Digital Account Manager

Job Reference: AMS-IH&N-08972

Location: Amsterdam

Closing Date: 25/02/2020

Department: IM - Health & Nutrition - Central

Division: Informa Markets

The Role



Food and Pharmaceutical are incredibly exciting market segments, with phenomenal long-term growth forecasts. The Digital Account Manager is a trusted business partner to our valued global Food and Pharma Markets – helping them to achieve their strategic Marketing and Commercial outcomes. 


This will include:

  • Building and nurturing relationships with Sales and Marketing decision makers in the Food and Pharma industry
  • Developing a deep understanding of the business opportunities, challenges and trends of Food and Pharma
  • Creating strategic partnership with the exhibition sales team to develop digital opportunities for our exhibitors
  • Using digital marketing knowledge and excellence to guide customers towards effective
  • Translating the needs of our Key Accounts into complex digital proposals
  • Supporting successful execution of digital products and projects to ensure customer success and develop long term customer relationships.


Job Summary/Responsibilities



  • Partner with internal teams to achieve shared goals (i.e. Exhibition Sales & Key Account team; Ad Operation team; Digital Marketing team; Brand team)
  • Master and maintain knowledge of client's business, competition, and latest industry news and trends. Proactively find new ways to build the client’s businesses and to grow accounts
  • Utilize Solution Selling / Value Based Selling to partner with customers to map solutions to need, jointly define success, provide value-add insights and interpretation of results, and provide consultation on how to utilize campaign outcomes
  • Adoption of Sales Excellence pipeline process through use of Salesforce (CRM system)
  • Adhere and commit to the ‘Informa Constitution’ and lead by example




  • Previous experience in B2B media sales, marketing agency sales, or digital/online product sales, with a history of achieving quota. Food and Pharmaceutical industry experience a huge plus.
  • Familiarity with digital business models and online marketing trends
  • Full scope of Business Development and Sales Skill Excellence across a variety of tasks – i.e. cold calling, networking, pipeline development, needs analysis, objection handling, value proposition development, presentation & public speaking, cost benefit analysis, proposals, negotiation, strategic account management
  • Coaching and mentoring ability desired
  • SalesForce or like CRM tool
  • International experience and advanced English abilities required

Characteristics which lead to Success



  • Accountable
  • Strong Commercial Acumen
  • Customer Obsessed
  • Data Driven & Organized
  • Outcome Centric
  • Decisiveness and Takes Initiative
  • Persuasive
  • Socially Aware
  • Can handle a fast-paced environment, timelines and targets



  • Account Management revenue targets and % of target attained
  • Retention revenue & growth
  • Brand (Event/product) existing customer revenue performance against target
  • Individual performance metrics
  • Number of pipeline opportunities (Renewal & New)
  • Sales conversion % 
  • Deal size (average sales value for closed – won deals)
  • Sales cycle time (average time it takes a team to close a customer)
  • Individual sales activity metrics (i.e. calls, meetings, contact, usage of sales tools)
  • Number of calls and meetings (by sector / account size)