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.
Knowledge, skills and attributes
Demonstrated business-development, account-management or consultative-sales capability.
An exceptional customer-service mindset, with empathy, persistence and a genuine desire to make participation easier.
Commercial curiosity and ability to recognise opportunities that create value for both the exhibitor and the show.
Confidence developing relationships, asking effective questions, negotiating and closing business.
Strong judgement and ability to work constructively within rules, contracts and approval boundaries.
Clear written and verbal communication, accurate record-keeping and disciplined follow-up.
Ability to remain calm and solutions-focused when issues are urgent, complex or emotionally charged.
Capacity to work across functional boundaries and mobilise colleagues without losing ownership of the customer outcome.
CRM and Microsoft 365 proficiency; Salesforce experience is advantageous.
Experience and qualifications
Experience in B2B sales, exhibitions, events, media, sponsorship, marine, automotive, leisure or another relationship-led sector.
Evidence of developing new business and retaining or growing existing accounts.
Experience handling customer issues through to resolution.
Relevant business, sales, marketing or event qualification is advantageous but not essential.
Knowledge of recreational boating or an established marine-industry network is advantageous but not essential.

Employment type
Full-time

Work arrangement
Hybrid