Account Executive

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.
• 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.
• 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 at LifeAt.Informa.com
• Our benefits include:
• Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active colleague groups and networks promoting a positive, supportive, and collaborative work environment
• 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: 15 days PTO rising to 20 after three years and 25 after six years, plus 10 national holidays, a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year
• Competitive benefits, including a 401k match, health, vision and dental insurance, parenta

Benefits

Additional Information

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.

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