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Strategic Account Manager
4 weeks ago
Company Description
Fastmarkets is an industry-leading price-reporting agency (PRA) and information provider for global commodities, providing price data, news, analytics and events for the agriculture, forest products, metals and mining and new-generation energy markets.
Fastmarkets' data is critical for customers seeking to understand and predict dynamic, sometimes opaque markets, enabling trading and risk management. Fastmarkets is a global business with a history dating back to 1865 and is built on trust and deep market knowledge. It has more than 600 employees spread across global locations in the UK, US, China, India, Singapore, Brazil, Belgium, Finland and beyond.
Job Description
The Strategic Account Manager is responsible for the organic growth of existing accounts with an average order value between £10,000 and £100,000 and a total book of business consisting of between 60-70 accounts. The role doesn't contain any new business but is expected to deliver growth on the existing book through effective data licencing, cross-selling and up-selling. A balanced approach to increasing spend and reducing churn is needed to be successful.
Fastmarkets is equally about sales performance and sales behaviours, and so how the business grows is as important as how much we grow. Key behaviours to achieving this include a proactive approach, requiring the successful candidate to consistently gain engagement from networks both within accounts and across the internal teams at Fastmarkets to deeply understand the challenges and opportunities faced by our clients. In addition, a customer-centric approach, active listening and first-class communication style are factors that will deliver success in the role.
The Strategic Account Manager will be working within markets that are seeing high levels of change and growth, due to various macro-economic drivers. A willingness to learn and be ready to have high level conversations with contacts of all levels, leading with insight and challenging thinking, will also be key factors.
The role sits within the APAC Strategic Accounts team. This is a dynamic and supportive team, with a strong emphasis on ongoing learning and coaching.
Principal Accountabilities
- Employing consultative sales techniques to manage renewals, generate new opportunities and drive growth. Aligning to the MEDDIC qualification methodology.
- Effectively managing book of business to deliver sustainable growth over the long-term.
- Creating and executing account plans to grow high potential customers within book of business
- Fully utilising Salesforce for effective pipeline management, forecasting, activity logging and performance metric tracking.
- Taking ownership of personal development to constantly learn, develop and contribute to the wider team's development, utilizing the resources available.
- Continually seeking to improve knowledge of Fastmarkets products and client markets.
- Collaborating across functions internally to provide the utmost value to the customer, particularly Customer Success, Editorial, Price Development, Product & Marketing team.
Qualifications
We recruit talented, dynamic people with diverse backgrounds and experiences, all united by a belief in our mission to provide the world's leading and most trusted price reporting, events, and intelligence service for the markets we serve. We're proud to be an equal opportunities employer and are committed to creating a fully inclusive workplace, where everyone feels able to participate and contribute meaningfully.
If you are open-minded, curious, resilient, solutions-oriented and committed to promoting equality, then read on.
KNOWLEDGE, EXPERIENCE AND SKILLS
We are looking for an individual who is highly motivated, driven, and have a passion to be part of a fast-paced, successful team. Being a strong team player is also important as well as someone who is happy to work flexibly.
- Experience in managing and sustainably growing a £1m+ book of business
- Experience in managing complex sales and understanding customer value
- Experience in working on £10,000-£100,000 revenue accounts
- Proven ability to deliver accurate forecasting and pipeline management
- Strong track-record of using CRM and data to improve sales performance
- Some data licencing experience (or equivalent SaaS experience) would be beneficial.
If you're excited about the role but your experience, skills or qualifications don't perfectly align, we encourage you to apply anyway.
Our Values
Fastmarkets people come from all different walks of life. It's this mix of brilliant personalities, experiences and insights that gives us that warm, open, and friendly culture you can feel as soon as you meet us. But however wonderfully different we all are, there are six things we all have in common – and they form our Fastmarkets values.
Created by our own employees to reflect some of the personal traits that Fastmarkets people have, our values are key to what makes our culture unique. They reflect who each of us are and they're embedded in everything we do. Our values are:
- METRICS DRIVEN. We use insights to improve our customers' experience and our business performance
- ACCOUNTABLE. We are accountable to ourselves and those we work with: we keep our promises and get things done
- GROWTH MINDSET. This value enables us to be nimble to the changing realities and operate with a sense of urgency
- INCLUSIVE. We are inclusive and respectful, celebrating each of us and giving everyone a deep sense of belonging with the desire to bring their best self to work every day.
- CUSTOMER CENTRIC. We are customer-centric in all that we do
- COLLABORATIVE. We are collaborative, able to work across teams and capitalise on the diversity of intellect, perspectives, and experiences.
You've read a little about us – now it's over to you
If you like what you've read so far and think you can see yourself as a Fastmarkets person, it's time to fill in your application form. This form is an important part of the selection process: it's used to determine whether or not you'll be chosen to have an interview and acts as a basis for the questions we'll ask you on the day.
It's vital that you try to capture all the relevant information we have asked for on the form so we can get a good feel for who you are and why you're great.
Tell employers what skills you haveNegotiation
Account Management
Microsoft PowerPoint
Microsoft Excel
Interpersonal Skills
Selling
Strategy
B2B
Presentation Skills
Team Player
