Boat Show Exhibitor Success Manager

Informa; Sydney; On-site; AUD 90,000 - 130,000; Full time

Benefits offered by this job

Freedom & flexibility

Great community

Volunteer days

Career development

Time off benefits

ShareMatch

Job summary

Informa, a global leader in information and events, is recruiting an Account Manager for the Australian International Boat Show. The role is based at our Sydney office and focuses on growing revenue, managing exhibitor relationships, and driving bookings while upholding show rules and processes.

You will build strong knowledge of exhibitors, manage the sales pipeline, conduct meetings and site visits, and coordinate across operations to deliver a high-quality exhibitor experience and successful

Qualifications

• Demonstrated business-development, account-management or consultative-sales capability.
• An exceptional customer-service mindset, with empathy, persistence and a genuine desire to make participation easier.
• Commercial curiosity and ability to recognise opportunities that create value for both the exhibitor and the show.
• Confidence developing relationships, asking effective questions, negotiating and closing business.
• Strong judgement and ability to work constructively within rules, contracts and approval boundaries.
• Clear written and verbal communication, accurate record-keeping and disciplined follow-up.
• Ability to remain calm and solutions-focused when issues are urgent, complex or emotionally charged.
• Capacity to work across functional boundaries and mobilise colleagues without losing ownership of the customer outcome.
• CRM and Microsoft 365 proficiency; Salesforce experience is advantageous.

Responsibilities

• Identify and develop new exhibitor, product, category and revenue opportunities aligned with the show's strategy and audience.
• Build and manage a qualified sales pipeline, undertake proactive outreach, conduct meetings and site visits, prepare approved proposals and secure bookings.
• Develop strong knowledge of each allocated exhibitor's business, objectives and participation needs.
• Act as a consistent exhibitor contact from early enquiry through planning, on-site delivery, debrief and rebooking.
• Take ownership of exhibitor issues: listen, clarify the desired outcome, coordinate internal action, communicate progress and ensure a proper resolution or handover.
• Work across operations, commercial administration, marketing, finance, sponsorship and venues to identify compliant solutions.
• Explain show rules, contractual requirements, deadlines and decisions clearly and respectfully; elevate exceptions through the correct approval pathway.
• Protect approved pricing, inventory, terms and commercial controls and accurately record all customer interactions and commitments.
• Identify cross-sell and up-sell opportunities that improve exhibitor outcomes, including space, digital, marketing, content and other approved products.
• Support retention and rebooking strategies and gather structured exhibitor feedback to improve future show cycles.
• Monitor sector activity, competitor events and emerging categories and provide evidence-based recommendations for growth, including the post-2029 expansion plan.
• Contribute to sales forecasts, account plans, activity reporting and revenue reviews.
• Support exhibitor briefings, industry functions, conferences, networking events and on-site account management.
• Coordinate appropriately with the Sponsorship Manager where an opportunity may be better suited to sponsorship or partnership.
• Undertake other reasonable duties supporting Informa and AIBS delivery.

Skills

Business development

Account management

Sales

CRM

Negotiation

Communication

Team collaboration

Salesforce experience

Tools

Salesforce

Microsoft 365

CRM

Job description

Informa, a global leader in information and events, is recruiting an Account Manager for the Australian International Boat Show. The role is based at our Sydney office and focuses on growing revenue, managing exhibitor relationships, and driving bookings while upholding show rules and processes.

You will build strong knowledge of exhibitors, manage the sales pipeline, conduct meetings and site visits, and coordinate across operations to deliver a high-quality exhibitor experience and successful