Strategic Account Manager | Retail Events

Are you a commercially driven sales professional who knows how to grow valuable customer relationships while still enjoying the thrill of winning new business?

RX is looking for a Strategic Account Manager to manage and grow a portfolio of larger customers across Reed Gift Fairs, connecting leading wholesalers and suppliers with retailers across fashion, gifts, toys, homewares, outdoor living, pets and more.

This is not a purely relationship-management role. You’ll combine strategic account growth with proactive business development, with approximately 60% of your focus on new business, while developing long-term relationships with customers ranging from independent retailers through to major brands.

At RX, we’re in the business of building businesses, and we have fun doing it.

We create high-profile events that bring industries and communities together, connecting customers with new markets, opportunities and experiences. As part of RELX, we combine the scale and career opportunities of a global organisation with the pace, variety and energy of the events industry.

• Uncapped earning potential, with commission accelerators for exceeding your targets
• Take ownership of larger, strategically important customer accounts while continuing to build new business
• Work across Reed Gift Fairs in Sydney and Melbourne and see the partnerships you create come to life on the exhibition floor
• Sell into diverse retail sectors including fashion, gifts, toys, homewares, outdoor living and pets
• Use AI-enabled prospecting tools and Gong to identify opportunities and prepare for customer conversations
• Hybrid working from Sydney, with the team together in the office Monday to Wednesday
• Access wellbeing initiatives, paid parental and volunteering leave, learning resources, retail discounts and additional benefits

You’ll take ownership of a portfolio of larger and strategically important customers across Reed Gift Fairs, which runs major events in Sydney and Melbourne.

Your customer base will span small and medium-sized retailers, wholesalers and larger corporate brands. You’ll develop strong relationships with business owners and senior decision-makers, understand what matters commercially to their business and build propositions that deliver genuine value.

While you’ll inherit established relationships, this role has a strong growth focus. Approximately 60% of the role is new business development, so you’ll be expected to proactively identify prospects, generate your own leads and create new commercial opportunities.

This is predominantly a phone-led sales role, complemented by face-to-face customer meetings and time at RX events. You’ll independently manage your portfolio, revenue targets and pipeline from initial prospecting through to negotiation, close and ongoing account growth.

• →Managing and growing a portfolio of larger, strategically important retail customer accounts
• →Prospecting and winning new customers through outbound calling, referrals, networking and self-generated leads
• →Using AI tools to research prospects, identify opportunities and prepare for sales conversations
• →Building relationships with business owners, retailers, wholesalers and corporate decision-makers
• →Developing tailored, value-based commercial propositions based on individual customer needs
• →Managing your own revenue targets, pipeline and sales activity
• →Negotiating commercial terms, handling objections and confidently progressing opportunities to close
• →Using CRM and sales technology to maintain accurate customer, pipeline and performance information
• →Collaborating with internal teams to deliver an excellent customer experience
• →Attending and supporting Reed Gift Fairs in Sydney and Melbourne

You’re an experienced sales professional who can balance strategic account management with genuine new business development. You enjoy building trusted relationships, but you’re equally comfortable picking up the phone, opening doors and creating opportunities from scratch.

You’ll bring:

• Around 3-5 years’ sales, account management or business development experience
• A strong track record balancing account growth and new business acquisition
• Confidence prospecting, cold calling and generating your own opportunities
• Strong consultative and value-based selling capability
• Experience managing larger or strategically important customer accounts
• Strong commercial awareness and the ability to manage your own targets, pipeline and performance
• Excellent relationship-building skills, with the empathy and maturity to work closely with business owners and senior decision-makers
• Strong negotiation, objection-handling and closing skills
• An articulate, self-motivated and accountable approach
• Experience in exhibitions, events, retail, wholesale, media or another B2B sales environment would be advantageous, but isn’t essential

RX also offers wellbeing initiatives, paid parental and volunteering leave, learning and development resources, retail discounts, income protection and benefits designed to support you and your family.

If you’re a commercially driven Account Manager who loves growing valuable customer relationships while still hunting and winning new business, we’d love to hear from you.

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