Managing Director, Head of EMEA Account Management

Managing Director, Head of EMEA Account Management

Requisition ID: 47426

Business Unit: Fitch Solutions

Category: Business Development & Sales

Location: London, GB

Date Posted: Jan 2, 2025

Fitch Solutions is currently seeking a Head of EMEA Account Management , a critical and influential leadership position within our commercial organization. This global role, based out of London office, involves leading a team of account management teams focused on growth of existing business and working closely with the Sales Specialists teams. The Head of EMEA Account Management will be instrumental in driving customer satisfaction, retention, and revenue growth across all regions.

What We Offer:

• High visibility with direct reporting to Global Head of Account Management.
• A collaborative work environment with business leads and partners across product, marketing, sales, and operations.
• Rewarding work with a high degree of influence on financial outcomes at a global level.
• An opportunity to lead a diverse and skilled team with regional expertise while working alongside domain-specific sales specialists.

We’ll Count on You To:

• Oversee and unify EMEA account management efforts to align with overarching company objectives.
• Integrate account management teams from multiple product organizations.
• Build a collaborative culture for success.
• Lead a multi-regional team, ensuring consistent performance and adoption of best practices across the board.
• Design and plan the sales strategy for the region to adopt the selling approach to fit the financial and regulatory market environment, resources, and product readiness.
• Collaborate closely with a team of sales specialists to leverage their domain expertise to enhance account strategies through cross-selling & upselling.
• Collaborate closely with a team of customer success managers to improve retention through adoption and value delivery of our products.
• Engage directly with key global clients to cultivate long-term relationships and secure growth opportunities.
• Synthesize regional market data and client feedback to inform and drive a cohesive global account management strategy.
• Report on regional account performance, implementing data-driven decisions to optimize the sales process and improve client outcomes.

What You Need to Have:

• Substantial (15 years+) commercial/management experience, including significant leadership within a sales management context.
• A track record of successful B2B sales and account growth, with a deep understanding of managing regional differences.
• Proven experience leading sales teams and working in a matrix with other roles like sales specialists or customer success to drive successful account management initiatives.
• Superior communication skills, capable of delivering complex messages in a compelling manner to a global audience, including at the executive level.
• Proficiency in using data analytics tools (e.g., Tableau, Power BI, or Qlik Sense) to make informed business decisions.

What Would Make You Stand Out:

• Extensive industry network and experience engaging with senior-level customers, regulators, and market forums/associations.
• Bachelor’s degree; a Master’s degree or industry qualification is preferred.
• In-depth knowledge of the credit and macro intelligence sector, with the ability to anticipate and respond to the evolving needs of clients in a dynamic financial landscape, aligning with Fitch Solutions’ core offerings and strategic direction.
• Keen insight into global financial services trends, macroeconomic factors, and technological advances.

KPIs:

• EMEA revenue growth considering sales & retention performance from existing and new logo clients as well as partnerships.
• Sales productivity metrics across all client segments and products.
• Success of EMEA sales campaigns: qualified leads, opportunity creation, conversion rates.
• Client satisfaction and feedback.
• Positive impact and collaboration with sales specialists and business partners.

Why Fitch?

At Fitch Group, the combined power of our global perspectives is what differentiates us. Our global network of colleagues comes together to accomplish things greater than they ever could alone.

Every team member is essential to our business and each perspective is critical to our success. We embrace a diverse culture that encourages a free exchange of ideas, guaranteeing your voice will be heard and your work will have an impact, regardless of seniority.

We are building incredible things at Fitch and we invite you to join us on our journey.

Fitch Solutions is a leading provider of insights, data and analytics. It informs investment strategies, strengthens risk management capabilities and helps identify strategic opportunities. Its analysts, lawyers, journalists, and economists offer in-depth views on credit markets, credit risk, ESG, developed and emerging markets, industry sectors, and individual credits.

Fitch Group is a global leader in financial information services with operations in more than 30 countries. Wholly owned by the Hearst Corporation, we are comprised of three main businesses: Fitch Ratings | Fitch Solutions | Fitch Learning.

Fitch Group is proud to be an Equal Opportunity and Affirmative Action Employer. We evaluate qualified applicants without regard to race, color, national origin, religion, sex, sexual orientation, gender identity, disability, protected veteran status, and other statuses protected by law.

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