Informa Markets creates platforms for industries and specialist markets to trade, innovate and grow. Our portfolio is comprised of more than 450 international B2B events and brands in markets including Healthcare & Pharmaceuticals, Infrastructure, Construction & Real Estate, Fashion & Apparel, Hospitality, Food & Beverage, and Health & Nutrition, among others.

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, we bring a diverse range of specialist markets to life, unlocking opportunities and helping them to thrive 365 days of the year.

Informa Markets is a division of Informa PLC

The Role

As a member of our pharma global team in our Amsterdam office, the Key Account Manager is responsible for managing, developing and maintaining strategic long-term trusting relationships with high volume clients.

The Key Account Manager role requires a manager experienced in working at a strategic level who can assume full responsibility and accountability for their area of the business.

Alongside managing a strategically important group of clients, the Key Account Manager is also responsible for managing commercial revenues and sales efforts for our Pharmapack event within our Pharma Portfolio.

As s/he is responsible for a rapidly growing area of the business, the role requires a resilient and forward-thinking individual capable of problem-solving, decision-making, facilitating change and working with a team that delivers against strategic objectives.

Job Summary/Responsibilities

Key Account Manager:

• Develop and maintain strategic long-term trusting relationships.
• Study and understand key clients’ needs and requirements.
• Determine how to best meet the needs and requirements of our clients while protecting company interests.
• Expand relationships with existing clients through (re)negotiations and proposals.
• Perform client outreach and campaigning to secure sales and partnerships.
• International travel to meet customers and attend trade shows.

Show Lead Pharmapack:

• Work with the team to deliver on yearly sales plan together with key stakeholders (Brand, Content, Sponsorship and Marketing) and update sales plan where needed throughout the year.
• Conduct market research and analysis to create detailed sales plans on commercial opportunities.
• Develop a good understanding of the competitive local market; understanding and staying current on trends impacting clients and customers and develops strategies to capitalize commercial growth.
• Build and maintain profitable partnerships with internal key stakeholders such as Brand, Marketing, and Digital. Participate in regular meetings to update stakeholders.
• Work with Marketing and SalesOps to develop appropriate lead gen campaigns aimed at achieving sales targets.
• Monitor performance of commercial activities using key metrics and prepare reports for senior management.
• Assist in setting financial targets and budget development while monitoring results against set targets (weekly sales report, monthly tracker, Salesforce dashboards, etc.).
• Prepare and deliver progress reports to internal and external stakeholders.
• Take lead in debt collection meetings where appropriate.
• Work with Brand, SalesOps and OBP team to ensure timely set up of future event editions in the relevant systems and enable smooth rebooking processes.

Qualities needed for the role

• The Key Account Manager should be prepared to go the extra mile in every aspect of their work, to be proactive and to anticipate the needs of their internal and external customers.
• As a Key Account Manager, you will be motivated to understand the benefits of the products and customers you are working with and to further discover business opportunities.
• Working within a matrix environment, the Key Account Manager with Show Lead responsibilities must be a team player and have the ability to build relationships across a diverse range of cultures.

Qualities needed for cultural fit

• Solution oriented and customer focused.
• Demonstrate leaderships skills, within a culture of seeking to understand customers, business partners and sales agents as well as colleagues.
• Ability to interact professionally with people from diverse cultures at all levels within the business and across its client base.
   

Skills required

• Established career in exhibitions, B2B media and/or digital sales, preferably with an international organization.
• Proven track record of delivering strong sales growth while consistently exceeding revenue targets.
• Solid knowledge of performance reporting and financial/ budgeting processes.
• Proven experience in managing relationships with key clients.
• Commercial awareness partnered with a strategic mindset.
• Excellent organizational and communication skills.
• Ability to identify new business opportunities and able to share these at senior level.
• Ability to maintain accurate and timely detailed (sales) reporting.
• Strong interpersonal skills, confident, elevated level of enthusiasm and able to work in a matrix organization.
• University Bachelor’s Degree qualification (2:2 or higher).
   

Desired

• Candidates must be eligible to work in the country for which they are applying.
• Language skills: fluent English speaking, reading, and writing.
• Initiative – proactive and able to work independently as well as in a team.
• Enthusiasm and a collaborative mind set.
• Determination and drive to succeed.
• Goal-oriented.
• Time management with an ability to multi-task and attention to details.
• Experience using Salesforce.

Alongside a competitive salary, Informa also offers the following employee benefits:

• Our Learning team supports year-round development, with face-to-face training, access to LinkedIn Learning and the opportunity for colleagues to earn their Certificate in Exhibition Management (CEM) in-house
• Informa's colleague Share Incentive Plan matches every share purchased with 2 free shares
• You are given permission to take 4 days off per year to volunteer with an approved scheme
• You are entitled to 24 days' paid holiday per year, plus one day's paid holiday for your birthday, extra time given at certain bank holidays,  and the chance to earn a free day's holiday through charity fundraising
• We offer colleagues net reimbursement for commuting travel. We will reimburse actual costs for public transport
• The official Social Committee is very active in organising social, wellness, diversity and sustainability initiatives
• Monthly AMSTAR awards recognise outstanding colleague contributions with a €100 voucher
• On 5 years of service, you will receive 25% of your gross monthly salary, 10 years = 50% on an increasing scale

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.