Account Manager - Medical Conferences (US, Remote)

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 prograes for individuals and businesses.

Event Account Manager
Location: US, Remote
Start Date: March 2025
Compensation: $70,000 - $90,000 Base Salary + Commission
Application Deadline: February 5, 2025

We are seeking a highly motivated, results-driven self-starter for the role of Event Sales Manager, Exhibit Booth Sales, responsible for driving exhibitor sales and supporting two key conference brands: Cardiometabolic Health Congress (CMHC) and PAINWeek. Each conference currently holds one annual event in the fall, with potential for additional events in the future. The Sales Manager will report directly to the Director, Events and will play a critical role in driving sales, managing client relationships, and coordinating with internal teams to ensure smooth event execution.

Key Responsibilities:

Sales & Business Development:

• Exhibit Space Sales: Sell booth space for both Cardiometabolic Health Congress (CMHC) and PAINWeek, targeting companies in treatment of pain, cardiometabolic care, neurology, pharmaceuticals, healthcare, medical devices, neuromodulation, and laboratory sectors.
• Upselling: Proactively upsell value-added products and services to enhance exhibitors' and sponsors' event experience, maximizing their investment.
• Exhibit Hall Management: Oversee the design and management of the exhibit hall layout, ensuring the space is utilized effectively and provides a cohesive, impactful environment for exhibitors.

Lead Generation & Research:

• Conduct in-depth market research to identify and qualify potential exhibitors for upcoming conferences, leveraging industry insights and trends.
• Nurture leads through relationship-building, converting prospects into long-term clients.

Client & Account Management:

• Serve as the primary point of contact for exhibitors, collecting specifications, timelines, and deliverables.
• Communicate project details and ensure client needs are met, passing deliverables to the appropriate internal teams (design, social, web, etc.).

Vendor Relations & Event Logistics:

• Manage vendor timelines and monitor deliverables (e.g., print materials, booth setup), ensuring all service providers meet deadlines.
• Develop and manage project timelines, working backwards from the event date to track milestones and deadlines.
• Oversee logistics such as booth layouts, signage, and materials, ensuring timely execution.

Internal Coordination & Project Management:

• Collect and organize client deliverables, ensuring they are routed to the appropriate teams.
• Maintain clear communication across internal teams to meet deadlines and ensure quality execution of exhibitor needs.

Administrative & Post-Event:

• Handle exhibitor contracts, payments, and post-event follow-up.
• Collect feedback from exhibitors for continuous event improvement and relationship-building.

CRM & Database Management:

• Utilize  CRM  for sales management, efficiently tracking leads, contacts, and sales activities.
• Maintain up-to-date contact records, tagging contacts based on preferences, disease states, and products/services of interest.
• Develop and implement automated follow-up workflows to nurture leads and keep prospects engaged throughout the sales process.

Industry Awareness:

• Stay current on industry trends, including new product launches, mergers, acquisitions, and other significant developments impacting exhibitor and sponsor interests.

Travel Requirements:

• Spend approximately one week onsite at each of the two national conferences.
• Travel occasionally and infrequently as required by sponsors/exhibitors.

Experience:

• Proven track record in B2B sales, particularly in trade shows, conferences, or healthcare sectors
• Minimum of 3-5 years of successful B2B sales experience
• Strong background in trade shows, conferences, or healthcare sectors
• Familiarity with the event planning and management lifecycle
• Demonstrated history of meeting or exceeding sales targets
• Experience in developing and maintaining a robust sales pipeline
• Proven ability to build and nurture long-term client relationships
• Experience in managing key accounts and high-value partnerships
• In-depth understanding of the healthcare, pharmaceutical, or related industries
• Ability to stay current with industry trends and leverage them in sales strategies
• Experience working with marketing, operations, and event management teams
• Ability to align sales objectives with overall business goals
• Proficiency in consultative selling techniques
• Experience with solution-based selling approaches
• Track record of identifying and capitalizing on new business opportunities
• Experience in expanding existing accounts through upselling and cross-selling
• Skilled in negotiating complex deals and service agreements
• Understanding of pricing strategies and value proposition communication
• Proven ability to thrive in fast-paced, deadline-driven environments
• Experience managing multiple projects and priorities simultaneously

Technical Skills:

• Proficient in CRM tools, especially HubSpot
• Advanced Microsoft Office Suite skills (Excel, PowerPoint, Word)
• Knowledge of event management software (e.g., Cadmium Expo Harvester) is advantageous

Soft Skills:

• Exceptional communication and relationship-building abilities
• Strong upselling capabilities for products and services
• Excellent organizational and multitasking skills
• Detail-oriented with ability to thrive in fast-paced environments

Education:

• Bachelor's degree in Business Administration, Biosciences, Healthcare, Pharmaceutical Marketing, or related field preferred

Compensation:

• Base salary range: $70,000 - $90,000
• Additional commission on net sales
• High earning potential based on performance

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, and we support a range of working patterns
• 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: 15 days PTO rising to 20 after three years and 25 after six years, plus 10 national holidays, a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year 
• Competitive benefits, including a 401k match, health, vision and dental insurance, parental leave and an ESPP offering company shares at a minimum 15% discount 
• Strong wellbeing support through EAP assistance, mental health first aiders, free access to a wellness app and more
• Recognition for great work, with global awards and kudos programs 
• 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.

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