Strategic Account Manager | Retail Events

RELX Group; Sydney; Hybrid; AUD 120,000 - 180,000; Full time

Benefits offered by this job

Wellbeing initiatives

Paid parental leave

Volunteer leave

Learning resources

Retail discounts

Income protection

Job summary

RELX Group is seeking aStrategic Account Manager to manage and grow a portfolio of larger customers across Reed Gift Fairs in Sydney and Melbourne. You will balance strategic account growth with proactive new business development, engaging retailers, wholesalers and major brands.

You will use AI-enabled prospecting tools and Gong, build tailored value propositions, and own revenue targets and pipeline with a hybrid work setup from Sydney and on-site events.

Qualifications

• 3–5 years in sales, account management or business development.
• Experience with large or strategic accounts.
• Comfort with prospecting and cold calling.
• Strong consultative and value-based selling.
• Excellent relationship-building with business owners and senior decision-makers.
• Ability to manage targets, pipeline and performance.
• Experience in exhibitions/events or B2B sales is advantageous.

Responsibilities

• Manage a portfolio of large, strategically important retail accounts.
• Prospect and win new customers through outbound calling and referrals.
• Research prospects using AI tools and prepare for conversations.
• Negotiate commercial terms and close opportunities.
• Collaborate with internal teams to deliver an excellent customer experience.
• Attend Reed Gift Fairs in Sydney and Melbourne.

Skills

Strategic accounts

New business development

Relationship building

Negotiation

Prospecting

CRM use

B2B sales

Exhibitions experience

Tools

CRM

Gong

Job description

Sydney | Hybrid | Uncapped CommissionAre 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 RXAt 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 targetsTake ownership of larger, strategically important customer accounts while continuing to build new businessWork across Reed Gift Fairs in Sydney and Melbourne and see the partnerships you create come to life on the exhibition floorSell into diverse retail sectors including fashion, gifts, toys, homewares, outdoor living and petsUse AI-enabled prospecting tools and Gong to identify opportunities and prepare for customer conversationsHybrid working from Sydney, with the team together in the office Monday to WednesdayAccess wellbeing initiatives, paid parental and volunteering leave, learning resources, retail discounts and additional benefitsAbout the RoleYou’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 DoingManaging and growing a portfolio of larger, strategically important retail customer accountsProspecting and winning new customers through outbound calling, referrals, networking and self-generated leadsUsing AI tools to research prospects, identify opportunities and prepare for sales conversationsBuilding relationships with business owners, retailers, wholesalers and corporate decision-makersDeveloping tailored, value-based commercial propositions based on individual customer needsManaging your own revenue targets, pipeline and sales activityNegotiating commercial terms, handling objections and confidently progressing opportunities to closeUsing CRM and sales technology to maintain accurate customer, pipeline and performance informationCollaborating with internal teams to deliver an excellent customer experienceAttending and supporting Reed Gift Fairs in Sydney and MelbourneAbout YouYou’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 experienceA strong track record balancing account growth and new business acquisitionConfidence prospecting, cold calling and generating your own opportunitiesStrong consultative and value-based selling capabilityExperience managing larger or strategically important customer accountsStrong commercial awareness and the ability to manage your own targets, pipeline and performanceExcellent relationship-building skills, with the empathy and maturity to work closely with business owners and senior decision-makersStrong negotiation, objection-handling and closing skillsAn articulate, self-motivated and accountable approachExperience in exhibitions, events, retail, wholesale, media or another B2B sales environment would be advantageous, but isn’t essentialRX 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.Apply NowIf you’re a commercially driven Account Manager who loves growing valuable customer relationships while still hunting and winning new business , we’d love to hear from you.We know your well-being and happiness are key to a long and successful career. We are delighted to offer country specific benefits. Click here to access benefits specific to your location.We are committed to providing a fair and accessible hiring process. If you have a disability or other need that requires accommodation or adjustment, please let us know by completing our Applicant Request Support Form or please contact 1-855-833-5120.Criminals may pose as recruiters asking for money or personal information. We never request money or banking details from job applicants. Learn more about spotting and avoiding scams here .Please read our Candidate Privacy Policy .We are an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law.USA Job Seekers:EEO Know Your Rights .