Sales Manager - Defense, Data, and Intelligence

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.

Employment type
Full-time

Work arrangement
Hybrid