Head of Enterprise Accounts (Hybrid)

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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

To build, lead and scale Fastmarkets’ Top 100 Customer Programme by establishing a world-class enterprise account management framework. This role is responsible for driving transformational revenue growth, ensuring exceptional client satisfaction, and fostering long-term, cross-functional partnerships through inspirational leadership, strategic planning, and operational excellence.

PRINCIPLE ACCOUNTABILITIES

1. Strategic Leadership and Programme Development: Establish and lead Fastmarkets’ Top 100 Customer Programme, defining its strategic direction, objectives, and operational framework. Ensure the programme delivers exceptional client engagement, revenue growth, and long-term partnerships.
2. Team Building and Leadership: Hire, mentor, and manage a high-performing team of Enterprise Account Managers, fostering a culture of collaboration, accountability, and customer focus. Provide clear direction, performance management, and professional development opportunities.
3. Revenue Growth and Business Expansion: Drive significant revenue growth by overseeing cross-sell and upsell strategies across Fastmarkets’ global portfolio. Ensure the team achieves and exceeds annual growth targets through effective account planning and execution.
4. Customer Engagement and Relationship Management: Build and maintain executive-level relationships. Serve as a trusted advisor and advocate for customer success, ensuring needs are understood and met through tailored solutions and proactive service.
5. Account Planning and Strategy Execution: Oversee the development and execution of comprehensive account plans for Top 100 clients. Ensure these plans are aligned with customer goals, address competitive dynamics, and leverage the full suite of Fastmarkets’ products and services.
6. Sales Forecasting and Execution: Develop accurate sales forecasts and ensure performance to plan through rigorous sales execution and regular pipeline reviews.
7. Operational Excellence and Cross-functional Collaboration: Collaborate with internal teams, including product, marketing, customer success, and sales, to ensure seamless service delivery. Drive process improvements and best practices that enhance operational efficiency and customer satisfaction.
8. Market and Competitive Insight: Stay at the forefront of industry trends, market developments, and competitive activity. Use this intelligence to inform strategic decisions, drive product innovation, and position Fastmarkets as a market leader.
9. Contract Negotiation and Commercial Management: Lead complex contract negotiations, ensuring mutually beneficial agreements while protecting Fastmarkets’ commercial interests. Establish and enforce best practices in pricing and contract management.
10. Executive Engagement and Sponsorship: Drive senior-level engagement between Fastmarkets’ executive team and client leadership. Facilitate strategic conversations that strengthen partnerships, address critical business issues, and unlock new growth opportunities.
11. Performance Tracking and Continuous Improvement: Implement robust performance measurement frameworks, using data-driven insights to track KPIs, account performance, and client satisfaction. Continuously refine strategies based on results and feedback.
12. Role Modelling and Organisational Impact: Act as a senior ambassador for Fastmarkets’ values, promoting a culture of excellence, collaboration, and innovation. Lead by example in demonstrating best practices in account management and enterprise sales execution.

KEY INTERFACES

1. Clients and Stakeholders: Direct interaction with senior executives and key decision-makers at Fastmarkets’ top 100 clients to understand their needs and drive account strategies.
2. Director of Enterprise & Global Accounts: Engage with the Director of Enterprise & Global Accounts for ongoing sales and strategic management reporting, ensuring alignment on key priorities.
3. Sales Team: Collaborate with the sales team to align on account strategies, share insights, and coordinate efforts for successful client engagement and revenue growth.
4. Executive Leadership: Interface with Fastmarkets’ executive leadership to provide updates on account performance, strategic initiatives, and client insights that inform company direction.
5. Marketing Team: Work closely with the marketing team to develop and implement account-based marketing strategies, ensuring targeted campaigns that resonate with key clients.
6. Product Management: Engage with product teams to provide client feedback, influence product roadmaps, and ensure that client needs are met through Fastmarkets’ offerings.
7. Editorial and Pricing Development: Collaborate with editorial and pricing teams to ensure customer engagement and drive price adoption.
8. Consulting and Events: Partner with the consulting and events teams to drive pipeline opportunities as part of an integrated value proposition.
9. Customer Success Team: Coordinate with customer success managers to monitor client satisfaction, address concerns, and ensure successful implementation and adoption of solutions.
10. Finance and Legal Teams: Collaborate with finance and legal teams to negotiate contracts, manage pricing structures, and ensure compliance with agreements and policies.
11. Operations and Support Teams: Work with operations and support teams to facilitate seamless service delivery and resolve any operational issues impacting client relationships.
12. Commodity Consultants: Collaborate with commodity consultants to design and execute client engagement and growth strategies, leveraging industry expertise, tailored insights and solutions.

Qualifications

We are looking for an individual who is highly motivated, driven, and has 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.

Knowledge

1. Industry Expertise: In-depth understanding of commodities markets, including key trends, players, and financial applications.
2. Large Account Management Principles: Strong knowledge of best practices in large account management, planning, and client engagement strategies.
3. Market Analysis: Ability to analyse market data and insights to inform account strategies and identify growth opportunities.
4. Product Knowledge: Familiarity with PRA products and services, including pricing data and analytics solutions, to effectively communicate value to clients.

Experience

1. Leadership: Proven track record of leading strategic account management teams in a B2B environment, driving transformational revenue growth, and ensuring long-term client partnerships.
2. Sales Performance: Demonstrated success exceeding multi-million-dollar sales targets through strategic planning, value-based selling, and enterprise-level negotiations.
3. Cross-functional Collaboration: Extensive experience working across departments, including sales, marketing, product, and customer success, ensuring cohesive and results-driven account strategies.
4. Executive Client Engagement: Expertise in building and managing C-level relationships, articulating business value, and influencing executive decision-making to drive strategic partnerships.

Skills

1. Communication: Excellent verbal and written communication skills, with the ability to convey complex information clearly and persuasively.
2. Negotiation: Strong negotiation skills to facilitate contract discussions, pricing agreements, and multi-year renewals while ensuring mutual benefit.
3. Analytical Thinking: Proficient in analysing data and market trends to develop strategic insights and inform account planning.
4. Problem-Solving: Strong problem-solving skills to identify client challenges and proactively develop tailored solutions.
5. Leadership: Ability to inspire and influence others, fostering a culture of collaboration, accountability, and high performance.
6. Adaptability: Flexibility to adjust strategies based on changing client needs, market dynamics, and internal priorities.

Personal Attributes

1. Principled Performer: Prioritises high performance through unwavering integrity and strong moral principles. Refuses to cut corners or compromise ethics, consistently making decisions that reflect values and uphold the company’s reputation.
2. Coachability: Demonstrates a willingness to learn and adapt, embracing feedback to enhance skills and performance. Open-mindedness allows for growth and effective adjustment in dynamic environments.
3. Positivity & Resilience: Maintains a positive attitude and demonstrates cheerfulness in the face of adversity. Inspires those around by fostering a constructive atmosphere that encourages perseverance and optimism.
4. Resourcefulness: Exhibits a proactive approach to problem-solving, using creativity and ingenuity to navigate obstacles. Effectively identifies and implements solutions, maximizing available resources to achieve desired outcomes.
5. Natural Curiosity: Possesses a genuine desire to understand customer challenges and perspectives, helping to build trust and rapport. An inquisitive nature leads to insightful questions and deeper insights that drive meaningful engagement.
6. Exceptional Standards: Committed to delivering the highest quality results, recognising that while perfection is unattainable, striving for excellence is essential. Upholds rigorous standards in work and inspires others to do the same, fostering a culture of continuous improvement and accountability.

Additional Information

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:

1. METRICS DRIVEN. We use insights to improve our customers’ experience and our business performance.
2. ACCOUNTABLE. We are accountable to ourselves and those we work with: we keep our promises and get things done.
3. GROWTH MINDSET . This value enables us to be nimble to the changing realities and operate with a sense of urgency.
4. 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.
5. CUSTOMER CENTRIC. We are customer-centric in all that we do.
6. 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.

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