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About the Role
RX is seeking a Strategic Account Manager to manage and grow a portfolio of larger customers for Reed Gift Fairs, connecting wholesalers and suppliers with retailers. This role combines strategic account growth with proactive business development, focusing approximately 60% on new business while developing long-term relationships.
Responsibilities
- 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
Requirements
- 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
Skills
- Relationship building
- New business development
- Consultative selling
- Value-based selling
- Negotiation
- Objection handling
- Closing skills
- Commercial awareness
- Sales technology
- CRM
Location
- Sydney
Work Type
- Hybrid
- Full-time
Experience Level
- Mid-level
Salary/Compensations
- Uncapped Commission
Benefits
- 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
- Income protection
About the Company
- 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.
Equal Opportunity
- We are an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law.