Enterprise Account Manager (Hybrid)

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 Role

To build and nurture long-term, cross-functional partnerships with Fastmarkets' top 100 clients, delivering personalised solutions that exceed customer expectations, enhance loyalty, and drive transformational growth.

PRINCIPLE ACCOUNTABILITIES

• Client Relationship Management: Build and maintain strong, long-term relationships with Fastmarkets' top 100 clients, acting as a trusted partner to understand their needs and align solutions that drive value.
• Revenue Growth: Drive transformational revenue growth exceeding 25% annually by identifying opportunities to expand business through cross-selling and upselling Fastmarkets' full range of solutions and capabilities.
• Strategic Account Planning: Develop and execute tailored account plans for key customers, ensuring alignment with their strategic goals and positioning Fastmarkets as their preferred business partner.
• Customer Satisfaction and Loyalty: Ensure client satisfaction by delivering exceptional service, timely solutions, and proactive communication to meet or exceed customer expectations, fostering loyalty and retention.
• Cross-functional Collaboration: Work closely with internal teams (sales, product, marketing, and customer success) to ensure seamless delivery of products and solutions, supporting a holistic approach to account management.
• Market and Industry Insight: Stay informed on industry trends, market conditions, and competitive offerings, using this knowledge to provide clients with strategic advice and anticipate their evolving needs.
• Reporting and Performance Tracking: Regularly track and report on key performance indicators (KPIs), account performance, and client feedback, using data-driven insights to adjust strategies and improve outcomes.
• Contract Negotiation and Renewal: Lead negotiations on pricing, contracts, and renewals, ensuring mutually beneficial agreements while protecting Fastmarkets' commercial interests.
• Executive Sponsorship and Engagement: Proactively drive executive-level sponsorship and engagement, ensuring alignment between Fastmarkets' leadership and client senior stakeholders to strengthen relationships, address strategic priorities, and unlock new opportunities for collaboration.
• Account-Based Marketing Strategy: Collaborate with marketing teams to develop and execute tailored account-based marketing strategies for key clients, driving targeted engagement, enhancing brand visibility, and supporting specific growth objectives within each account.
• Leadership and Role Modelling: Act as a role model for execution, collaboration, and engagement across Fastmarkets, demonstrating best practices in account management, fostering a culture of teamwork, and inspiring others to deliver high-performance outcomes aligned with the company's strategic goals.

KEY INTERFACES

• 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.
• Sales Team: Collaborate with the sales team to align on account strategies, share insights, and coordinate efforts for successful client engagement and revenue growth.
• Marketing Team: Work closely with the marketing team to develop and implement account-based marketing strategies, ensuring targeted campaigns that resonate with key clients.
• Product Development and Management: Engage with product teams to provide client feedback, influence product roadmaps, and ensure that client needs are met through Fastmarkets' offerings.
• Editorial and Pricing Development: Collaborate with editorial and pricing teams to ensure customer engagement and drive price adoption.
• Consulting and Events: Partner with the consulting and events teams to drive pipeline opportunities as part of an integrated value proposition.
• Customer Success Team: Coordinate with customer success managers to monitor client satisfaction, address concerns, and ensure successful implementation and adoption of solutions.
• Finance and Legal Teams: Collaborate with finance and legal teams to negotiate contracts, manage pricing structures, and ensure compliance with agreements and policies.
• Executive Leadership: Interface with Fastmarkets' executive leadership to provide updates on account performance, strategic initiatives, and client insights that inform company direction.
• Operations and Support Teams: Work with operations and support teams to facilitate seamless service delivery and resolve any operational issues impacting client relationships.

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.

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

Experience

• Account Management: Proven experience in managing high-value accounts within a B2B environment, with a track record of driving revenue growth and client satisfaction.
• Sales Performance: Demonstrated success exceeding sales targets, with a focus on strategic account management, value-based selling and long-term relationship building.
• Cross-functional Collaboration: Experience working collaboratively across teams (sales, marketing, product, customer success) to deliver integrated solutions and meet client needs.
• Client Engagement: History of engaging with senior executives and decision-makers, effectively communicating value propositions and building trust-based relationships.

Skills

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

Personal Attributes

• Principled Performer: Prioritises high performance through unwavering integrity and strong moral principles.
• Coachability: Demonstrates a willingness to learn and adapt, embracing feedback to enhance skills and performance.
• Positivity & Resilience: Maintains a positive attitude and demonstrates cheerfulness in the face of adversity.
• Resourcefulness: Exhibits a proactive approach to problem-solving, using creativity and ingenuity to navigate obstacles.
• Natural Curiosity: Possesses a genuine desire to understand customer challenges and perspectives, helping to build trust and rapport.
• Exceptional Standards: Committed to delivering the highest quality results, recognising that while perfection is unattainable, striving for excellence is essential.

If you're excited about the role but your experience, skills or qualifications don't perfectly align, we encourage you to apply anyway.

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.

• 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.