Account Manager

Company Description

We’re part of Informa, a global business with a network of trusted brands in specialist markets across more than 30 countries, and a member of the FTSE 100.

Our purpose is to connect our customers to information and people that help them know more, do more and be more. No other company in the world helps more people share professional knowledge or make business connections.

We run around 800 events each year, create digital platforms based on engaging news and information content, and operate professional development programmes for individuals and businesses.

Job Description

This role is based in our 24 York Street office.

Position purpose

The Account Manager grows revenue and participation while acting as a trusted, accessible point of contact for exhibitors for Australian International Boat Show. The role combines prospecting, account development, retention and rebooking with practical ownership of the exhibitor experience.

The mindset is simple: invite the exhibitor to hand over the issue, understand what outcome they are trying to achieve and help identify the next workable step. The role must balance initiative and advocacy with the show's rules, contracts, safety requirements, inventory, pricing and delegated authorities.

Key responsibilities

• Identify and develop new exhibitor, product, category and revenue opportunities aligned with the show's strategy and audience.
• Build and manage a qualified sales pipeline, undertake proactive outreach, conduct meetings and site visits, prepare approved proposals and secure bookings.
• Develop strong knowledge of each allocated exhibitor's business, objectives and participation needs.
• Act as a consistent exhibitor contact from early enquiry through planning, on-site delivery, debrief and rebooking.
• Take ownership of exhibitor issues: listen, clarify the desired outcome, coordinate internal action, communicate progress and ensure a proper resolution or handover.
• Work across operations, commercial administration, marketing, finance, sponsorship and venues to identify compliant solutions.
• Explain show rules, contractual requirements, deadlines and decisions clearly and respectfully; escalate exceptions through the correct approval pathway.
• Protect approved pricing, inventory, terms and commercial controls and accurately record all customer interactions and commitments.
• Identify cross-sell and up-sell opportunities that improve exhibitor outcomes, including space, digital, marketing, content and other approved products.
• Support retention and rebooking strategies and gather structured exhibitor feedback to improve future show cycles.
• Monitor sector activity, competitor events and emerging categories and provide evidence-based recommendations for growth, including the post-2029 expansion plan.
• Contribute to sales forecasts, account plans, activity reporting and revenue reviews.
• Support exhibitor briefings, industry functions, conferences, networking events and on-site account management.
• Coordinate appropriately with the Sponsorship Manager where an opportunity may be better suited to sponsorship or partnership.
• Undertake other reasonable duties supporting Informa and AIBS delivery.

Qualifications

• Knowledge, skills and attributes

• Demonstrated business-development, account-management or consultative-sales capability.

• An exceptional customer-service mindset, with empathy, persistence and a genuine desire to make participation easier.

• Commercial curiosity and ability to recognise opportunities that create value for both the exhibitor and the show.

• Confidence developing relationships, asking effective questions, negotiating and closing business.

• Strong judgement and ability to work constructively within rules, contracts and approval boundaries.

• Clear written and verbal communication, accurate record-keeping and disciplined follow-up.

• Ability to remain calm and solutions-focused when issues are urgent, complex or emotionally charged.

• Capacity to work across functional boundaries and mobilise colleagues without losing ownership of the customer outcome.

• CRM and Microsoft 365 proficiency; Salesforce experience is advantageous.

• Experience and qualifications

• Experience in B2B sales, exhibitions, events, media, sponsorship, marine, automotive, leisure or another relationship-led sector.

• Evidence of developing new business and retaining or growing existing accounts.

• Experience handling customer issues through to resolution.

• Relevant business, sales, marketing or event qualification is advantageous but not essential.

• Knowledge of recreational boating or an established marine-industry network is advantageous but not essential.

Additional Information

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
• Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active diversity and inclusion networks
• 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: annual leave plus a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year
• A ShareMatch scheme that allows you to become an Informa shareholder with free matching shares
• Strong wellbeing support through EAP assistance, mental health first aiders, access to health apps and more
• Recognition for great work, with global awards and kudos programmes
• As an international company, the chance to collaborate with teams around the world 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.

See how Informa handles your personal data when you apply for a job here.