Account Executive - Digital

About Informa Markets

We organize 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. 

Informa’s Fashion Portfolio is the leading producer of world-renowned fashion tradeshows and digital events such as MAGIC, COTERIE, PROJECT, and SOURCING AT MAGIC. We believe uniting the industry’s best talent and most dynamic opportunities will translate into stronger events for buyers and sellers and help us achieve our promise to the industry: to bring together great brands and retailers in superbly merchandised experiences, provide superior customer service, and ultimately present end consumers with the best apparel, footwear, accessories, and fashion products.

Note this role is Temp-to-Perm, will be employed by a third-party company through the Temporary time period, and will be reviewed for an opportunity to convert to Permanent Informa Employee end of March 2022.

The Account Executive for Digital is responsible for revenue generation from digital channels, primarily from existing/retention customers within the Fashion business unit. This role is critical to the strategic focus of the business, as we drive more revenue and value from our digital marketplace and other digital channels. This role will cultivate existing fashion brands to persuade them of the value of our digital marketing and sales offerings. While the role will focus on specific brands in the Contemporary Women’s market, it will also develop the flexibility to work across multiple fashion categories.  The Account Executive will collaborate with existing event sales team members to drive sales for our digital offerings, demonstrating the digital platforms and the strategic value they provide for fashion brands. The performance will be evaluated based on the adoption of brands onto digital products and your ability to maintain and strengthen our relationship with brands throughout the year.

You will have the opportunity to develop your knowledge of the fashion industry and the markets we serve, in collaboration with Sales Managers and Sales Directors of the show teams (Coterie, Magic, Project). You will develop an understanding of customers’ needs and expectations from their attendance at our physical events and digital platforms. You will understand the customers’ needs and articulate a compelling value proposition as part of the sale. 

Role Accountability and Duties:

•  Sell the digital platform to Contemporary Women’s accounts with engaging conversations, detailed demonstrations, and compelling proposals while
•  Guide accounts through the onboarding process
• Assist with brand service questions for the digital platform
• Execute on assigned Sales campaigns, against accounts, products, and revenue targets, in line with the digital sales plan
• Support on-site customer accounts, by providing exceptional customer service and upselling to digital
• Collect and distribute customer insight to the Sales, Marketing, Customer Success, Digital Ops, and Product teams
• Maintain accurate pipeline, sales activity, and customer information within Salesforce to keep Sales Director & VP Events informed of the customer pipeline and critical information
• Build industry-specific and product knowledge, researching the competitive landscape, and identifying and understanding our unique value proposition in the market
• Support Finance/Billers in resolving bad debt customers as a final escalation point as well as helping to collect deposits or balances
• Create new digital business opportunities supporting Sales Managers and Directors by assisting in lead entry and lead research via internet/social media  

As an Account Executive, you will be evaluated on:

• Number of brands fully onboarded onto the digital platform
• Digital revenue performance against target
• Individual performance metrics
• Number of pipeline opportunities
• Percent of sales target attained
• Campaign penetration rates
• Individual sales activity metrics
• Number of calls/emails/Teams meetings: productivity
• Customer contact volume to penetrate campaigns to get through leads
• Sales process and technology adoption metrics
• Key Salesforce system adoption metrics
• Sales Excellence pipeline process adoption
• New digital sales support through lead entry and research
• Administrative tasks completion and support

• University Bachelor’s Degree
• 2-3 years’ minimum experience in a B2B fashion digital sales role and proven ability to deliver and exceed revenue targets
• Experience managing multiple customers/leads and maintaining high energy sales
• Relationship management experience including maintaining customer connection and communication
• Ability to identify and pursue cross- and up-selling opportunities
• Ability to ask probing questions in order to proactively handle and respond to customer objections
• Strong interpersonal skills, high level of passion and enthusiasm for the job
• Ability to work collaboratively across many key teams

We offer:

• Competitive Compensation Package
• Access to LinkedIn Learning and other development/training opportunities
• Health and Wellness Benefits (medical, dental, eye)
• 401K and Matching
• Employee Stock Purchase Program
• Generous PTO policy
• Work-life balance
• Additional discounts through various partnerships

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.