Account Manager, Canada

Informa is one of the world’s leading knowledge providers. We create and deliver highly specialized

information through publishing, events, training, market intelligence and expertise, providing valuable knowledge to individuals, businesses and organizations worldwide. We are listed on the London Stock Exchange and a member of the FTSE 100.

Informa’s Global Exhibitions Division is the world’s #1 exhibitions organizer focused on transaction-oriented exhibitions and trade shows, which provide buyers and sellers across different industries and communities with a powerful platform to meet face to face, build relationships and conduct business. Informa has a portfolio of more than 500 exhibitions, serving a number of core verticals, including Health & Nutrition, Life Sciences, Beauty & Fashion, Property & Construction, Agriculture, Aviation & Maritime, and Pop Culture.

At IDS we bring people together to experience the power of design.

The IDS series of events include the flagship IDS Toronto event as well as IDS Vancouver. The IDS brand celebrates and promotes design in Canada and across the world. IDS is held annually for 4 days, in April for 2022 (traditionally in January) in Toronto, Canada. The 4-day equivalent event is held in Vancouver in September annually.

Experiential and transformative, we bring together compelling concepts, innovative products, upcoming talent and key experts in the industry, so you can be inspired by the best of the future. At IDS, attendees will meet the leading brands, designers, thinkers, makers, changers and shapers who are coming together to change the world for the better.

The Account Manager’s job purpose is to develop strategic plans and products to drive and increase exhibition and sponsorship sales as well as to maintain existing and develop new customer relationships. The role is varied and extensive and the Sr. Sales Manager must demonstrate strong consultative selling skills and high levels of customer service to ensure the image of the division is held in the highest regard by the industry stakeholders.

Key Responsibilities:

• Achieve sales revenue/profit targets for both IDS Contract and IDS Main, IDS Vancouver, as well as sponsorship revenue targets
• Sales and account management of over 200+ accounts ranging from established brands & manufacturers, trade commissions, independent retailers, design firms, architects and designers
• Prospect and quantify new clients by cold calling client leads researched from design & architecture websites, magazine, directories, attending all local and some international trade shows as well as visiting potential clients in person whenever possible.
• Continue to build strong relationships, ensure all clients’ needs and expectations are met in a timely manner; in many cases, contact with clients are required all year
• Take on other responsibilities such as assisting with VPO, gaining digital assets and high-res photos from clients, and contributing & managing special projects
• Update and maintain accurate records of confirmed exhibitors/sponsors via the integrated sales system - SalesForce
• Actively maintain realistic sales pipeline to ensure sufficient business to reach and exceed targets
• Work closely with the show director and sales leads to curate show floor, set category targets and present to the curatorial team
• Work closely with the marketing team to ensure effective exhibitor promotion campaign, and with the operations team to ensure all levels of the business have a safe and smooth experience on site
• Provide other departments with up-to-date exhibitor and sponsor information and details of their participation to use in marketing campaigns
• Involve other departments in direct contact with confirmed exhibitors and sponsors to improve customer experience
• Achieve maximum re-booking for the next event whilst onsite at current year’s event
• Liaise with appointed accounts contact on a regular basis to monitor invoicing and payment status
• Assist in payment collection as deemed necessary
• Provide weekly reports of current sales and future pipeline against budget target
• Provide on site management and support to customers/clients/other staff members during the events
• Continually monitor and research the market
• Identify and attend competitive events where appropriate

Qualifications:

• Bachelor’s Degree in Business Administration or relevant filed, or comparable sales leadership experience in the industry
• +5 years of sales experience
• Excellent verbal and written communication skills
• Excellent sales and customer service skills with proven negotiation skills
• Proficient with Microsoft Office and CRM
• Strong relationship building skills
• Proven success track record of creating and implementing sales strategies, find and qualify leads
• Create a collaborative environment and encourage team cohesion at all times.