Account Manager, Business Solutions

Informa Group Plc. • New York, NY

27d • $85,000 - $100,000 • Hybrid

About The Position

This role is based in our NYC or Santa Monica office. The Account Manager, Business Solutions plays a critical role in driving customer retention and new business growth for our Fashion events and Business Solutions Center initiatives. This individual contributor position is responsible for meeting and exceeding revenue targets by developing strong relationships with both new and existing customers across our comprehensive fashion ecosystem. A key focus of this role is to ensure exceptional customer experience throughout the sales cycle, fostering long-term loyalty and satisfaction while positioning our Business Solutions program as a strategic advantage for clients. The Account Manager will be tasked with selling across multiple products and revenue streams, targeting a diverse customer base that includes technology platform providers, fashion business consultants, retail analytics firms, and fashion brands ranging from large key accounts to small and medium-sized independent businesses seeking integrated solutions for their operational challenges. This individual will work closely with the Head of Sales to implement the sales strategy, develop new business opportunities, and maximize revenue potential while leveraging the Business Solutions Center's unique value proposition of transforming trade shows into powerful learning and networking hubs.

Requirements

• 5+ years of sales or business development experience in media, sponsorship, B2B event sales, or technology solutions sales. Fashion industry and 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.
• 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

Nice To Haves

• Fashion industry and events experience is a plus.

Responsibilities

• Sell across multiple products and revenue streams, including Fashion Solutions Center educational workshops, technology demonstrations, and solution provider partnerships, meeting and exceeding assigned monthly and edition sales quotas for 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 about technology gaps, attending industry events, and performing market analysis on the evolving needs of fashion brands managing wholesale, DTC, and marketplace sales simultaneously.
• 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.

Benefits

• 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

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed
• Number of Employees: 5,001-10,000 employees