven track record in driving ancillary revenues, including sponsorship, digital, and lead insights.
• Innovative mindset and passion for driving transformation.
• Solution‑oriented and customer‑focused approach.
• Demonstrated leadership skills, with a culture of seeking to understand employees and customers.

Skills Required

• Leadership: Ability to lead and mentor a team effectively.
• Strategic Planning: Capability to develop and implement strategic plans to achieve business objectives.
• Relationship Management: Strong interpersonal skills for building and maintaining partnerships with key accounts and sponsors.
• Digital Marketing: Proficiency in digital marketing strategies and tools to drive brand visibility and revenue growth.
• Event Management: Experience in planning and executing successful events from concept to completion.
• Analytical Skills: Ability to analyse market trends, consumer insights and event metrics to inform decision‑making.
• Collaboration: Aptitude for collaborating with cross‑functional teams and external partners to achieve shared goals.
• Reporting: Solid knowledge of performance reporting and financial/budgeting processes.
• Experience using Salesforce is highly desirable.

Additional Information and Equal Opportunities Statement

• We are an Equal Opportunities Employer. All decisions are based on relevant qualifications and merit and we do not discriminate on the basis of protected characteristics.
• Reasonable adjustments or accommodations can be requested for the hiring process or the advertised position. Please inform the appropriate Talent Acquisition Partner for the role once they have been in touch.
• Applications are processed in a confidential manner in accordance with our privacy policy.

#J-18808-Ljbffr…