Account Manager

Informa Group Plc. • Orlando, FL

8h • $75,000 - $85,000 • Hybrid

About The Position

The Account Manager sells and manages digital sponsorship opportunities for assigned Informa Markets products and events. The role is based in the Orlando, Florida office and includes building client relationships, achieving revenue targets, developing new business, and presenting tailored digital sponsorship packages that demonstrate value through audience reach, engagement, and brand visibility. The Account Manager manages sales from prospecting and proposal development through negotiation, close, and post-event performance reporting, while collaborating with marketing, digital, operations, finance, international, and event management teams.

The role requires regular prospecting and client contact, accurate CRM and sales reporting, monitoring campaign performance and customer satisfaction, and supporting revenue collection. Success is measured by sales results, new business leads, sales activity, exhibitor satisfaction, and timely reporting. Domestic and international travel may be required, with travel of up to 30% stated in the qualifications. The position is based in Orlando and follows an in-person work model of at least three 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 similar related field.
• Strong negotiation, objection-handling, and deal-closing skills 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 customer-specific solutions based on client needs and industry trends.
• Understanding of digital marketing metrics, including impressions, click-through rates, engagement metrics, conversion tracking, and ROI measurement.
• Ability to articulate digital sponsorship value propositions and create data-driven presentations.
• Strategic thinking, client relationship management, and ability to identify sales opportunities that support long-term growth.
• Strong organization and ability to manage multiple priorities while remaining accountable for individual 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.
• Willingness and ability to travel up to 30% of the time to meet clients, attend industry events, and build business relationships.

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.
• Create strategic sales plans and identify new sales ideas, markets, and trends.
• Identify, prospect, and secure digital sponsorship opportunities across event websites, mobile event apps, email campaigns, webinars, virtual components, and digital advertising placements.
• Present customized digital sponsorship packages aligned with client marketing objectives and demonstrate their value using audience reach, engagement metrics, and brand visibility.
• Manage the full sales cycle for digital sponsorship products, from outreach and negotiation through closing and post-event performance reporting.
• Make consistent sales calls and maintain constructive talk time to meet activity expectations.
• Build and maintain client relationships, support clients' objectives through event campaigns, and maintain regular contact throughout the event cycle.
• Manage accounts on-site to support high exhibitor satisfaction and customer retention.
• Track and communicate digital sponsorship campaign performance to demonstrate value and inform renewal strategies.
• Develop new business and revenue streams through market research, telephone contact, industry networking, and client meetings.
• Up-sell and cross-sell digital sponsorships 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 internal teams to meet customer needs and achieve sales goals.
• Maintain accurate sales pipeline, activity, and customer data in Salesforce and complete sales progress reporting.
• Monitor debt reports and assist the finance team with revenue collection.
• Provide market intelligence to the marketing team for exhibitor and visitor promotional campaigns.
• Research digital advertising trends, sponsorship practices, emerging platforms, and the broader market; gather customer feedback and attend competitor events where appropriate.
• Maintain awareness of floor plan optimization and communicate effectively with operations, marketing, finance, and other internal departments.
• Contribute to overall show management and perform additional duties as required.

Benefits

• Up to four paid volunteer days per year, with charity match funding available.
• Training and learning opportunities, mentoring platforms, and on-demand access to LinkedIn Learning courses.
• 15 days of PTO, increasing to 20 days after three years and 25 days after six years.
• 10 national holidays, a birthday leave day, and the opportunity to work from almost anywhere for up to four weeks per year.
• 401(k) match.
• Health, vision, and dental insurance.
• Parental leave.
• Employee stock purchase plan offering company shares at a minimum 15% discount.
• Employee assistance program, mental health first aiders, and free access to a wellness app.
• Recognition through global awards and kudos programs.

What This Job Offers

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