Strategic Account Manager | Retail Events

Reed Exhibitions; Sydney; Hybrid; AUD 90,000 - 150,000; Full time

Benefits offered by this job

Uncapped commission

Hybrid working

Wellbeing initiatives

Paid parental leave

Volunteer leave

Retail discounts

Job summary

Reed Exhibitions in Sydney is seeking a Strategic Account Manager to grow a portfolio of larger customers across Reed Gift Fairs, linking wholesalers with retailers across fashion, gifts, toys, homewares and more.

You’ll balance strategic account growth with proactive business development, with ~60% of time on new business and a hybrid work model from Sydney. You’ll use AI tools and Gong to identify opportunities and build value-driven propositions.

Qualifications

• 3-5 years in sales, account management or business development.
• Proven track record balancing account growth with new business acquisition.
• Confidence prospecting, cold calling and generating opportunities.
• Strong consultative and value‑based selling capability.
• Experience managing larger or strategically important customer accounts.
• Excellent relationship‑building with owners and senior decision‑makers.
• Strong negotiation, objection-handling and closing skills.
• Self‑motivated and accountable.

Responsibilities

• Manage and grow a portfolio of larger, strategically important retail customer accounts.
• Prospect and win new customers through outbound calling, referrals, networking and self-generated leads.
• Use AI tools to research prospects, identify opportunities and prepare for sales conversations.
• Build relationships with business owners, retailers, wholesalers and corporate decision-makers.
• Develop tailored, value-based commercial propositions based on individual customer needs.
• Manage your own revenue targets, pipeline and sales activity.
• Negotiate commercial terms and progress opportunities to close.
• Use CRM to maintain accurate customer, pipeline and performance information.
• Collaborate with internal teams to deliver an excellent customer experience.
• Attend Reed Gift Fairs in Sydney and Melbourne.

Skills

Strategic account management

New business development

Prospecting

Relationship building

Negotiation

Closing deals

CRM software

Education

Bachelor's degree

Tools

Gong

CRM software

AI prospecting tools

Job description

Sydney | Hybrid | Uncapped Commission

Are you a commercially driven sales professional who knows how to grow valuable customer relationships while still enjoying the thrill of winning new business?

RX is looking for a Strategic Account Manager to manage and grow a portfolio of larger customers across Reed Gift Fairs, connecting leading wholesalers and suppliers with retailers across fashion, gifts, toys, homewares, outdoor living, pets and more.

This is not a purely relationship-management role. You’ll combine strategic account growth with proactive business development, with approximately 60% of your focus on new business, while developing long‑term relationships with customers ranging from independent retailers through to major brands.

About RX

At RX, we’re in the business of building businesses, and we have fun doing it.

We create high‑profile events that bring industries and communities together, connecting customers with new markets, opportunities and experiences. As part of RELX, we combine the scale and career opportunities of a global organisation with the pace, variety and energy of the events industry.

What's in it for You?

• Uncapped earning potential, with commission accelerators for exceeding your targets
• Take ownership of larger, strategically important customer accounts while continuing to build new business
• Work across Reed Gift Fairs in Sydney and Melbourne and see the partnerships you create come to life on the exhibition floor
• Sell into diverse retail sectors including fashion, gifts, toys, homewares, outdoor living and pets
• Use AI‑enabled prospecting tools and Gong to identify opportunities and prepare for customer conversations
• Hybrid working from Sydney, with the team together in the office Monday to Wednesday
• Access wellbeing initiatives, paid parental and volunteering leave, learning resources, retail discounts and additional benefits

About the Role

You’ll take ownership of a portfolio of larger and strategically important customers across Reed Gift Fairs, which runs major events in Sydney and Melbourne.

Your customer base will span small and medium‑sized retailers, wholesalers and larger corporate brands. You’ll develop strong relationships with business owners and senior decision‑makers, understand what matters commercially to their business and build propositions that deliver genuine value.

While you’ll inherit established relationships, this role has a strong growth focus. Approximately 60% of the role is new business development, so you’ll be expected to proactively identify prospects, generate your own leads and create new commercial opportunities.

This is predominantly a phone‑led sales role, complemented by face‑to‑face customer meetings and time at RX events. You’ll independently manage your portfolio, revenue targets and pipeline from initial prospecting through to negotiation, close and ongoing account growth.

What You’ll Be Doing

• Managing and growing a portfolio of larger, strategically important retail customer accounts
• Prospecting and winning new customers through outbound calling, referrals, networking and self‑generated leads
• Using AI tools to research prospects, identify opportunities and prepare for sales conversations
• Building relationships with business owners, retailers, wholesalers and corporate decision‑makers
• Developing tailored, value‑based commercial propositions based on individual customer needs
• Managing your own revenue targets, pipeline and sales activity
• Negotiating commercial terms, handling objections and confidently progressing opportunities to close
• Using CRM and sales technology to maintain accurate customer, pipeline and performance information
• Collaborating with internal teams to deliver an excellent customer experience
• Attending and supporting Reed Gift Fairs in Sydney and Melbourne

About You

You’re an experienced sales professional who can balance strategic account management with genuine new business development. You enjoy building trusted relationships, but you’re equally comfortable picking up the phone, opening doors and creating opportunities from scratch.

You’ll bring:

• Around 3-5 years’ sales, account management or business development experience
• A strong track record balancing account growth and new business acquisition
• Confidence prospecting, cold calling and generating your own opportunities
• Strong consultative and value‑based selling capability
• Experience managing larger or strategically important customer accounts
• Strong commercial awareness and the ability to manage your own targets, pipeline and performance
• Excellent relationship‑building skills, with the empathy and maturity to work closely with business owners and senior decision‑makers
• Strong negotiation, objection‑handling and closing skills
• An articulate, self‑motivated and accountable approach
• Experience in exhibitions, events, retail, wholesale, media or another B2B sales environment would be advantageous, but isn’t essential

RX also offers wellbeing initiatives, paid parental and volunteering leave, learning and development resources, retail discounts, income protection and benefits designed to support you and your family.