Account Executive

Company Description

Informa Markets, a division within Informa, creates global platforms for industries to trade, innovate and grow. We organise over 450 large-scale branded and transaction-led events in over a dozen specialist markets. These are typically not-to-be-missed live and on-demand B2B events where industries convene and people gather to do business.

We also provide data and digital content, as well as year-round online platforms where companies showcase their businesses and products and buyers conduct research, generating valuable leads.

Job Description

This role is based in our Shawnee, KS office.

Come play a key role within the Aviation Week Network team, the industry leader in aviation and aerospace news, data and events.

We are seeking a motivated and customer-focused Account Executive to join our team. This position offers an exciting opportunity to work with industry-leading aviation products. The ideal candidate will excel in inside sales, customer engagement, and programmatic lead follow-up, while also ensuring a seamless experience for our loyal customers. They will thrive in a fast-paced, matrixed organization.

Key Responsibilities:

Sales Performance and Growth:

• Exceed sales quotas across multiple aviation products and revenue streams.
• Build and manage a pipeline of retention opportunities for sustainable growth.
• Conduct market research to identify growth opportunities and stay updated on industry trends.

Customer Engagement and Relationship Management:

• Foster strong customer relationships and deliver exceptional experiences by acting as a trusted advisor for their aviation information needs.
• Nurture early-stage prospects and convert qualified leads into long-term customers.
• Assist customers with inquiries, provide product information, and address basic questions to ensure satisfaction.
• Manage subscription renewals and proactively engage with customers to retain and grow accounts.
• Identify opportunities to upsell or cross-sell products based on customer requirements.

Sales Process Optimization:

• Qualify inbound leads promptly and thoroughly using standardized frameworks.
• Utilize CRM tools to track leads, manage customer interactions, and ensure a streamlined sales process.
• Collaborate with internal teams to improve sales strategies and customer engagement initiatives.

Proactive Client Engagement:

• Respond to customer inquiries via phone, email, and additional channels, providing accurate information.
• Meet weekly KPIs through proactive client engagement and follow-ups.
• Negotiate contracts, address objections, and close deals effectively.

Data Management and Collaboration:

• Maintain accurate sales data for tracking and forecasting.
• Work with internal teams to meet customer needs and achieve sales goals.
• Analyze feedback to identify trends and recommend improvements.
• Collaborate with teams to resolve complex issues and enhance customer satisfaction.

Qualifications

• Bachelor’s degree in Business, Marketing, Communications, or equivalent work experience.
• 1–3 years of experience in inside sales, customer support, business development, or a related role, preferably within the aviation or aerospace industry.
• Strong verbal and written communication skills, including a professional phone presence.
• Exceptional negotiation, communication, and interpersonal skills, with a customer-first mindset.
• Excellent time management, organizational, and multitasking abilities, with the capacity to manage multiple priorities effectively in a fast-paced environment.
• Proven ability to work cross-functionally with marketing, customer success, and product teams.
• Familiarity with aviation products or services is a plus.
• Proficiency in Salesforce/CRM systems, e-commerce tools, sales tracking systems (e.g., Advantage, Cider), Microsoft Office Suite, and customer service software.
• Self-motivated, coachable, and eager to learn and grow professionally.
• Comfortable with cold calling and email outreach, demonstrating patience and professionalism in handling challenging situations.
• Willingness to travel to support events as needed.

Additional Information

We believe that great things happen when people connect face-to-face. That's why we work in-person with each other, or with customers and partners, three days a week or more. When you’re not spending time together in one of our offices or other workplaces – like at an Informa event – you get the