Account Manager

This role is based in our Orlando, FL office. 

Job Summary/Responsibilities

Key Performance Indicators

• Achievement of sales revenue targets within timelines
• Number of effective calls and client meetings made per week
• Exhibitor satisfaction levels
• Timely & accurate reporting of sales results and activities
Main Duties & Responsibilities:

Sales and Account Management

• Achieve and exceed set revenue targets for the assigned products and events in accordance with the sales plan
• Work independently and with line manager to create strategic plans to achieve revenue goals by generating new sales ideas and researching new markets and trends
• Identify, prospect, and secure digital sponsorship opportunities across multiple platforms including event websites, mobile event apps, email campaigns, webinars, virtual components, and digital advertising placements
• Present customized digital sponsorship packages that align with client marketing objectives, demonstrating clear ROI through audience reach, engagement metrics, and brand visibility
• Manage the full sales cycle for digital sponsorship products from initial outreach through contract negotiation, closing, and post-event performance reporting
• Domestic and International travel to meet customers and attend trade shows may be required
• Success will be measured on weekly activity levels, i.e. Consistently making a minimum of 55-65 calls per day or 2+ hours of Constructive talk time, sales against target and new business leads
• Build and maintain strong client relationships• Customer retention• Understand client's objectives and support them to achieve these through the event campaign
• Regular contact with existing clients throughout the event cycle
• On-site account management to achieve high exhibitor satisfaction levels
• Ensure tracking and communicate digital sponsorship campaign performance metrics to demonstrate value and inform renewal strategies

• New business• Developing new business and revenue streams, including sponsorship and other non-square meter revenue sources through market research, telephone contact, industry networking and client meetings
• Proactively up-sell and cross-sell digital sponsorship opportunities to existing exhibition clients as part of integrated marketing solutions
• Prospect new-to-file digital-only sponsors who may not exhibit but seek targeted audience engagement

• Collaborate with marketing and digital teams to create compelling sponsorship proposals that showcase audience demographics, engagement data, and competitive advantages
• Collaborate with internal teams, including marketing, operations, international team, and event management, to ensure customer needs are met and sales goals are achieved
• Maintain accurate and up-to-date sales pipeline, activity, and customer data within Salesforce to track progress, forecast revenue, and ensure effective follow-up
Management and Reporting

• Data capture of sales activities/calls and updating the CRM
• Completion of sales progress reporting (e.g. revenue vs target, activity reporting etc.)
• Monitor the debt reports and assist the finance team with revenue collection
• Provide the marketing team with market intelligence to assist with exhibitor and visitor promotional campaigns
• Stay current on digital advertising trends, sponsorship best practices, and emerging platforms to provide innovative solutions to clients
• Continually monitor and research the market using online resources, gaining customer feedback, attending competitor events where appropriate, and industry networking
• Awareness and understanding of floor plan optimization
• Effective communication with other internal departments including operations, marketing, finance to maximize client experience
• Function as an integral part of overall show management effort in performing additional duties as required

Function: Sales
Experience Level: Associate