Head of Attendee Marketing – Pharma Portfolio

We organise over 500 large-scale branded and transaction-oriented events in 14 specialist markets. These are typically not-to-be-missed annual events where buyers and sellers build relationships, see and show products and do business. We also provide year-round online platforms where companies showcase their businesses and products and buyers conduct research, generating valuable leads, and we provide data and digital content that supports the flow of knowledge and transactions in markets. This role is based in our 240 Blackfriars office, London. Shape the audience strategy behind a high-growth Pharma portfolio We are looking for a senior, commercially minded marketing leader to take on one of the most influential attendee marketing roles in our $200M+ revenue Pharma portfolio, which includes one of Informa Markets' top five events. This is a high-impact leadership role focused on building the right audiences, not simply driving volume. As Head of Attendee Marketing, you will lead attendee strategy across a portfolio of pharma events and products, ensuring we attract the professionals our exhibitors and partners value most and deliver strong outcomes for customers and the business. You will shape how audiences are defined, targeted, and engaged, using insight to drive relevance, performance, and commercial impact. Working across the Pharma portfolio, you will play a central role in strengthening campaign effectiveness, supporting portfolio growth, and elevating the quality and value of the attendee experience. With an increasingly sophisticated approach to data, technology and audience engagement, there is also an opportunity to think more broadly about the commercial value of our audiences. Alongside growing ticketing revenue and strengthening our live event propositions, you will help identify new ways to create value for our customers and generate incremental revenue from the audiences we build and engage. This is also a significant leadership opportunity. You will lead and develop a team of attendee marketers, creating the clarity, accountability, and momentum needed to deliver at a high level, while contributing as a key member of the senior marketing leadership team to broader decisions, priorities, and marketing standards across the business. What you will do Strategy and Portfolio Leadership - Lead the development and delivery of attendee marketing strategies across the Pharma portfolio, ensuring plans are aligned to business goals and delivered against agreed KPIs. - Own the strategic direction of attendee marketing, translating commercial objectives into clear, measurable marketing plans. - Act as a senior marketing leader, bringing a strategic, high-impact approach to audience growth, quality, and performance. - Develop a longer-term view of audience value, considering how stronger audience relationships, deeper engagement and new propositions can contribute to portfolio growth. Performance, Measurement, and ROI - Redesign weekly KPI frameworks to align with evolving strategies and business objectives. - Establish clear measurement frameworks that demonstrate ROI, track performance effectively, and support continuous improvement. - Present KPI uplift projections based on refined attendee marketing approaches and performance insights. - Build business cases that demonstrate the value of strategic investment in attendee marketing. - Evaluate audience value beyond registration and ticketing revenue, identifying opportunities to improve customer lifetime value and generate incremental commercial returns. Customer Journey and Campaign Effectiveness - Own the digital-to-live customer journey, leading the communications and experience strategy across all attendee touchpoints. - Ensure campaigns are built around audience quality, relevance, conversion, and overall customer experience. - Work collaboratively with digital, brand, and marketing operations teams to strengthen campaign effectiveness and improve registration conversion. - Embed testing, learning, and experimentation into campaign planning to drive ongoing optimisation. - Explore opportunities to deepen audience engagement beyond individual events, building more valuable, ongoing relationships with our customers. Commercial Strategy, Ticketing, and Audience Monetisation - Shape ticketing strategies and pricing models to optimise attendee growth, audience quality, and revenue performance. - Work with portfolio leadership to develop and refine paid attendee propositions, using customer insight to strengthen perceived value, conversion and revenue yield. - Ensure alignment between product positioning and attendee marketing execution. - Support attendee marketers in modelling pricing scenarios and revenue uplift opportunities rooted in market and customer insight. - Identify and evaluate opportunities for incremental audience monetisation beyond live event ticketing, drawing on audience insight, data assets and emerging technology capabilities. - Collaborate with commercial, product and technology teams to explore new revenue propositions, such as premium content, digital products, paid communities or other value-added audience services, where there is a clear customer need and commercial opportunity. - Take ownership of attendee marketing budgets, using insight and performance data to guide investment decisions and maximise return. - Communicate budget requirements to senior stakeholders with clear rationale and commercial justification. Insight, Analysis, and Decision Support - Analyse attendee metrics in depth to identify trends, risks, and opportunities. - Use audience behaviour, market dynamics, and performance insight to influence decision-making at senior level. - Turn complex data into clear recommendations that improve marketing effectiveness and business outcomes. - Leverage evolving data and technology capabilities to build a deeper understanding of audience needs, behaviours and commercial potential, informing both acquisition strategies and new revenue opportunities. Leadership, Capability, and Change - Lead, coach, and develop the attendee marketing team, building capability and supporting progression. - Foster a collaborative, high-performance environment where individuals can grow and deliver strong results. - Champion agile marketing practices and lead the team through change with clarity and confidence. - Help the wider team adapt positively and effectively in a fast-moving environment. - Encourage commercial curiosity and innovation within the team, building confidence in using insight and technology to identify new opportunities for audience growth and value creation. Proven Marketing Excellence - Experienced and innovative attendee marketer with a demonstrable track record of delivering exceptional results. - Deep expertise in B2B marketing, attendee acquisition, and revenue growth strategies. - Strong understanding of omnichannel marketing, campaign planning, and go-to-market execution. - Strong commercial acumen, with experience developing revenue-generating audience propositions, pricing strategies or other audience monetisation initiatives. - An understanding of how first-party data, customer insight and technology can be used to build more valuable audience relationships and identify new commercial opportunities. - Experience of audience monetisation beyond live events, such as subscriptions, digital products, paid content or membership models, would be a distinct advantage. Leadership & Influence - Strong leader with excellent ability to influence at all levels of the organisation. - Demonstrable experience leading in a matrix organisation and managing people who are not direct reports. - Proven ability to drive change and gain buy-in from diverse stakeholders. - Ability to work across marketing, commercial, product and technology functions to develop and deliver new customer propositions. Communication & Relationship Building - Excellent presentation skills with the ability to communicate complex strategies clearly and compellingly. - Strong relationship-building capabilities across functions, levels, and geographies. - Confident communicator who can engage senior stakeholders and frontline marketers alike. Personal Attributes - Strategic yet hands-on: Comfortable operating at both strategic and tactical levels. - Collaborative: Natural partnership builder who thrives in cross-functional environments. - Results-driven: Focused on measurable outcomes and continuous improvement. - Innovative: Brings fresh thinking and creative approaches to marketing challenges. - Adaptable: Thrives in dynamic, fast-paced environments with competing priorities. - Empowering: Passionate about developing others and building high-performing teams. - Commercially curious: Sees opportunities to create value from audience relationships and is willing to challenge traditional approaches to revenue generation. Why join us This role offers the chance to shape audience strategy across a high-value Pharma portfolio, including one of Informa Markets' top five events, and to play a defining role in how our events grow, perform and differentiate in the market. Beyond the immediate opportunity to grow and optimise our paying audiences, you will help shape how we realise the wider commercial potential of our audience relationships, supported by growing investment in data, technology and customer insight. You will have the opportunity to lead a talented team, influence at a senior level and drive work that has a direct impact on commercial results. If you are a strategic and insight-led marketing leader who knows how to build the right audiences, inspire teams and translate performance data into action, and are excited by the opportunity to develop new ways of creating commercial value from those audiences, we would love to hear from you. 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 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.