وصف الوظيفة
Role Overview
VP of Sales for WHX Healthcare at Informa Group Plc, based in Dubai at One Central Tower. You will lead a high-performing sales organization with exclusive focus on driving revenue growth, optimizing sales processes, and delivering exceptional results against ambitious revenue targets of $120–$130 million+.
Company Overview
inD is a regional leader in B2B exhibitions and events with over 1,000 colleagues operating across the Middle East, South Asia, Africa and beyond. A partnership between Informa PLC (world's leading B2B live events organization, publicly listed on the London Stock Exchange) and DWTC (the region's foremost business enabler), inD combines international scale and industry-leading knowledge with a strong portfolio of large-scale B2B event intellectual property. The portfolio includes over 40 major B2B event brands spanning high-growth sectors including Healthcare (WHX Dubai), Energy (Middle East Energy), Aviation (Dubai Airshow), Food & Beverage (Gulfood), Technology (GITEX GLOBAL), and Information Security (GISEC GLOBAL).
Role Purpose
Shape and execute long-term sales strategy for a portfolio with revenue responsibility exceeding $120 million. Lead direct and partner sales channels, drive complex sales processes, and deliver sustained performance growth while fostering innovation and ensuring alignment with inD's broader business objectives.
Key Responsibilities
Sales Leadership
- Provide leadership to a large, diverse sales team, fostering a high-performance culture that emphasizes accountability, collaboration, and results.
- Recruit, develop, and retain top sales talent, ensuring the team is equipped with the skills and tools to succeed in a competitive market.
- Inspire and motivate the sales organization to achieve and exceed revenue targets while maintaining focus on customer satisfaction and long-term relationships.
- Lead a large sales organization, providing mentorship, coaching, and professional development opportunities to team members.
- Foster a culture of accountability, inclusivity, and continuous improvement within the sales team.
- Implement best practices in sales management, including performance tracking, incentive programs, and recognition initiatives.
Strategic Sales Planning
- Develop and implement a focused sales strategy to drive revenue growth and market share to meet WHX in-year revenue targets.
- Identify and capitalize on new business opportunities, including emerging markets, innovative sales channels, and untapped customer segments.
- Collaborate with cross-functional teams, including marketing, product development, and operations, to ensure seamless execution of sales strategies.
- Partner with product and marketing leadership to develop sector expansion, new revenue streams, and competitive positioning based on market and customer insight.
- Ensure optimal territory design, account segmentation, capacity planning and sales processes are regularly reviewed and relevant.
Performance Growth and Revenue Accountability
- Take full ownership of a $120M+ revenue responsibility, ensuring the achievement of sales targets.
- Drive consistent performance growth by setting clear goals, monitoring and analyzing sales performance, and implementing data-driven strategies and corrective actions to optimize results.
- Continuously evaluate and refine sales strategies to adapt to market dynamics and maintain a competitive edge.
Complex Sales Management
- Oversee and manage complex sales cycles, including high-value, multi-stakeholder deals with a focus on closing and revenue generation.
- Build and maintain strong relationships with key clients, sales partners and agents, ensuring long-term customer satisfaction and repeat business.
Forecasting & Sales Performance
- Lead advanced pipeline management and predictive revenue forecasting to provide accurate visibility into sales performance.
- Collaborate with Sales Operations teams to provide robust reporting, dashboards and data-led decision making.
- Partner with finance to deliver scenario planning aligned with growth targets.
Technology & Operations
- Drive adoption and optimization of CRM and sales technology platforms to improve productivity and insights.
Qualifications & Experience
- 10+ years of experience in senior sales leadership roles, with proven track record of leading large, high-performing sales teams and delivering revenue growth.
- Extensive experience managing complex sales cycles, including multi-stakeholder negotiations and high-value deals.
- Strong sales strategy planning skills, with track record of developing and executing successful sales strategies that drive revenue growth.
- Proven ability to manage and deliver on revenue responsibilities exceeding $100 million.
- Experience in B2B events, exhibitions, or media industries is highly desirable, with deep understanding of market dynamics and customer needs.
Skills & Competencies
- Strong data-driven decision-making capabilities, with ability to leverage analytics to optimize sales performance.
- Exceptional leadership, communication, and interpersonal skills.
- Passion for developing and empowering teams.
Additional Information
inD represents the future of B2B events, combining local market leadership with international scale and expertise. The role offers the unique opportunity to work with world-class B2B event brands while being at the forefront of the region's rapid economic growth and Dubai's transformation into a global IP and knowledge hub. inD is actively shaping the industry's evolution, with strong financial backing, ambitious growth targets, and a portfolio of market-leading brands. Colleague experience is important at inD; you will join a supportive, diverse, and ambitious team that welcomes candidates from all backgrounds.