Account Manager, B2B Fashion – OFFPRICE

Company Description

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.

This role is based in our NYC, Santa Monica or Chicago office. 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.

• 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…