Account Manager

Informa Group . • Orlando, FL

19d • Hybrid

About The Position

The Account Manager is based in Informa Markets’ Orlando, Florida office and is responsible for achieving revenue targets and developing digital sponsorship and other sales opportunities for assigned products and events. The role identifies and secures sponsorships across event websites, mobile event apps, email campaigns, webinars, virtual components, and digital advertising placements; builds customized proposals that align with client objectives; and manages sales from prospecting through negotiation, closing, and post-event performance reporting.

The position develops and maintains client relationships, supports customer objectives throughout the event cycle, and manages accounts on-site to promote exhibitor satisfaction. It also develops new business through market research, networking, calls, and client meetings; grows existing accounts through cross-selling and upselling; and collaborates with marketing, digital, operations, finance, international, and event-management teams. The Account Manager maintains sales and customer records in Salesforce, reports activity and revenue progress, monitors debt reports with the finance team, and shares market intelligence with marketing. Domestic and international travel may be required, with travel of up to 30% stated in the qualifications.

The role is expected to meet activity and revenue goals, including consistently making 55–65 calls per day or achieving at least two hours of constructive talk time. The position works in person with colleagues or customers three or more days per week, with flexibility to work from home or remotely at other times.

Requirements

• At least 3 years of sales or business development experience in media, sponsorship, or B2B event sales; pharmaceutical, healthcare, or related industry experience is ideal.
• Proven experience selling digital advertising, sponsorships, or integrated marketing solutions.
• Bachelor’s degree in Business or a related field.
• Strong negotiation skills, including handling objections and closing deals using a consultative, value-based approach.
• Demonstrated success managing and closing high-level business in a fast-paced, target-driven environment.
• Creative and analytical thinking, including the ability to develop tailored customer solutions based on needs and industry trends.
• Strong understanding of digital marketing metrics, including impressions, click-through rates, engagement metrics, conversion tracking, and ROI measurement.
• Ability to explain digital sponsorship value propositions and create data-driven presentations.
• Ability to think strategically, manage client relationships, and identify sales opportunities that support long-term growth.
• Strong organizational skills and ability to manage multiple priorities while remaining accountable for personal sales targets and team goals.
• Ability to work autonomously while collaborating with a team.
• Proficiency in MS Office (Word, Excel, and PowerPoint) and CRM systems, specifically Salesforce.
• Motivation to learn and stay informed about industry trends, products, and developments.
• Team-oriented approach and ability to work with cross-functional teams to meet customer needs and contribute to sales objectives.
• Willingness and ability to travel up to 30% of the time.

Nice To Haves

• Familiarity with analytics platforms such as Google Analytics, social media insights, or event app analytics.
• Awareness of exhibition production.
• Experience growing and developing new markets and products.
• Tele-sales, media sales, or exhibition background.
• Experience with virtual or hybrid event sponsorship sales.
• Background in digital media sales or B2B digital marketing.
• Relevant pharmaceutical or healthcare industry knowledge.
• Understanding of event cycles.
• Spanish language skills.
• Portuguese language skills.

Responsibilities

• Achieve and exceed revenue targets for assigned products and events in accordance with the sales plan.
• Create strategic plans with the line manager to meet revenue goals, generating sales ideas and researching markets and trends.
• Identify, prospect, and secure digital sponsorship opportunities across event websites, mobile apps, email campaigns, webinars, virtual components, and digital advertising.
• Present customized sponsorship packages aligned with client marketing objectives and demonstrate ROI through reach, engagement, and brand visibility.
• Manage the full sales cycle for digital sponsorship products, from outreach and negotiation through closing and post-event performance reporting.
• Make the required sales calls or maintain constructive talk time, and generate new business leads.
• Build and maintain client relationships, retain customers, and maintain regular contact with existing clients throughout event cycles.
• Understand client objectives and support their achievement through event campaigns.
• Manage accounts on-site to achieve high exhibitor satisfaction.
• Track and communicate digital sponsorship campaign performance to demonstrate value and inform renewals.
• Develop new business and revenue streams through market research, telephone contact, industry networking, and client meetings.
• Upsell and cross-sell digital sponsorship opportunities to existing exhibition clients and prospect digital-only sponsors.
• Collaborate with marketing and digital teams to develop sponsorship proposals using audience demographics, engagement data, and competitive advantages.
• Coordinate with marketing, operations, international teams, finance, and event management to meet customer needs and sales goals.
• Maintain accurate sales pipeline, activity, and customer data in Salesforce for tracking, forecasting, and follow-up.
• Capture sales activity and calls in the CRM and complete sales progress reporting, including revenue versus target and activity reports.
• Monitor debt reports and assist the finance team with revenue collection.
• Provide market intelligence to the marketing team for exhibitor and visitor promotional campaigns.
• Keep current on digital advertising trends, sponsorship best practices, and emerging platforms.
• Research markets using online resources, customer feedback, competitor events, and industry networking.
• Maintain awareness of floor plan optimization and communicate effectively with internal departments to maximize client experience.
• Contribute to overall show management and perform additional duties as required.
• Travel to meet clients, attend trade shows and industry events, and build business relationships, as required.

Benefits

• 15 days of paid time off, increasing to 20 days after three years and 25 days after six years.
• 10 national holidays and a birthday leave day.
• Opportunity to work from almost anywhere for up to four weeks per year.
• 401(k) match.
• Health insurance.
• Vision insurance.
• Dental insurance.
• Parental leave.
• Employee stock purchase plan (ESPP) with company shares offered at a minimum 15% discount.
• Up to four volunteer days per year and charity match funding.
• Training and learning opportunities, mentoring platforms, and access to LinkedIn Learning courses.
• Employee assistance program and access to a wellness app.
• Mental health first aiders.
• Global awards and recognition programs.
• Welcoming culture with social events and colleague groups and networks.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level