Account Manager
Informa Group Plc. · Orlando, Florida, United States
Informa Markets, a division within Informa, creates global platforms for industries to trade, innovate and grow. 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.
This role is based in our Orlando, FL office.
Job Summary/Responsibilities
Key Performance Indicators
- Achievement of sales revenue targets within timelines
- Number of effective calls and client meetings made per week
- Exhibitor satisfaction levels
- Timely & accurate reporting of sales results and activities
Main Duties & Responsibilities:
Sales and Account Management
- Achieve and exceed set revenue targets for the assigned products and events in accordance with the sales plan
- Work independently and with line manager to create strategic plans to achieve revenue goals by generating new sales ideas and researching new markets and trends
- Identify, prospect, and secure digital sponsorship opportunities across multiple platforms including event websites, mobile event apps, email campaigns, webinars, virtual components, and digital advertising placements
- Present customized digital sponsorship packages that align with client marketing objectives, demonstrating clear ROI through audience reach, engagement metrics, and brand visibility
- Manage the full sales cycle for digital sponsorship products from initial outreach through contract negotiation, closing, and post-event performance reporting
- Domestic and International travel to meet customers and attend trade shows may be required
- Success will be measured on weekly activity levels, i.e. Consistently making a minimum of 55-65 calls per day or 2+ hours of Constructive talk time, sales against target and new business leads
- Build and maintain strong client relationships- Customer retention- Understand client's objectives and support them to achieve these through the event campaign
- Regular contact with existing clients throughout the event cycle
- On-site account management to achieve high exhibitor satisfaction levels
- Ensure tracking and communicate digital sponsorship campaign performance metrics to demonstrate value and inform renewal strategies
- New business- Developing new business and revenue streams, including sponsorship and other non-square meter revenue sources through market research, telephone contact, industry networking and client meetings
- Proactively up-sell and cross-sell digital sponsorship opportunities to existing exhibition clients as part of integrated marketing solutions
- Prospect new-to-file digital-only sponsors who may not exhibit but seek targeted audience engagement
- Collaborate with marketing and digital teams to create compelling sponsorship proposals that showcase audience demographics, engagement data, and competitive advantages
- Collaborate with internal teams, including marketing, operations, international team, and event management, to ensure customer needs are met and sales goals are achieved
- Maintain accurate and up-to-date sales pipeline, activity, and customer data within Salesforce to track progress, forecast revenue, and ensure effective follow-up
Management and Reporting
- Data capture of sales activities/calls and updating the CRM
- Completion of sales progress reporting (e.g. revenue vs target, activity reporting etc.)
- Monitor the debt reports and assist the finance team with revenue collection
- Provide the marketing team with market intelligence to assist with exhibitor and visitor promotional campaigns
- Stay current on digital advertising trends, sponsorship best practices, and emerging platforms to provide innovative solutions to clients
- Continually monitor and research the market using online resources, gaining customer feedback, attending competitor events where appropriate, and industry networking
- Awareness and understanding of floor plan optimization
- Effective communication with other internal departments including operations, marketing, finance to maximize client experience
- Function as an integral part of overall show management effort in performing additional duties as required
Qualifications
- 3+ years of sales or business development experience in media, sponsorship, or B2B event sales, ideally in pharmaceutical, healthcare, or related industry
- Proven experience selling digital advertising, sponsorships, or integrated marketing solutions
- Bachelor's degree in Business or similar related field
- Strong ability to negotiate effectively, handle objections, and close deals with a consultative, value-based approach
- Demonstrated success in managing and closing high-level business in a fast-paced, target-driven environment
- Creative and analytical thinker, capable of developing tailored solutions for customers based on their needs and industry trends
- Strong understanding of digital marketing metrics including impressions, click-through rates, engagement metrics, conversion tracking, and ROI measurement
- Ability to articulate value propositions for digital sponsorship opportunities and create data-driven presentations
- Ability to think strategically, manage client relationships, and identify new sales opportunities that drive long-term business growth
- Strong organizational skills with the ability to manage multiple priorities and maintain accountability for personal sales targets and team goals
- Ability to work autonomously, balancing individual responsibilities with team collaboration
- Proficient in MS Office (Word, Excel, PowerPoint) and CRM systems, specifically Salesforce, to manage sales activities, track customer information, and report on performance
- Familiarity with analytics platforms (Google Analytics, social media insights, event app analytics) is a plus
- Motivated to continuously learn and stay informed about industry trends, products, and developments to remain competitive in the marketplace
- A team-oriented mindset with the ability to work closely with cross-functional teams to meet customer needs and contribute to company-wide sales objectives
- Willing and able to travel up to 30% of the time to meet clients, attend industry events, and build business relationships
Desirable
- Awareness of exhibition production
- Experience of growing and developing new markets and products
- Tele-sales, media sales or exhibition background
- Experience with virtual/hybrid event sponsorship sales
- Background in digital media sales or B2B digital marketing
- Relevant pharmaceutical or healthcare industry knowledge
- Understanding of event cycles
- Spanish speaking
- Portuguese speaking
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 thousan