Sales Territory Director - Foodservice Media Group

We’re part of Informa, a global business with a network of trusted brands in specialist markets across more than 30 countries, and a member of the FTSE 100.

Our purpose is to connect our customers to information and people that help them know more, do more and be more. No other company in the world helps more people share professional knowledge or make business connections.

We run around 800 events each year, create digital platforms based on engaging news and information content, and operate professional development programmes for individuals and businesses.

This role is based in our New York City, Chicago or San Francisco office.

The Sales Territory Director will be responsible for driving media advertising and sponsorship revenue growth and managing client relationships within a defined territory focusing on Foodservice vendors. These clients and prospects will include a cross-section of companies promoting products and services to leading industry Restaurant operators (ranging from Food manufacturers, Tech platforms, Kitchen equipment companies and more).

The ideal candidate will have a proven track record in sales excellence and be able to grasp, propose and manage unique integrated media programs encompassing digital, print, multi-media, social, in-person and custom programs.

The Foodservice Vertical encompasses three prominent brands: Nation’s Restaurant News, Restaurant Business and FoodService Director. While this dynamic and integrated portfolio primarily focuses on its highly-engaged media channels, a small focus on smaller, regional Chefs Immersions events is also folded under this responsibility umbrella.

Key Responsibilities:

Sales Strategy and Execution:

• Develop and implement a comprehensive sales strategy to achieve revenue targets across the assigned territory.
• Identify new business opportunities and expand the client base through proactive prospecting and relationship building.
• Collaborate with marketing, product, and event teams to align sales efforts with overall business objectives.
• Monitor market trends, competitor activities, and customers need to adapt strategies and maintain a competitive edge.
• Collaborate with event production and content teams to ensure alignment between sales efforts and event deliverables.
• Stay informed about industry trends, emerging technologies, and best practices in B2B media and events

Client Relationship Management:

• Build and maintain strong relationships with key clients, ensuring high levels of customer satisfaction and retention.
• Act as a trusted advisor to clients, understanding their business needs and providing tailored solutions through media and event offerings.
• Negotiate contracts and close deals with a focus on long-term partnerships and relationships

Revenue and Performance Management:

• Track and analyze sales performance metrics, providing regular reports to senior leadership.
• Manage the sales pipeline effectively, ensuring accurate forecasting and timely deal closures.
• Optimize pricing strategies and identify opportunities to upsell and cross-sell products and services.

• Bachelor’s degree preferred (or equivalent experience).
• 5+ years of experience in sales, preferably in B2B media, events, or related industries.
• Proven track record of meeting or exceeding sales targets and driving revenue growth.
• Strong leadership and team management skills, with the ability to inspire and develop high-performing teams.
• Excellent communication, negotiation, and presentation skills.
• Strategic thinker with the ability to analyze data, identify trends, and make informed decisions.
• Proficiency in CRM tools (e.g., Salesforce) and sales analytics platforms.

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 $95,000-$105,000 + commission, based on experience. 

This posting will automatically expire on April 30, 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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