Account Manager, B2B Fashion - PROJECT

Informa Markets, a division within Informa, creates global platforms for industries. We organise over 500 large-scale branded and transaction-oriented events in 14 specialist markets. These are typically not-to-be-missed annual events where buyers and sellers build relationships, see and show products and do business.

We also provide year-round online platforms where companies showcase their businesses and products and buyers conduct research, generating valuable leads, and we provide data and digital content that supports the flow of knowledge and transactions in markets.

The Account Manager plays a critical role in driving customer retention and new business growth for our Fashion events. This individual contributor position is responsible for meeting and exceeding revenue targets by developing strong relationships with both new and existing customers. A key focus of this role is to ensure an exceptional customer experience throughout the sales cycle, fostering long-term loyalty and satisfaction. The Account Manager will be tasked with selling across multiple products and revenue streams, targeting a diverse customer base, from large key accounts to small and medium-sized independent businesses.

This individual will work closely with the Head of Sales to implement the sales strategy, develop new business opportunities, and maximize revenue potential. The Account Manager will also support customer needs, negotiate effectively, and stay informed on market trends and industry developments to deliver tailored solutions for clients.

Key Responsibilities:

• Sell across multiple products and revenue streams, meeting and exceeding assigned monthly and edition sales quotas for the Fashion events.
• Work assigned territory to strategically develop and nurture a robust pipeline of both retention opportunities and new business prospects to drive sustainable, long-term revenue growth and exceed monthly/edition quotas.
• Implement pipeline management practices to maintain accurate forecasting models that provide leadership with real-time, data-driven insights for strategic business planning.
• Demonstrate excellence in CRM utilization by documenting client interactions, opportunity progression, and market intelligence within Salesforce to enhance team collaboration and customer relationship management.
• Consistently achieve and exceed weekly productivity KPIs focused on proactive lead generation, prospecting activities, client meetings conducted, and follow-up communications to maximize sales effectiveness.
• Collaborate with the Head of Sales to develop and execute a sales strategy for assigned territory, including defining client touchpoints, creating customized sales presentations and packages, and capitalizing on market trends.
• Proactively seek out new business opportunities by leveraging customer intelligence, attending industry events, and performing market analysis.
• Skillfully negotiate contracts and agreements, addressing and proactively managing customer objections to close deals and maximize revenue.
• Build and maintain strong relationships with key customers, ensuring a top-tier customer experience throughout the sales cycle.
• Support market research and opportunity assessments to identify new revenue growth opportunities.
• Stay updated on industry trends, product developments, and competitive events to ensure relevance in sales pitches and customer interactions.
• Maintain accurate and up-to-date sales pipeline, activity, and customer data within Salesforce to track progress, forecast revenue, and ensure effective follow-up.
• Work closely with the Head of Sales and relevant teams to monitor key customer accounts, floor placements, and sales progress.
• Establish and maintain a strong industry presence through regular attendance at trade shows, events, and product presentations, staying informed on the latest industry trends and innovations.
• Demonstrate thought leadership by actively participating in discussions and maintaining visibility in the fashion space.
• Collaborate with internal teams, including marketing, operations, and event management, to ensure customer needs are met and sales goals are achieved.
• Support team initiatives, share insights, and contribute to a positive, results-driven team culture.

• 5+ years of sales or business development experience in media, sponsorship, or B2B event sales. Events experience is a plus.
• 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.
• 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.
• Motivated to continuously learn and stay informed about industry trends, products, and developments to remain competitive in the marketplace.
• A team-oriented mindset with the ability to work closely with cross-functional teams to meet customer needs and contribute to company-wide sales objectives.
• Willing and able to travel up to 30% of the time to meet clients, attend industry events, and build business relationships.

Key Attributes

• High Energy - persistent and positive attitude throughout the sales cycles
• Results Driven - thrives on competition and has a high commitment to exceeding targets
• Resilient - uses challenges as motivation to improve performance
• Entrepreneurial - takes ownership of sales territory like a business owner, identifying creative solutions and new opportunities

We work hard to make sure Life at Informa is rewarding, supportive and enjoyable for everyone. Here's some of what you can expect when you join us. But don't just take our word for it - see what our colleagues have to say at LifeAt.Informa.com

Our benefits include:

• Freedom & flexibility: colleagues rate us highly for the flexibility and trust they receive, and we support a range of working patterns
• Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active colleague groups and networks promoting a positive, supportive, and collaborative work environment
• Broader impact: take up to four days per year to volunteer, with charity match funding available too
• 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: 15 days PTO rising to 20 after three years and 25 after six years, plus 10 national holidays, a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year
• Competitive benefits, including a 401k match, health, vision and dental insurance, parental leave and an ESPP offering company shares at a minimum 15% discount
• Strong wellbeing support through EAP assistance, mental health first aiders, free access to a wellness app and more
• Recognition for great work, with global awards and kudos programs
• As an international company, the chance to collaborate with teams around the world

The base salary range for this role is $80,750- $100,000 + commission, on experience.

This posting will automatically expire on December 3rd, 2026 .

We're not solely focused on a checklist of skills. We champion energy and ambition and look for colleagues who will roll their sleeves up, join in and help make things happen. If it sounds like a match and you have most - although not all - of the skills and experience listed, we welcome your application.

At Informa, you'll find inclusive experiences and environments where all perspectives and backgrounds are welcomed. As part of this approach and our diversity and inclusion commitments, we are also formally an Equal Opportunities Employer. This means we base decisions on relevant qualifications and merit and do not discriminate on the basis of key characteristics and statuses, including all of those protected by law. Ask us or see our website for full information.

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