📌 Core Information
🔹 Job Title: Account Development Manager - Intelligence
🔹 Company: Informa Group Plc.
🔹 Location: Holborn, Camden, United Kingdom
🔹 Job Type: Full-time
🔹 Category: Intelligence, B2B Sales
🔹 Date Posted: May 27, 2025
🔹 Experience Level: Mid-Senior level
🔹 Remote Status: On-site (Hybrid)
🚀 Job Overview
Key aspects of this role include:
- Growing revenue from a defined group of clients
- Collaborating with the Customer Success team to facilitate commercial conversations
- Overseeing client onboarding and leading projects within the account development team
- Meeting and exceeding annual value and volume renewal rate and upsell targets
- Working with the Global Commercial team on ad hoc projects to improve processes
ASSUMPTION: This role requires a strong focus on client relationships and commercial acumen, with a significant portion of time spent on client contact and upselling.
📋 Key Responsibilities
✅ Meet/exceed annual value and volume renewal rate and upsell targets
✅ Accurately forecast renewal conversation outcomes throughout the client lifecycle
✅ Work with the Global Commercial team on ad hoc projects to improve processes
✅ Create an annual business plan to identify risk and growth opportunities and review it monthly
✅ Collaborate with the Customer Success team to identify renewals at risk and execute a plan to reduce risk and increase renewal likelihood
✅ Maintain strong relationships with key stakeholders to understand their challenges and demonstrate the value of Lions Intelligence services
✅ Work to understand reasons behind non-renewal and implement a win-back strategy
✅ Qualify opportunities to cross-sell across Lions Intelligence brands
ASSUMPTION: The role involves a high degree of client interaction and requires strong communication, negotiation, and problem-solving skills.
🎯 Required Qualifications
Education: Bachelor's degree in Business, Marketing, or a related field
Experience: Proven experience in a B2B client-facing role, ideally working with brand owners
Required Skills:
- Strong commercial acumen and ability to work to financial targets
- Knowledge of Lions Intelligence content and all systems
- Excellent communication, negotiation, and problem-solving skills
- Proven ability to forecast financial outcomes and manage risk
- Experience presenting to groups and running online demonstrations
- Knowledge of Salesforce CRM system
Preferred Skills:
- Experience working with C-level leadership or senior lines of business executives
- Excellent internet research skills with good knowledge of major industry sources
- Experience working in a team to achieve both individual and wider team goals
ASSUMPTION: Candidates should have a proven track record of meeting targets and working effectively in a team environment.
💰 Compensation & Benefits
Salary Range: £45,000 - £60,000 per annum (Based on market research for similar roles in the UK)
Benefits:
- Freedom & Flexibility: Colleagues rate Informa highly for the flexibility and trust they receive, with most balancing time in the office with time working remotely
- Great Community: A welcoming culture with in-person and online social events, charity initiatives, and active diversity and inclusion networks
- Broader Impact: Up to four days per year to volunteer, with charity match funding available
- Career Opportunity: Bespoke training and learning, mentoring platforms, and on-demand access to thousands of courses on LinkedIn Learning
- Time Out: 25 days annual leave, rising to 27 days after two years, plus a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year
- Flexible range of personal benefits to choose from, plus company-funded private medical cover
- ShareMatch scheme that allows employees to become Informa shareholders with free matching shares
- Strong wellbeing support through EAP assistance, mental health first aiders, a healthy living subsidy, access to health apps, and more
- Recognition for great work, with global awards and kudos programs
- International collaboration with teams around the world
ASSUMPTION: The salary range provided is an estimate based on market research for similar roles in the UK. The benefits listed are subject to change and may vary depending on the employee's location and role.
📌 Applicant Insights
🔍 Company Context
Industry: Informa Group Plc. operates in the information services industry, focusing on academic publishing, marketing services, data and intelligence, digital events, exhibitions, specialist content, research, consultancy, digital services, lead generation, and B2B markets.
Company Size: Informa is a large company with over 10,000 employees globally, providing ample opportunities for career growth and collaboration.
Founded: Informa was founded in 1998 and has since grown into a leading international events, digital services, and academic knowledge business, headquartered in the UK and listed on the London Stock Exchange.
Company Description:
- Informa champions specialists working in academic and business-to-business markets, connecting people with knowledge to help them learn more, know more, and do more.
- The company serves various specialist markets, including Pharma, Medical, and Biotech; Tech; Natural Products; Beauty & Aesthetics; Finance; Research and Advanced Learning; and many more.
- Informa fosters an inclusive community of over 14,000 colleagues across 30 countries, offering freedom and flexibility to bring ideas to life, do work that makes a real impact, and discover opportunities to grow.
Company Specialties:
- Academic Publishing
- Marketing Services
- Data & Intelligence
- Digital events
- Exhibitions
- Specialist content
- Research
- Consultancy
- Digital services
- Lead generation
- B2B markets
- Academic markets
Company Website: Informa Group Plc.
ASSUMPTION: Informa's diverse range of brands and markets offers numerous opportunities for career growth and development within the company.
📊 Role Analysis
Career Level: Mid-Senior level, with opportunities for growth and progression within the company
Reporting Structure: The Account Development Manager will report directly to the Head of Account Development and work closely with the Customer Success team
Work Arrangement: Hybrid, with a combination of on-site and remote work
Growth Opportunities:
- Potential to take on additional responsibilities and lead projects within the account development team
- Opportunities to collaborate with teams across different brands and markets within Informa
- Career progression within the Lions Intelligence division or across other divisions within Informa
ASSUMPTION: The role offers significant opportunities for career growth and development within the company, both within the Lions Intelligence division and across other divisions within Informa.
🌍 Location & Work Environment
Office Type: Informa's Holborn office is a modern, collaborative workspace with a mix of open-plan and private spaces
Office Location(s): 87 High Holborn, London WC1V 6LF, UK
Geographic Context:
- Holborn is a vibrant, central London neighborhood known for its rich history, cultural attractions, and diverse food scene
- The area is well-connected by public transportation, with Holborn Underground Station and Chancery Lane Underground Station nearby
- Holborn is close to several major attractions, including the British Museum, Lincoln's Inn Fields, and the Royal Opera House
Work Schedule: The role follows a hybrid work arrangement, with a combination of on-site and remote work. The specific work schedule and on-site requirements may vary depending on the employee's role and team.
ASSUMPTION: The Holborn office provides a dynamic and engaging work environment, with easy access to public transportation and nearby attractions.
💼 Interview & Application Insights
Typical Process:
- Online application submission
- Phone or video screening with the HR team
- Face-to-face or video interview with the hiring manager and a member of the HR team
- Final round interview with the Head of Account Development
- Background check and offer
Key Assessment Areas:
- Commercial acumen and understanding of the role's key accountabilities
- Client-facing skills and ability to build relationships with stakeholders
- Communication and negotiation skills
- Problem-solving and analytical skills
- Ability to work effectively in a team environment
Application Tips:
- Tailor your resume and cover letter to highlight your relevant experience and skills for this role
- Demonstrate your understanding of the role's key accountabilities and how your skills and experience align with them
- Prepare examples of your commercial acumen, client-facing skills, and problem-solving abilities
- Research Informa and the Lions Intelligence division to show your interest and understanding of the company and its brands
- Follow up with the HR team after your interview to express your enthusiasm for the role and ask any remaining questions
ATS Keywords: Account Development, Client Relationships, Commercial Acumen, Sales, B2B, Upselling, Renewals, Customer Success, Stakeholder Management, Salesforce CRM
ASSUMPTION: The interview process will focus on assessing the candidate's commercial acumen, client-facing skills, and ability to work effectively in a team environment.
🛠️ Tools & Technologies
- Salesforce CRM
- Microsoft Office Suite (Word, Excel, PowerPoint)
- Google Workspace (Gmail, Google Drive, Google Docs)
- Video conferencing tools (e.g., Zoom, Microsoft Teams)
ASSUMPTION: The role may require the use of additional tools and technologies specific to the client and their industry.
👔 Cultural Fit Considerations
Company Values:
- Inspiring Knowledge
- Connecting People
- Expertise with Heart
- Inclusive & Collaborative
- Agile & Innovative
Work Style:
- Collaborative and team-oriented
- Flexible and adaptable
- Results-driven and proactive
- Strong communication and interpersonal skills
- Ability to work effectively in a hybrid work environment
Self-Assessment Questions:
- How do you demonstrate Informa's values in your daily work?
- Can you provide an example of a time when you successfully managed a remote or hybrid team?
- How do you stay up-to-date with industry trends and developments in a fast-paced environment?
ASSUMPTION: Informa values a diverse and inclusive work environment, with a strong focus on collaboration, flexibility, and results-driven work.
⚠️ Potential Challenges
- Managing a high volume of client interactions and maintaining strong relationships with key stakeholders
- Meeting and exceeding annual renewal rate and upsell targets in a competitive market
- Adapting to changes in client needs and market trends
- Working effectively in a hybrid work environment, balancing on-site and remote work
- Managing a high volume of client interactions and maintaining strong relationships with key stakeholders
ASSUMPTION: The role presents unique challenges related to client management, commercial acumen, and adaptability in a fast-paced, hybrid work environment.
📈 Similar Roles Comparison
- The Account Development Manager role is similar to other B2B sales and account management positions, but with a focus on growing revenue from a defined group of clients and facilitating commercial conversations with the Customer Success team
- Compared to other B2B sales roles, this position places a greater emphasis on client relationships, collaboration, and commercial acumen
- Career progression in this role may lead to opportunities in account management, sales leadership, or other commercial functions within Informa
ASSUMPTION: The Account Development Manager role offers unique opportunities for career growth and development within the company, with a focus on client relationships, collaboration, and commercial acumen.
📝 Sample Projects
- Developing and executing a strategic plan to increase renewal rates and upsell opportunities for a key client
- Collaborating with the Customer Success team to identify and mitigate risks for at-risk renewals, and implementing a plan to reduce risk and increase renewal likelihood
- Leading a project to improve client onboarding processes, resulting in a significant reduction in client churn and an increase in client satisfaction scores
ASSUMPTION: The role offers opportunities to work on strategic projects that drive revenue growth, improve client satisfaction, and enhance the overall client experience.
❓ Key Questions to Ask During Interview
- Can you describe the typical client profile for this role and the key challenges they face?
- How does the Account Development team collaborate with the Customer Success team to facilitate commercial conversations?
- What are the most important qualities for success in this role, according to the hiring manager?
- How does Informa support the professional development and career growth of its employees in this role?
- What are the most significant challenges facing the Lions Intelligence division in the current market, and how does this role address them?
ASSUMPTION: Asking thoughtful, insightful questions during the interview demonstrates your interest in the role and the company, and provides valuable information to help you make an informed decision.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through the following link: Apply Now
- Tailor your resume and cover letter to highlight your relevant experience and skills for this role
- Prepare for your interview by researching Informa, the Lions Intelligence division, and the key accountabilities of the role
- Follow up with the HR team after your interview to express your enthusiasm for the role and ask any remaining questions
- If selected for the final round, be prepared to discuss your commercial acumen, client-facing skills, and problem-solving abilities
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
