Account Manager

Account ManagerThis role is based in our Orlando, FL office.Job Summary/ResponsibilitiesKey Performance IndicatorsAchievement of sales revenue targets within timelinesNumber of effective calls and client meetings made per weekExhibitor satisfaction levelsTimely & accurate reporting of sales results and activitiesMain Duties & Responsibilities: Sales and Account ManagementAchieve and exceed set revenue targets for the assigned products and events in accordance with the sales planWork independently and with line manager to create strategic plans to achieve revenue goals by generating new sales ideas and researching new markets and trendsIdentify, prospect, and secure digital sponsorship opportunities across multiple platforms including event websites, mobile event apps, email campaigns, webinars, virtual components, and digital advertising placementsPresent customized digital sponsorship packages that align with client marketing objectives, demonstrating clear ROI through audience reach, engagement metrics, and brand visibilityManage the full sales cycle for digital sponsorship products from initial outreach through contract negotiation, closing, and post-event performance reportingDomestic and International travel to meet customers and attend trade shows may be requiredSuccess 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 leadsBuild and maintain strong client relationshipsCustomer retentionUnderstand client's objectives and support them to achieve these through the event campaignRegular contact with existing clients throughout the event cycleOn-site account management to achieve high exhibitor satisfaction levelsEnsure tracking and communicate digital sponsorship campaign performance metrics to demonstrate value and inform renewal strategiesNew businessDeveloping new business and revenue streams, including sponsorship and other non-square meter revenue sources through market research, telephone contact, industry networking and client meetingsProactively up-sell and cross-sell digital sponsorship opportunities to existing exhibition clients as part of integrated marketing solutionsProspect new-to-file digital-only sponsors who may not exhibit but seek targeted audience engagementCollaborate with marketing and digital teams to create compelling sponsorship proposals that showcase audience demographics, engagement data, and competitive advantagesCollaborate with internal teams, including marketing, operations, international team, and event management, to ensure customer needs are met and sales goals are achievedMaintain accurate and up-to-date sales pipeline, activity, and customer data within Salesforce to track progress, forecast revenue, and ensure effective follow-upManagement and ReportingData capture of sales activities/calls and updating the CRMCompletion of sales progress reporting (e.g. revenue vs target, activity reporting etc.)Monitor the debt reports and assist the finance team with revenue collectionProvide the marketing team with market intelligence to assist with exhibitor and visitor promotional campaignsStay current on digital advertising trends, sponsorship best practices, and emerging platforms to provide innovative solutions to clientsContinually monitor and research the market using online resources, gaining customer feedback, attending competitor events where appropriate, and industry networkingAwareness and understanding of floor plan optimizationEffective communication with other internal departments including operations, marketing, finance to maximize client experienceFunction as an integral part of overall show management effort in performing additional duties as requiredQualificationsQualifications3+ years of sales or business development experience in media, sponsorship, or B2B event sales, ideally in pharmaceutical, healthcare, or related industryProven experience selling digital advertising, sponsorships, or integrated marketing solutionsBachelor's degree in Business or similar related fieldStrong ability to negotiate effectively, handle objections, and close deals with a consultative, value-based approachDemonstrated success in managing and closing high-level business in a fast-paced, target-driven environmentCreative and analytical thinker, capable of developing tailored solutions for customers based on their needs and industry trendsStrong understanding of digital marketing metrics including impressions, click-through rates, engagement metrics, conversion tracking, and ROI measurementAbility to articulate value propositions for digital sponsorship opportunities and create data-driven presentationsAbility to think strategically, manage client relationships, and identify new sales opportunities that drive long-term business growthStrong organizational skills with the ability to manage multiple priorities and maintain accountability for personal sales targets and team goalsAbility to work autonomously, balancing individual responsibilities with team collaborationProficient in MS Office (Word, Excel, PowerPoint) and CRM systems, specifically Salesforce, to manage sales activities, track customer information, and report on performanceFamiliarity with analytics platforms (Google Analytics, social media insights, event app analytics) is a plusMotivated to continuously learn and stay informed about industry trends, products, and developments to remain competitive in the marketplaceA team-oriented mindset with the ability to work closely with cross-functional teams to meet customer needs and contribute to company-wide sales objectivesWilling and able to travel up to 30% of the time to meet clients, attend industry events, and build business relationshipsDesirableAwareness of exhibition productionExperience of growing and developing new markets and productsTele-sales, media sales or exhibition backgroundExperience with virtual/hybrid event sponsorship salesBackground in digital media sales or B2B digital marketingRelevant pharmaceutical or healthcare industry knowledgeUnderstanding of event cyclesSpanish speakingPortuguese speakingAdditional InformationWe 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.comOur 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 environmentBroader impact: take up to four days per year to volunteer, with charity match funding available tooCareer 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 movesTime 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 yearCompetitive benefits, including a 401k match, health, vision and dental insurance, parental leave and an ESPP offering company shares at a minimum 15% discountStrong wellbeing support through EAP assistance, mental health first aiders, free access to a wellness app and moreRecognition for great work, with global awards and kudos programs