Account Manager

Company Description

Seatrade Cruise produces a range of major annual events and intimate experiences, each a beacon for leaders, executives, delegates, and solution providers from every sector of the industry and every corner of the earth. From the leading online news site and industry publication, to conferences and exhibitions, to networking events, management training, and worldwide award programs, Seatrade Cruise puts you at the center of the global cruising universe.

Informa is one of the world's leading knowledge providers. We create and deliver highly specialized information through publishing, events, training, market intelligence and expertise, providing valuable knowledge to individuals, businesses and organizations worldwide.

Informa Markets Division organizes transaction-oriented Exhibitions and trade shows, which provide buyers and sellers across different industries and communities with a powerful platform to meet face to face, build relationships and conduct business. Informa has a portfolio of more than 600 Exhibitions, serving a number of core verticals, including Property & Construction, Health & Nutrition, Beauty, and Pop Culture

Job Description

This role can be based in our Boca Raton or NYC offices.

We are looking for a commercially driven, highly organized Account Manager to generate revenue and manage customer relationships across the Seatrade Cruise portfolio.

The role will be responsible for growing new and existing business across exhibition space, sponsorships, Lead Insights and other relevant commercial solutions. The Account Manager will own designated sectors, territories and accounts across Seatrade Cruise Global, F&View email address on click.appcast.io and other portfolio events and products as assigned.

This is a full-cycle sales and account management role. The successful candidate will be equally comfortable prospecting for new business, developing long-term customer relationships, managing the sales process from initial enquiry through contract and delivery, and supporting customers through renewal and rebook.

The role requires a proactive new-business mindset, strong commercial judgment, excellent attention to detail and the ability to manage multiple priorities across a fast-paced international events portfolio.

Qualifications

• Revenue Growth and New Business
  • Own and exceed individual revenue targets across exhibition space, sponsorships, Lead Insights and other assigned commercial products.
  • Prospect consistently for new business within designated sectors and territories, using industry research, market intelligence, inbound leads, referrals and competitive events.
  • Develop and maintain a healthy pipeline with clear next steps, accurate values, realistic close dates and appropriate opportunity stages.
  • Identify opportunities to expand existing customer investment across multiple events, products and sponsorship opportunities.
  • Develop commercially relevant proposals that align with customer objectives, budgets and target audiences.
• Account Management and Customer Retention
  • Manage the full customer relationship from initial enquiry and sale through onboarding, event delivery, renewal and rebook.
  • Maintain regular, meaningful communication with active customers to understand their goals, identify risks and surface additional opportunities.
  • Respond to customer enquiries promptly and professionally, escalating issues early where support from Operations, Customer Success, Finance or Show Management is required.
  • Develop strong relationships with customers and industry stakeholders to support retention, repeat business and long-term portfolio growth.
  • Identify at-risk accounts and work proactively with leadership and cross-functional teams to resolve concerns.
• Lead and Pipeline Management
  • Follow up on assigned inbound leads within agreed response times and maintain consistent prospecting activity.
  • Maintain accurate and timely Salesforce records, including activity history, customer notes, opportunity stages, next steps, close dates and follow-up tasks.
  • Provide accurate and timely sales forecasts and pipeline updates to management.
• Cross-Functional Collaboration
  • Work closely with Sales, Marketing, Content, Operations, Customer Success, Finance and Show Management to deliver a high level of customer service.
  • Coordinate internally to ensure contracts, customer requirements, sponsorship deliverables and operational information are communicated and actioned promptly.
  • Contribute relevant customer insights, market feedback and commercial ideas to support portfolio strategy and product development.
  • Partner with Marketing and Content teams to identify appropriate digital, content and thought-leadership opportunities where they support the customer's wider objectives.
• Event and Industry Engagement
  • Attend Seatrade Cruise portfolio events and support onsite sales, customer meetings, account management and rebook activity.
  • Represent the portfolio professionally at relevant external trade shows, conferences and industry events.
  • Track and follow up on leads, meetings and opportunities generated through competitive events and provide clear visibility on resulting pipeline and revenue.
  • Stay informed on cruise, hospitality, food and beverage, maritime and events industry developments relevant to assigned customers and sectors.

Success in the role will be measured through:

• Achievement of new-business targets
• Development and maintenance of a healthy, accurate sales pipeline
• Timely lead follow-up and customer responsiveness
• Customer retention, renewal and rebook performance
• Accurate Salesforce activity and forecasting
• Consistent follow-through on customer and internal commitments
• Effective cross-functional collaboration
• Professional and proactive engagement at portfolio and industry events

Qualifications and Experience

• 3-5+ years of B2B sales, business development or account management experience.
• Demonstrated success generating new business, managing a sales pipeline and achieving revenue targets.
• Experience within trade shows, events, cruise, maritime, travel, hospitality, food and beverage or media is preferred.
• Strong customer relationship management and account retention skills.
• Excellent written and verbal communication skills, with the ability to work effectively across countries, cultures and time zones.
• Strong organizational, prioritization and follow-through skills.
• High level of attention to detail and comfort managing multiple customers, deadlines and internal processes simultaneously.
• Proficiency with Salesforce or a comparable CRM platform.
• Proficiency with Microsoft Office, Outlook, Excel and PowerPoint.
• Ability to work independently while communicating proactively with a remote and international team.
• Willingness and ability to travel domestically and internationally approximately 4-6 times per year, with additional travel as business needs require.
• Proactive, accountable and comfortable taking ownership.
• Commercially curious and motivated by both new-business development and long-term customer growth.
• Customer-focused, responsive and solutions-oriented.
• Confident working autonomously while knowing when to escalate or ask for support.
• Adaptable and comfortable working in a fast-paced environment with changing priorities

Additional Information

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 thousands of courses on LinkedIn Learning. When it's time for the next step, we encourage and support internal job moves
• Time out: 15 days PTO rising to 20 after three years and 25 after six years, plus 10 national holidays, a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year
• Competitive benefits, including a 401k match, health, vision and dental insurance, parental leave and an ESPP offering company shares at a minimum 15% discount
• Strong wellbeing support through EAP assistance, mental health first aiders, free access to a wellness app and more
• Recognition for great work, with global awards and kudos programs
• As an international company, the chance to collaborate with teams around the world

This role offers a base salary between $70,000-80,000 based on experience, plus a commission.

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.