By: Onkar
About Informa Markets
Informa Markets creates platforms for industries and specialist markets to trade, innovate and grow. Through targeted digital services, virtual and face-to-face exhibitions and actionable data solutions, our 450+ brands provide buyers and sellers around the world with opportunities to connect. As the world’s leading market-making company, we bring a diverse range of specialist markets to life, unlocking opportunities and helping them to thrive 365 days of the year.
The Role
The Account Manager will be responsible for active and non-active accounts across specific regions and act as their single point of contact.
The Account Manager will play a sales function across the entire portfolio, with a mix of large number of mid-tier customers, they will be required to undergo the occasional need to meet customers face to face outside of the “at event” sales activities, by attending competitor shows or customer meetings, as well as new business generation.
The ideal location for this position is on the East Coast. The selected candidate will be responsible for conducting team meetings with colleagues in the Netherlands on the Central European Time (CET) time zone.
Job Summary/Responsibilities
The Account Manager will be responsible for selling all the space and all non stand product sales including sponsorship, digital, print and conference sponsorship across the entire portfolio. You will work closely with the Lead Account Manager and other account team members.
He/she will provide a high standard of customer care and account management and will make use the knowledge gained from client relationships to sell the full portfolio to each and every client.
The Account Manager will have a knowledge and awareness of the brand industry, which will develop overtime. Further brand and industry expertise and insight will be developed collaborating with and learning from Lead and Key Account Managers. Maintaining and strengthening the relationship throughout the year is an important focus, to develop an understanding of the customers’ needs and expectations from their attendance at the event. The Account Manager will then be able to create and articulate a compelling and innovative value proposition which responds the customers’ needs. They will have a significant role in supporting business unit re-booking of customers, at an event, whilst supporting as a guest re-booker at events where they don’t have necessarily have personal account relationships.
The Account Manager will also keep abreast of industry news by reading trade journals, social media, etc, to ensure that they are seen by their clients as a valuable information resource.
Qualities needed for the role
• Significant experience in a B2B sales team and proven ability to deliver or overachieve on revenue targets
• Significant experience and eminence in relevant industry or brand knowledge
• Proven ability to manage a number of customer accounts
• Strong relationship management experience, maintaining customer contact and relevance
• Ability to develop relationships at senior levels and manage customer needs
• Ability to identify and pursue cross and up selling opportunities
• Ability to understand and articulate value proposition and customer ROI
• Ability to negotiate effectively, and proactively handle and respond to customer objections
• Willingness to informally coach and develop junior Account Executives
• Strong interpersonal skills, confident personality, high level of enthusiasm
• University Bachelor’s Degree qualification (2:2 or higher)
Desired
· Experience with Salesforce CRM
We offer:
We know that sometimes the 'perfect candidate' doesn't exist, and that people can be put off applying for a job if they don't fit all the requirements. If you're excited about working for us and have most of the skills or experience we're looking for, please go ahead and apply. You could be just what we need! We believe strongly in the value of diversity and creating supportive, inclusive environments where our colleagues can succeed. As such, Informa is proud to be an Equal Opportunity Employer. We do not discriminate on the basis of race, color, ancestry, national origin, religion, or religious creed, mental or physical disability, medical condition, genetic information, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity, gender expression, age, marital status, military or veteran status, citizenship, or other protected characteristics under federal, state or local law.
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