Account Manager

Informagroupplc; Orlando (FL); On-site; USD 80,000 - 120,000; Full time

Job summary

Informagroupplc in Orlando, FL is seeking an experienced Sales & Account Manager to drive digital sponsorship revenue for events. You will manage the full sales cycle, identify new digital sponsorship opportunities, and nurture client relationships from outreach to renewal.

The role requires negotiating with clients, coordinating with marketing and operations teams, and occasional international travel to meet buyers and attend trade shows.

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 a related field.
• Strong negotiation and closing skills with a consultative, value-based approach.
• Experience building strategic plans to drive revenue growth.
• Excellent client relationship management and communication skills.
• Familiarity with Salesforce or CRM systems.

Responsibilities

• Meet or exceed revenue targets through new and existing clients.
• Manage full sales cycles from outreach to contract and post-event reporting.
• Proactively identify new sponsorship opportunities across digital channels.
• Collaborate with marketing, operations, and international teams.
• Maintain accurate sales pipeline and CRM data.
• Travel domestically and internationally as required.

Skills

Sales experience

Digital advertising

Sponsorship sales

B2B event sales

Negotiation

Account management

CRM (Salesforce)

Strategic planning

Communication

Education

Bachelor's degree in Business or related field

Tools

Salesforce

Job description

This role is based in our Orlando, FL office.

Job Summary/Responsibilities

• 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 meter revenue 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

Collaboration and Marketing

• 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

• 3+ years of sales or business development experience in media, sponsorship, or B2B event sales, ideally in pharmaceutical, 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 accountabil