Non Endemic Sales Executive

Job description

The Non-Endemic Sales Executive is responsible for developing and leading the strategy for acquiring, growing, and retaining revenue with non-endemic brands—advertisers and partners outside the company’s core industry who seek access to its audience and brand assets (media, events, data, content, and digital solutions). The primary objective is to build consultative value propositions that connect clients’ marketing and business goals with 360° solutions (digital media, branded content, events/sponsorships, omnichannel activations, and data), driving incremental revenue, diversification of the client base, and sustainable margins. Job Summary & Responsibilities Develop the commercial strategy for the non-endemic segment, identifying priority categories (e.g., consumer goods, automotive, financial services, consumer tech, telecom, retail, health & wellness, among others) and defining market theses, Ideal Customer Profiles (ICPs), and territories. Collaborate with Marketing executives and potentially with Business Sales Executives in prospecting enterprise and mid-market target accounts, maintaining a qualified pipeline, conducting needs assessments, and leading complex sales cycles with multiple stakeholders (marketing, media, sponsorship, procurement, and C-level executives). Co-create integrated solutions with internal teams (product, marketing, editorial, data, events, operations, and legal), combining formats and inventory to deliver measurable results (branding, performance, demand generation, and ROI). Develop clear commercial proposals and business cases, including investment rationale, audience segmentation, formats, timelines, success metrics, and campaign governance criteria. Negotiate commercial terms, scope, timelines, and SLAs, ensuring compliance, margin targets, and alignment with internal policies. Manage client relationships from onboarding to execution, optimization, renewals, and up/cross-selling, fostering long-term partnerships. Measure and report performance, generating insights and case studies; ensure forecast accuracy, CRM hygiene, and pipeline governance. Serve as a brand ambassador, attending key industry events and building networks with agencies and decision-makers in non-endemic categories. When applicable, lead or mentor sales executives, promoting a high-performance culture, collaboration, and customer-centric focus. Key Skills & Qualifications Effective Communication Ability to craft and deliver clear, concise messages aligned with organizational culture across internal communication channels. Adaptability in communication for diverse audiences. Strong negotiation and influence skills at senior levels, with impactful verbal/written communication and executive-level presentations. Ability to articulate and negotiate with internal stakeholders, particularly business and marketing managers across portfolios and events. Sales Management Solid B2B consultative sales experience, preferably in events, sponsorship sales, digital media, adtech/martech, or branded content, with a track record in non-endemic brand engagement. Strong knowledge of 360° solutions: digital media (display, video, social, audio), audience segmentation & data, content activations, event/sponsorship packages, and demand generation. Expertise in building business cases, data analysis, and interpreting metrics (reach, frequency, viewability, CTR, leads, MQLs, attribution, and lift). Ability to operate in cross-functional environments with organization, resilience, urgency, and results-driven focus. Proficiency in CRM tools (e.g., Salesforce), Office/Google Workspace (Excel/Sheets, PowerPoint/Slides), and analytics platforms. Our Company WHO IS INFORMA MARKETS IN THE WORLD? Leading international events company. We connect people and markets through audience solutions, specialized digital content, hybrid events and market intelligence, building a relationship and business journey between companies and markets 365 days a year. We help with attracting, converting and engaging new customers, combining physical and digital actions, providing relationships, experiences and business to clients around the world. Additionally, Informa Markets: Is listed on the London Stock Exchange. Is a member of the FTSE 100 (Financial Times Stock Exchange Index), the main asset indicator of Great Britain. The company is part of the Informa group, a holding company with 6 business divisions (Informa Markets, Informa TechTarget, Informa Connect, Informa Festivals, Taylor & Francis and Global Support). All divisions have the purpose of connecting people and markets through alignment and learning. LEADERSHIP ALSO IN LATIN AMERICA Informa Markets Latam operates throughout Latin America through offices in São Paulo and Mexico City, organizing and delivering more than 30 hybrid events, 70 digital events, 15 content channels and news portals, and generating connection and business opportunities in more than 20 market sectors. Our benefits include: Direct hiring by the company Hybrid work model Benefits: Life insurance, Major Medical Expenses Insurance, Food vouchers, 15 vacation days, 100% vacation bonus, 30 days Christmas bonus, 5% Savings Fund Free day for your birthday Training program (LinkedIn Learning, Coaching, Mentoring, among others) Workplace: Polanco, Mexico City Additional Information 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 : a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year Recognition for great work, with global awards and kudos programs As an international company, the chance to collaborate with teams around the world We know that the "perfect candidate" doesn't exist, and you might hesitate to apply for an opportunity where you don't meet all the requirements. But if you're excited about working with us and have most of the skills or experience we're looking for, go ahead and apply! After all, you might be exactly what we need! At Informa, we value diversity and foster the creation of an inclusive work environment that provides space for the exchange of ideas, experiences and professional development. We're proud to be an equal opportunity employer! We don't discriminate based on race, religion, disability, gender, sexual orientation, gender expression, age, marital status, citizenship or other characteristics. We believe in the creative DNA of our teams that, together, connect people 365 days a year.