Account Executive
Santa Monica, United States

Job Reference: SMUS-IFF-10112

Location: Santa Monica, United States

Closing Date: 31/03/2020

Department: IM - Fashion - Footwear

Division: Informa Markets

About Us:

Informa’s Fashion Portfolio is the leading producer of world-renowned fashion tradeshows such as MAGIC, COTERIE, PROJECT, FN PLATFORM and CHILDREN'S CLUB. We believe uniting the industry’s best talent and most dynamic shows will translate into stronger shows for buyers and brands and help us achieve our promise to the industry: to bring together great brands and retailers in superbly merchandised shows, provide superior customer service, and ultimately present end consumers with the best apparel, footwear, accessories, and fashion products. 

Uniting the most influential fashion retail decision makers and the world’s top fashion brands, UBM Fashion serves the $1 trillion+ global fashion industry through comprehensive marketplaces in New York, Las Vegas and Japan. Our events cover all major fashion categories from men’s, women’s, and children’s apparel, accessories, and footwear to manufacturing resources and service providers.

What We’re Looking For:

The Account Executive is responsible for revenue generation from existing/retention customers within the Footwear business of MAGIC. This role will manage sales to customers dependent on the market and brand context. The role will focus on certain specific show brand(s) while also developing the flexibility to work across multiple product categories. This team is critical to the business, as the key to our success is retention of customer relationships, growth of accounts and driving exhibitor participation at events.  The Account Executive will involve a combination of internal and external sales activity, meeting customers face to face and attending shows, and will sell to valued existing customers. Their performance will be evaluated based on retention and growth of these accounts as well as customer service skill and administrative duties.


You will have the opportunity to develop your awareness of the fashion industry served building greater insight over time. Further show brand and industry expertise will be developed by collaborating with Sales Managers and Sales Directors. Maintaining and strengthening the relationship throughout the year is an important focus, to develop an understanding of the customers’ needs and expectations from their attendance at the event. You will understand the customers’ needs and articulate a compelling value proposition as part of the sale.  The role will be housed in our Santa Monica office.


Role Accountability and Duties:

  • Sell to existing customer accounts with engaging conversations and compelling proposals while guiding them through application process
  • Execute on assigned Sales campaigns, against accounts, products and revenue targets, in line with sales plan
  • Support on-site existing customer accounts, by providing exceptional customer service
  • Collaborate with Exhibitor Marketing teams to help generate leads and activities
  • Distribute customer insight to the Sales Director and team
  • Keep Sales Director informed of the customer pipeline and critical information through accurate use of Salesforce
  • Maintain accurate exhibitor information in salesforce and proof digital and physical show guide information and listings
  • Leverage understanding of customer production trends to help develop Sales plans and approaches
  • Manage the hand-over of Sale information and customer requirements (via Salesforce) to the Sales Operations team
  • Maintain accurate pipeline, sales activity and customer information within Salesforce (CRM system)
  • Build industry specific and product knowledge, reading industry research
  • Support Finance/Billers in resolving bad debt customers as a final escalation point as well as helping to collect deposits or balances
  • Create new business opportunities supporting Sales Managers and Directors by assisting in lead entry and lead research via internet and social media
  • Manage reports via salesforce as well as excel to support the sales team
  • Manage floor planning process and assist Sales Director and Sales Managers in exhibitor placement
  • Create floor plan change sheets and proof floor plans


As an Account Executive, you will be evaluated on:

  • Account Executive revenue targets
  • Show existing customer revenue performance against target
  • Individual performance metrics
  • Number of pipeline opportunities
  • Percent of sales target attained
  • Number of new business referrals/lead generation
  • Individual sales activity metrics
  • Number of calls and meetings/productivity
  • Customer contact volume
  • Sales process and technology adoption metrics
  • Key Salesforce system adoption metrics
  • Sales Excellence pipeline process adoption
  • New sales support through lead entry and research
  • Administrative tasks completion and support, proofing, change sheets.

What You Bring to the Team:

  • University Bachelor’s Degree
  • 0-3 years’ experience in a B2B sales team or Fashion Sales and proven ability to deliver and exceed revenue targets
  • 0-3 years’ experience in administrative support work and assistance
  • Experience managing multiple customers and maintaining high energy sales
  • Relationship management experience including maintaining customer connection and communication
  • Ability to identify and pursue cross and up selling opportunities
  • Ability to ask probing questions in order to proactively handle and respond to customer objections
  • Strong interpersonal skills, high level of passion and enthusiasm for the job

We Offer:

  • Competitive Compensation Package
  • Access to LinkedIn Learning and other development/training opportunities
  • Health and Wellness Benefits (medical, dental, eye)
  • 401K and Matching
  • Employee Stock Purchase Program
  • Generous PTO policy
  • Work-life balance
  • Additional discounts through various partnerships


Informa is an Equal Opportunity Employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, or national origin.


This position is now closed. We are no longer accepting applications for this position.