Account Manager

Informa; Orlando (FL); On-site; USD 70,000 - 110,000; Full time

Job summary

Informa Markets, a division within Informa, drives global platforms for industries to trade, innovate and grow. This Orlando-based role focuses on digital sponsorship sales and full-cycle account management across events and platforms.

You will generate new revenue, manage client relationships, and report performance against targets. Responsibilities include identifying opportunities, presenting ROI-driven sponsorship packages, and coordinating with marketing, operations, and international teams

Qualifications

• 3+ years of sales or business development experience in media, sponsorship, or B2B event sales.
• Proven experience selling digital advertising, sponsorships, or integrated marketing solutions.
• Bachelor's degree in Business or similar related field.
• Strong ability to negotiate effectively, handle objections, and close deals with a consultative, value-based approach.
• Demonstrated success in managing and closing high-level business in a fast-paced, target-driven environment.
• Creative and analytical thinker with ability to tailor solutions for customers.

Responsibilities

• Meet and exceed revenue targets for assigned products and events.
• Develop strategic plans to achieve revenue goals by researching markets and trends.
• Identify and secure digital sponsorship opportunities across multiple platforms.
• Present customized sponsorship packages showing ROI through audience reach and metrics.
• Manage full sales cycle from outreach to contract negotiation and post-event reporting.
• Travel domestically and internationally to meet customers and attend trade shows as required.
• Maintain accurate sales pipeline and CRM data to forecast revenue and ensure follow-up.

Skills

Sales experience

Digital advertising sales

Sponsorship sales

Negotiation

Relationship management

Education

Bachelor's degree in Business

Tools

Salesforce

MS Office

Job description

Informa Markets , a division within Informa, creates global platforms for industries to trade, innovate and grow. We organise over 450 large-scale branded and transaction-led events in over a dozen specialist markets. These are typically not-to-be-missed live and on-demand B2B events where industries convene and people gather to do business.

We also provide data and digital content, as well as year-round online platforms where companies showcase their businesses and products and buyers conduct research, generating valuable leads.

Job Description

This role is based in our Orlando, FL office.

Job Summary/Responsibilities

Key Performance Indicators

• Achievement of sales revenue targets within timelines
• Number of effective calls and client meetings made per week
• Exhibitor satisfaction levels
• Timely & accurate reporting of sales results and activities

Main Duties & Responsibilities:

Sales and Account Management

• Achieve and exceed set revenue targets for the assigned products and events in accordance with the sales plan
• Work independently and with line manager to create strategic plans to achieve revenue goals by generating new sales ideas and researching new markets and trends
• Identify, prospect, and secure digital sponsorship opportunities across multiple platforms including event websites, mobile event apps, email campaigns, webinars, virtual components, and digital advertising placements
• Present customized digital sponsorship packages that align with client marketing objectives, demonstrating clear ROI through audience reach, engagement metrics, and brand visibility
• Manage the full sales cycle for digital sponsorship products from initial outreach through contract negotiation, closing, and post-event performance reporting
• Domestic and International travel to meet customers and attend trade shows may be required
• Success will be measured on weekly activity levels, i.e. Consistently making a minimum of 55-65 calls per day or 2+ hours of Constructive talk time, sales against target and new business leads
• Build and maintain strong client relationships
  • Customer retention
    • Understand client's objectives and support them to achieve these through the event campaign
    • Regular contact with existing clients throughout the event cycle
    • On-site account management to achieve high exhibitor satisfaction levels
    • Ensure tracking and communicate digital sponsorship campaign performance metrics to demonstrate value and inform renewal strategies
  • New business
    • Developing new business and revenue streams, including sponsorship and other non-square meterrevenue sources through market research, telephone contact, industry networking and client meetings
    • Proactively up-sell and cross-sell digital sponsorship opportunities to existing exhibition clients as part of integrated marketing solutions
    • Prospect new-to-file digital-only sponsors who may not exhibit but seek targeted audience engagement
• Collaborate with marketing and digital teams to create compelling sponsorship proposals that showcase audience demographics, engagement data, and competitive advantages
• Collaborate with internal teams, including marketing, operations, international team, and event management, to ensure customer needs are met and sales goals are achieved
• Maintain accurate and up-to-date sales pipeline, activity, and customer data within Salesforce to track progress, forecast revenue, and ensure effective follow-up

Management and Reporting

• Data capture of sales activities/calls and updating the CRM
• Completion of sales progress reporting (e.g. revenue vs target, activity reporting etc.)
• Monitor the debt reports and assist the finance team with revenue collection
• Provide the marketing team with market intelligence to assist with exhibitor and visitor promotional campaigns
• Stay current on digital advertising trends, sponsorship best practices, and emerging platforms to provide innovative solutions to clients
• Continually monitor and research the market using online resources, gaining customer feedback, attending competitor events where appropriate, and industry networking
• Awareness and understanding of floor plan optimization
• Effective communication with other internal departments including operations, marketing, finance to maximize client experience
• Function as an integral part of overall show management effort in performing additional duties as required

Qualifications

Qualifications

• 3+ years of sales or business development experience in media, sponsorship, or B2B event sales, ideally inpharmaceutical, healthcare, or related industry
• Proven experience selling digital advertising, sponsorships, or integrated marketing solutions
• Bachelor's degree in Business or similar related field
• Strong ability to negotiate effectively, handle objections, and close deals with a consultative, value-based approach
• Demonstrated success in managing and closing high-level business in a fast-paced, target-driven environment
• Creative and analytical thinker, capable of developing tailored solutions for customers based on their needs and industry trends
• Strong understanding of digital marketing metrics including impressions, click-through rates, engagement metrics, conversion tracking, and ROI measurement
• Ability to articulate value propositions for digital sponsorship opportunities and create data-driven presentations
• Ability to think strategically, manage client relationships, and identify new sales opportunities that drive long-term business growth
• Strong organizational skills with the ability to manage multiple priorities and maintain accountability for personal sales targets and team goals
• Ability to work autonomously, balancing individual responsibilities with team collaboration
• Proficient in MS Office (Word, Excel, PowerPoint) and CRM systems, specifically Salesforce, to manage sales activities, track customer information, and report on performance