Key Account Manager, Lions Intelligence

Informa PLC; City of Westminster; Hybrid; GBP 50,000 - 70,000; Full time

Job summary

A global business services provider is seeking a Key Account Manager in the City of Westminster, UK. This role involves enhancing revenue from key clients by building strong relationships and understanding their needs. Applicants should have at least 5 years of experience in a B2B client-facing role and a track record of driving revenue growth. You will collaborate with internal teams to ensure client satisfaction and retention. Competitive benefits, including flexible work arrangements, are offered.

Benefits

25 days annual leave, rising to 27 days after two years

Private medical cover

Volunteering opportunities with charity match funding

Training and mentoring platforms

ShareMatch scheme

Qualifications

• 5+ years in a B2B client-facing role.
• Proven success in revenue growth and target achievement.
• Ability to communicate clearly with C-Level executives.

Responsibilities

• Drive growth from designated key accounts for LIONS Intelligence products.
• Forecast renewal outcomes accurately throughout client lifetimes.
• Collaborate with Customer Success to mitigate renewal risks.

Skills

B2B client relationship management

Negotiation skills

Commercial acumen

Research and analysis

Communication skills

Tools

Salesforce CRM

Job description

Key Account Manager – Overview

Reporting into the Global Head of Key Accounts, the new Key Account Manager will take responsibility for growing billings and revenue from a defined group of LIONS Intelligence clients by developing strong relationships and a deeper understanding of their business's needs, structures and processes. You will work closely with your clients, gaining a deep understanding of their challenges and turn that knowledge into commercial growth conversations across the spectrum of LIONS Intelligence products – currently WARC, The Work, Contagious IQ and Effie. Through these deep relationships, you may also become aware of opportunities for other areas of the LIONS business – events, delegates, advisory, learning. The key accounts team are expected to identify opportunities where they exist and pass those leads and connections over to the correct team, offering support if needed. However, for clarity, the key responsibility for the key accounts team is driving growth from LIONS Intelligence subscription products. The key accounts team may work closely with other areas of the commercial function – customer success, new business and account development – potentially collaborating on deals where multiple people are involved and credit shared amongst a group.

Responsibilities

• Meet/exceed own annual value and volume renewal rate & upsell targets – growing the overall spend of your portfolio at greater rates than is achieved by the wider account development team in their portfolios.
• Meet/exceed monthly KPI targets.
• Looking after our key brand clients, understanding their pain points and challenges, and consulting them on solutions that drive growth and customer retention.
• Accurate and continuous forecasting of renewal conversation outcomes throughout their lifetime as clients.
• Create an annual business plan to identify risk & growth opportunities as well as forecast & plan for overachievement of targets. Review on a monthly basis.
• Work collaboratively with the Customer Success team to identify renewals at risk and propose, manage and execute a plan devised to reduce risk and increase likelihood of renewal.
• Maintain a strong relationship with key stakeholders so that you are clear on their challenges and can pinpoint exactly where the LIONS Intelligence service adds value for their business.
• Build terrain maps and strategic plans for each of your clients to generate a consistent pipeline that grows your account base.
• Work to understand reasons behind non-renewal and implement win back strategy.
• Have strong commercial acumen, be comfortable working to financial targets, upsell and cross sell to ensure you achieve & overachieve on targets.
• Be knowledgeable about LIONS Intelligence products – WARC, The Work, Contagious IQ – and all developments in our range of products and services. Have extensive experience selling to Brands and their sales cycles.

Qualifications

• Previous experience in a B2B client facing role and/or working with a brand owner (5+ years).
• Ability to reach and develop relationships with C-Level leadership or senior lines of business executives in your respective categories.
• Clear, concise communication skills.
• Proven negotiation skills with persistence and tenacity.
• Proven experience growing a pot of revenue.
• Evidence of a drive and determination to hit targets.
• Evidence of working within a team to achieve both individual and wider team goals.
• Excellent researcher with good knowledge of major industry sources.
• Evidence of the ability to forecast financial outcomes, identify challenges and risks and to manage a plan of action in those circumstances.
• Experience of presenting to groups of individuals face to face and running online demonstrations of products/services.
• Knowledge of Salesforce CRM system.

Benefits

• Great community – a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active diversity and inclusion networks.
• Broader impact – take up to four days per year to volunteer, with charity match funding available.
• Career opportunity – the opportunity to develop your career with bespoke training and learning, mentoring platforms and on-demand access to thousands of courses on LinkedIn Learning. When it's time for the next step, we encourage and support internal job moves.
• Time out – 25 days annual leave, rising to 27 days after two years, plus a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year.
• A flexible range of personal benefits to choose from, plus company funded private medical cover.
• A ShareMatch scheme that allows you to become an Informa shareholder with free matching shares.
• Strong wellbeing support through EAP assistance, mental health first aiders, a healthy living subsidy, access to health apps and more.
• Recognition for great work, with global awards and kudos programmes.
• As an international company, the chance to collaborate with teams around the world.

Informa Festivals

Informa Festivals marks an exciting new chapter in B2B events, bringing some of the world's most influential creative, technology and business festivals together. We're combining prestigious events like Cannes Lions, Black Hat, Money20/20, GDC, and London Tech Week with cutting‑edge marketing intelligence platforms and advisory services to deliver unmissable experiences and insights.

Our festival‑led approach reimagines traditional B2B events, creating powerful, immersive experiences that drive innovation and industry advancement. Building on decades of expertise and powered by Informa's international reach, we're shaping the next generation of business festivals. We're part of Informa, a global business with a network of trusted brands in specialist markets across more than 30 countries, and a member of the FTSE 100 who are #3 in Glassdoor's Best Places to Work 2025 UK list.

We believe that great things happen when people connect face‑to‑face. That's why we work in‑person with each other, or with customers and partners, three days a week or more. When you're not spending time together in one of our offices or other workplaces – like at an Informa event – you get the flexibility and support to work from home or remotely. We work hard to make sure Life at Informa is rewarding, supportive and enjoyable for everyone.