Account Manager

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.

Function: Sales
Experience Level: Associate