The posting
Company Description
Informa Markets, a division within Informa, creates global platforms for industries to trade, innovate and grow. 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.
Job Description
This role is based in the Irving, New York, office.
As International Sales Manager, you will be responsible for driving revenue growth by identifying and securing new business opportunities across global markets. Success in this role requires agility across multiple brands and regions, as well as a consultative sales approach and strong cross-cultural business acumen. You will proactively engage prospective clients worldwide to expand Informa’s international presence, accelerate customer acquisition, and generate new revenue streams.
Key Responsibilities
- Identify and engage high-value prospects across international markets with compelling proposals, guiding them through the buying process while navigating cultural and regional differences.
- Apply consultative selling techniques to uncover customer needs and present tailored solutions that address market-specific challenges and opportunities.
- Build comprehensive industry and regional knowledge by attending competitor events globally, analyzing international market trends, and sharing insights across cross-functional teams.
- Collaborate with Marketing and regional teams to create packages and campaigns that attract new customers across diverse markets and support revenue growth.
- Leverage insights into global customer buying trends and regional preferences to develop effective sales plans and approaches targeting new international accounts.
- Use Salesforce to track client interactions, opportunities, and forecasts across multiple territories, ensuring data is up to date and accurate.
- Represent Informa at international industry events, competitor shows, trade missions, and networking opportunities to generate leads and expand global market reach.
- Build and maintain relationships with senior-level decision-makers across different countries and cultures to secure new partnerships and sponsorships.
- Conduct market research to identify emerging trends, regional opportunities, and competitive landscapes for international business growth.
- Actively engage with prospective clients worldwide to position Informa as a trusted global partner in their industry.
- Prepare detailed reports on sales performance, international market trends, regional ROI, and competitive intelligence for senior leadership.
- Develop pricing strategies and proposals that account for regional market conditions, currency fluctuations, and local competitive dynamics to maximize profitability and close deals effectively.
- Meet or exceed daily, weekly, and monthly sales activity and revenue targets across assigned international territories.
- Navigate international business practices, including contract negotiations, compliance requirements, and payment terms across different jurisdictions.
- Coordinate with regional offices and local teams to ensure seamless client experience and successful deal execution.
Performance Targets
- Lead Generation: Achieve daily call/email quotas across multiple time zones to identify and qualify new international prospects.
- Revenue Growth: Meet or exceed monthly and quarterly revenue targets through new business acquisition in international markets.
- Market Expansion: Secure new accounts and partnerships across target regions to increase Informa's global market share.
- Sales Activity: Maintain consistent outreach and engagement with prospective clients across diverse geographical markets.
- Regional Penetration: Successfully enter and establish presence in new international markets as assigned.
Qualifications
- Bachelor's degree or equivalent experience; international business or related field preferred.
- 7-10 years of B2B sales experience, with at least 3-5 years focused on international markets, ideally in media, sponsorship, or B2B events, with proven revenue achievement across multiple regions.
- Demonstrated success in managing complex, multi-stakeholder sales cycles across different countries and cultures.
- Strong expertise in lead generation, consultative selling, and closing high-value deals in international contexts.
- Excellent cross-cultural communication, negotiation, and relationship-building skills with the ability to adapt approach to different business cultures.
- Ability to develop creative solutions and identify new opportunities for growth in diverse international markets.
- Proficiency in CRM systems (Salesforce preferred) for pipeline management and reporting across multiple territories.
- High energy and resilience to thrive in a competitive, fast-paced international sales environment.
- Entrepreneurial mindset with a proactive approach to managing international sales territory.
- Fluency in English required; additional language skills highly desirable.
- Experience working across multiple time zones and managing virtual client relationships.
- Understanding of international business practices, cultural nuances, and regional market dynamics.
- Willingness to travel internationally up to 50-60% for client meetings, industry events, and business development activities.
Key Competencies
- Global Mindset: Demonstrates cultural awareness and adapts sales approach to different international markets and business practices.
- High Energy: Persistent and positive attitude throughout extended, complex international sales cycles.
- Results Driven: Thrives on competition and is committed to exceeding targets across multiple markets.
- Resilient: Uses challenges as motivation to improve performance, particularly when navigating international complexities.
- Entrepreneurial: Takes ownership of international sales territory, identifying creative solutions and new opportunities across diverse markets.
- Curiosity: Brings a mindset that fosters growth, creativity, and continuous improvement while learning about new markets and cultures.
- Adaptability: Quickly adjusts strategies and approaches based on regional market conditions and cultural contexts.
- Strategic Thinking: Balances short-term sales goals with long-term international market development objectives.
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 colleague groups and networks promoting a positive, supportive, and collaborative work environment
- 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
The salary range for this role is $75,000- $95,000 based on experience, plus commissions
This posting will automatically expire on 11/2/2026
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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