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Group Commercial Director

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Salary: Competitive, Location: Ellesmere Port, England

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      Informa Intelligence, part of the FTSE 100 Informa Group, provides data, intelligence and insight to clients globally. Informa Intelligence has 2500 staff in 60 locations across the globe with significant coverage in the USA and a large central London UK office. We have over 100 product lines spanning five key industry verticals: Pharma, Finance, Maritime, Asset and Construction with dynamic and evolving plans to significantly grow the portfolio of products and customers.

      Barbour ABI is the chosen provider of Construction New Orders estimates data to the Office for National Statistics and partner of the Government’s Infrastructure and Projects Authority (Cabinet Office and HM Treasury) in providing the National Infrastructure and Construction Pipeline.

      AMA Research is a leading specialist provider of targeted market research and industry insight to the UK building and construction vertical. Publishing over 150 market reports and industry forecast bulletins, the team specialise in gathering deep intelligence in sectors where data doesn’t already exist. These high-quality reports are utilised by many leading UK companies as an essential tool in developing their own marketing and strategic growth policies.

      Barbour Product Search is a digital product directory providing construction product manufacturers with the opportunity to promote their products through a content delivery channels. As well as an established following of industry professionals Barbour Product Search also has access to an engaged database of decision makers at specification and procurement stages including architects, clients, contractors and installers.

      The Group Commercial Director will report to Simon Mahoney, Group Director and manage the combined commercial team of 60 colleagues with three direct reports. The GCD will sit on the group senior leadership team and will play a key role in delivering the current plan and help create and execute the vision from 2022 onwards. Main current objectives are;

      • Deliver budgeted revenues and associated new business growth
      • Further improve retention rates of subscribers
      • Key contributor in shaping our product development

      Key Responsibilities

      • Working with the Sales Leadership team to improve our current sales strategy, assist in market launches and client management plan
      • Owning the revenue numbers for the products, forecasting and budgeting with precision, identifying risks and opportunities
      • Facilitating and developing account strategies to deliver even greater provision of all products to relevant customer groups, creating significant additional subscription revenues
      • Leading a team of Sales and Client Management professionals across key account development, new business acquisition, customer subscription renewals on consultancy revenues
      • Personal management of high value key accounts
      • Manage commercial and trade association partnerships
      • Commercial “face” of the business with a prominent profile in the market through social media, video-based marketing, webinars, conferences, events and advisory boards
      • Play a leading role in shaping our digital and data/intelligence driven product set
      • Recruiting, managing and motivating a high performing team, creating a best in class sales environment
      • Reviewing and identifying development needs and opportunities within the team, building for future successes and proactively managing employee engagement

      Measures of Success

      • Performance versus budgeted sales targets
      • Renewal rates
      • Gaining the trust and support of the Senior Leadership Team

      Previous Experience & Qualifications

      • Proven sales experience and evidence of establishing long lasting, trusted client relationships
      • A track record in in leading high performing sales teams in a b2b environment
      • Experience developing teams using a structured competency framework to embed performance improvement
      • Ability to identify new markets or revenue streams and the experience to plan, communicate and deliver sound business plans to and exploit them.

      Personal Attributes & Behaviours

      • Exhibits credible leadership and coaching qualities, fosters a culture of excellence
      • Very strong collaborator and team player
      • Leadership by example
      • Can-do attitude
      • Highly developed communication skills
      • Motivator, energiser

      Additional note from the Group Director – Barbour ABI

      • Experience of the Built Environment is not essential but would be helpful especially around functions the sales and marketing of this vertical. A knowledge of subscription-based models for data driven and business intelligence products again isn’t essential but would be preferable
      • The role requires someone who is as comfortable with high end business strategizing as they are pitching to customers or helping sales managers coaching salespeople. One day board room the other getting your hands “dirty” is a common pattern.
      • Barbour ABI is a tight knit, people business so personal attitude will score as highly as previous experience, market knowledge or other relevant skill sets. The products are incredibly customer focused with a huge emphasis on sales and selling, so the leader of this group needs to reflect these values.

      Why work for Informa?

      • This role includes a company car and medical insurance
      • 25 days annual leave plus bank holidays, 4 days for volunteering and a day off for your Birthday!
      • Friendly staff who are all “expert’s experts” and additional training for development
      • Life assurance
      • Free car parking
      • 5% Pension match
      • Share-Match options – become a shareholder
      • Regular Social Events and Networking opportunities

      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, colour, 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, citizenship, or other protected characteristics under local law.

      If you are interested in the above role, please apply here through Informa.

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