Account Development Manager - Intelligence

About Informa Festivals

Informa Festivals marks an exciting new chapter in B2B events, bringing some of the world's most influential creative, technology, and business festivals together. We’re combining prestigious events like Cannes Lions, Black Hat, Money20/20, GDC, and London Tech Week with cutting-edge marketing intelligence platforms and advisory services to deliver unmissable experiences and insights.

Our festival-led approach reimagines traditional B2B events, creating powerful, immersive experiences that drive innovation and industry advancement. Building on decades of expertise and powered by Informa's international reach, we're shaping the next generation of business festivals.

About LIONS

LIONS Division showcases global best practice in creativity, effective and impactful marketing. We set the global benchmark in creative and effective marketing and, through our intelligence and advisory services, enable brands and their partners to reach and exceed it.

We provide a suite of solutions that connect, inform and unlock potential for people and businesses, covering events, intelligence, training and advisory services. Our five-day Festival in Cannes, France is the meeting place for the global marketing community and a celebration of the world’s most excellent and effective work.

LIONS Division is part of the Informa Group. We do this through our events, intelligence products and advisory services. Our 700+ people serve a global customer base from more than 100 countries in the large and growing Marketing and Financial Technology sectors.

We have recently formed the LIONS Intelligence Pillar - comprised of the commercial functions of WARC, The Work, and Contagious IQ. This is an important restructure and presents an exciting opportunity to further grow the subscription revenues within the Lions Division.

Job Description

Role overview

The Account Development Manager will take responsibility for growing revenue from a defined group of clients. You will report into the Head of Account Development and work closely with the Customer Success team to turn valuable knowledge of the client into commercial conversations. The role will also involve leading projects across the account development team as required, such as overseeing the smooth onboarding of new clients. The successful candidate should enjoy client contact roles and the challenge of growing an existing client base.

Key accountabilities

• Meet/exceed own annual value and volume renewal rate & upsell targets
• Accurate and continuous forecasting of renewal conversation outcomes throughout their lifetime as clients
• Work with the Global Commercial team on ad hoc projects when required i.e. smooth onboarding of new clients - identify problem areas and implement new processes to improve, with tangible outcomes to measure success
• Create an annual business plan to identify risk & growth opportunities as well as forecast & plan for over achievement of targets. Review on a monthly basis
• Work with the Customer Success team to identify renewals at risk and propose, manage and execute a plan devised to reduce risk and increase likelihood of renewal
• Maintain a strong relationship with key stakeholders so that you are clear on their challenges and can pinpoint exactly where the Lions Intelligence service adds value for their business
• Work to understand reasons behind non-renewal and implement win back strategy
• Qualify opportunities to cross-sell across the Lions Intelligence brands

The Account Development manager must:

• Have strong commercial acumen
• Be aware and comfortable working to financial targets
• Upsell & cross sell to ensure you achieve & over achieve on targets
• Be knowledgeable about:
• Lions Intelligence content & all systems
• All developments in our range of products and services
• Be a strong team player
• Partner with the Customer Success team(s) to collaborate on account plans for all key/growth accounts
• Maintain a solutions-oriented, pro-active work style to advance towards goals

Qualifications

Skills, experience & qualifications required

• Previous experience in a B2B client facing role and/or working with a brand owner
• Ability to reach and develop relationships with C-Level leadership or senior lines of business executives in your respective categories
• Clear, concise communication skills
• Strong business acumen, problem solving & analytical skills
• Proven negotiation skills with persistence and tenacity
• Evidence of a drive and determination to hit targets
• Evidence of working within a team to achieve both individual and wider team goals
• Excellent internet researcher with good knowledge of major industry sources
• Evidence of the ability to forecast financial outcomes, identify challenges and risks and to manage a plan of action in those circumstances
• Experience of presenting to groups of individuals face to face and running online demonstrations of products/services
• Knowledge of Salesforce CRM system

Additional Information

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 LifeAt.Informa.com

Our benefits include:

• Freedom & flexibility: colleagues rate us highly for the flexibility and trust they receive and most of us balance time in the office with time working remotely
• 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: 25 days annual leave, rising to 27 days after two years, plus a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year
• A flexible range of personal benefits to choose from, plus company funded private medical cover
• A ShareMatch scheme that allows you to become an Informa shareholder with free matching shares
• Strong wellbeing support through EAP assistance, mental health first aiders, a healthy living subsidy, access to health apps and more
• Recognition for great work, with global awards and kudos programmes
• 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.

See how Informa handles your personal data when you apply for a job here.