Sales Manager - Defence, Data, and Intelligence

Job description

This role is based in our 240 Blackfriars office. Aviation Week Network is the largest multimedia information and services provider for the global aviation, aerospace, and defense industries, serving 1.7 million professionals around the world. Industry professionals rely on Aviation Week Network to help them understand the market, make decisions, predict trends, and connect with people and business opportunities. Customers include the world's leading aerospace manufacturers and suppliers, airlines, airports, business aviation operators, militaries, governments, and other organizations that serve this worldwide marketplace. Aviation Week Network’s portfolio delivers award-winning journalism, data, intelligence and analytical resources, world-class tradeshows and conferences, and results-driven marketing services and advertising. Aviation Week Network is part of Informa Markets, a division of Informa PLC. Informa Markets is seeking a full-time Account Manager to join its Aviation Week team, driving significant revenue growth across European markets within the aviation and aerospace sector. The Account Manager excels at customer retention and business growth by exceeding revenue targets, building strong relationships, and selling across multiple products to ensure exceptional experiences and foster loyalty. As an experienced sales professional, you will develop existing accounts through upsell opportunities, pursue new business development, and expand data feeds and API solutions across European OEMs, Tier 1s, Tier 2s, and government agencies. We are looking for a results-driven professional with deep aviation and aerospace industry knowledge who is recognized for building strong relationships and delivering impactful results. If you are passionate about driving growth and innovation in the aviation sector, we encourage you to apply. Role Responsibilities Direct sales efforts across European Aviation and Aerospace sectors, executing annual account plans to exceed sales targets and quotas across multiple products and revenue streams Build and manage a pipeline of retention and new business opportunities using Salesforce to track client interactions, opportunities, and accurate forecasts Develop brand awareness and visibility by establishing new business opportunities and building relationships across the aerospace industry Leverage comprehensive understanding of Aviation Week Intelligence offerings, competitors, and client challenges to deliver consultative, data-driven sales solutions Develop pricing strategies and sophisticated proposals that maximize profitability with tailored value propositions Conduct professional meetings with prospects and clients to demonstrate value, foster strong relationships, and deliver exceptional experiences through responsive service and regular ROI-focused business reviews Meet weekly KPIs through proactive client engagement, effective negotiation, objection handling, and deal closure Collaborate with Sales Leadership, Customer Support, and Content teams to execute strategies, leverage market trends, and deliver optimal customer solutions Convert traditional Aviation Week event and media customers into enterprise data partnerships through strategic cross-selling across all offerings Identify and pursue new business opportunities through market research, adapting global strategies to European market requirements and industry trends Actively participate in trade shows, industry events, and forums to maintain market presence and identify business development opportunities Perform additional tasks as required Performance Targets: Daily call/email quotas Weekly retention goals Revenue growth targets Account growth objectives 3-5 years of sales or business development experience, digital services or aerospace, with proven revenue achievement Proven ability to negotiate, handle objections, and close deals with a consultative approach. Success in high-level sales within fast-paced, target-driven environments. Strategic thinker with strong relationship management and growth identification skills. Proficient in MS Office and Salesforce for sales tracking and reporting. Self-motivated, collaborative, and eager to learn industry trends. Willing to travel up to 50% for client meetings and events. 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 Our benefits include: Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active diversity and inclusion networks 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: 25 days annual leave, rising to 27 days after two years, plus a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year A flexible range of personal benefits to choose from, plus company funded private medical cover A ShareMatch scheme that allows you to become an Informa shareholder with free matching shares Strong wellbeing support through EAP assistance, mental health first aiders, a healthy living subsidy, access to health apps and more Recognition for great work, with global awards and kudos programmes As an international company, the chance to collaborate with teams around the world 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. See how Informa handles your personal data when you apply for a job here . Informa Markets , a division within Informa, creates global platforms for industries to trade, innovate and grow. Recognised as one of Britain's Most Admired Companies, Informa exemplifies trust, inspires investment confidence, and demonstrates strong long-term value potential. 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.