Job Description Company Description 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. Informa Markets creates platforms for industries to trade, innovate and grow. We provide customers and partners around the globe with opportunities to engage, experience and do business through face-to-face exhibitions, specialist digital content and actionable data solutions. As the world’s leading exhibitions organiser, with over 500 international events, we bring a diverse range of specialist markets to life, unlocking opportunities and helping them to thrive 365 days of the year. Informa’s Fashion Portfolio is the leading producer of world-renowned fashion tradeshows and digital events such as MAGIC, COTERIE, and PROJECT. We believe uniting the industry’s best talent and most dynamic opportunities will translate into stronger events for buyers and sellers and help us achieve our promise to the industry: to bring together great brands and retailers in superbly merchandised experiences, provide superior customer service, and ultimately present end consumers with the best apparel, footwear, accessories, and fashion products. Job Description What we’re looking for: The Account Executive is responsible for revenue generation from existing/retention customers within the Contemporary Womens division – events including COTERIE and PROJECT, womens. The person in this role maintains strong relationships with retention accounts and identifies opportunities to help these relationships grow and thrive. This role services and manages all retention accounts for assigned categories and/or communities; sells the overall concept of our physical and digital offerings and offers high-touch customer service. Maintaining and strengthening the relationship throughout the year is an important focus, to develop an understanding of the customers’ needs and expectations from their participation at the event. The ideal candidate is driven to achieve sales goals as assigned for retention business customers and is consistently tracking self-performance. The Account Executive role involves internal sales activity, engaging with customers via email, phone and face-to-face meetings. The person in this role will have the opportunity to develop awareness of the fashion industry, building greater insight over time. Further show brand and industry expertise will be developed by collaborating with Sales Managers and Sales Directors. Role Accountability and Duties : · Conducts calls, emails, virtual and in-person meetings with assigned categories of retention accounts in order to sell them into our events, working to penetrate sales campaigns in order to hit revenue goals · Supports assigned retention accounts through the contract process along with addressing concerns and issues, and prepares customers for events and manages customer expectations · Responsible for customer service for the entire show cycle, including guiding brands through contracting, preparing them for the event, offering on-site support, customer service and conducting post-show follow up · Sells the overall concept of our events and offerings and responsible for hitting both individual and team sales targets · Responsible for maintaining retention customers and establishes solutions to retain retention customers that are planning not to return · Actively maintains sales pipeline opportunity stages so that the pipeline is a true and accurate indicator of prospects statuses; utilizes pipeline reports to provide sales forecasts to management · Supports Sales Director and Sales Managers on activities related to qualifying and entering new leads in Salesforce · Maintains Salesforce.com customer database for accuracy and exceptional notes; conducts data clean-up each show cycle and on-going maintenance per policies. · Support sales team with sales-related processes and some administrative support such as create floor plan change sheets · Works with Sales Director and Vice President to properly merchandise the exhibitor floorplan to ensure maximum compliance with internal merchandising strategies and brand’s specific needs and requests · Develop industry-specific and product knowledge, reading industry research · Support Finance/Billers in resolving bad debt customers as a final escalation point as well as helping to collect deposits or balances · Additional show-site duties including: helps ensure freight is accurately delivered, works with Operations to resolve set-up issues, reviews aisle signage, banners and booth locations for accuracy, collects unpaid balances from exhibitors, meets with all assigned exhibitors to ensure outstanding customer service, ensures all event rules are being adhered to by exhibitors As an Account Executive, you will be evaluated on: · Sales performance against targets · Individual performance metrics such as sales-related productivity including volume and quality of calls, emails and virtual and in-person meetings · Penetration of sales campaign and follow through · Sales process and technology adoption metrics · Sales team support and administrative tasks completion and support · Growth of industry and market knowledge Qualifications What you bring to the team : Bachelor’s Degree in related field 1-3 years in B2B fashion brand sales, customer service/account management or event sales, as well as administrative support work Knowledge of or deep interest in the contemporary women’s fashion market Experience managing multiple customers and maintaining high-energy sales Relationship management experience including maintaining customer connections and communications Ability to identify and pursue cross and up-selling opportunities Ability to ask probing questions in order to proactively handle and respond to customer objections Strong interpersonal skills, high level of enthusiasm for customer service Extreme detail-orientation and thoroughness, with top-notch follow-up skills Proficiency with experience in MS Office: Word, Excel, and PowerPoint, Salesforce Additional Information We offer: Competitive Compensation Package Access to LinkedIn Learning and other development/training opportunities Health and Wellness Benefits (medical, dental, eye) 401K and Matching Employee Stock Purchase Program Generous PTO policy Work-life balance Additional discounts through various partnerships We know that sometimes the ‘perfect candidate’ doesn’t exist, and that people can be put off applying for a job if they don’t fit all the requirements. If you’re excited about working for us and have most of the skills or experience we’re looking for, please go ahead and apply. You could be just what we need We believe strongly in the value of diversity and creating supportive, inclusive environments where our colleagues can succeed. As such, Informa is proud to be an Equal Opportunity Employer. We do not discriminate on the basis of race, color, ancestry, national origin, religion, or religious creed, mental or physical disability, medical condition, genetic information, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity, gender expression, age, marital status, military or veteran status, citizenship, or other protected characteristics under federal, state or local law.