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.
PRINCIPLE ACCOUNTABILITIES
- Account Management: Build and maintain strategic relationships with large global clients, focusing on their enterprise-wide needs. Align Fastmarkets’ data to support their trading workflows, digital transformation, and licensing requirements.
- Revenue Growth: Implement revenue growth strategies by identifying and capitalising on opportunities to transition clients from traditional models to enterprise-wide licensing. Aim for sustainable growth through long-term agreements.
- Enterprise Opportunity Planning: Develop and execute comprehensive enterprise opportunity plans that address the global scale of the client’s business. Ensure that Fastmarkets’ data is licensed according to specific use cases and the value it brings to their business operations.
- Customer Satisfaction and Retention: Ensure successful adoption of enterprise licensing models by delivering an enhanced customer experience tailored to each client. Proactively manage expectations and foster long-term partnerships to drive retention and expansion.
- Cross-functional Collaboration: Work closely with colleagues across Customer Success, Editorial, and Analyst teams to develop and execute ongoing account reviews, ensuring the smooth implementation of enterprise licence agreements.
- Market and Industry Insight: Leverage a deep understanding of global industry trends, competitive landscapes, and the evolving needs of large global enterprises to offer proactive solutions that enhance Fastmarkets’ value proposition.
- Performance Reporting and Optimisation: Track and report on enterprise-level KPIs to continuously improve the effectiveness of account strategies, ensuring alignment with Fastmarkets’ broader transition to enterprise licensing.
- Contract Negotiation and Enterprise Licensing: Lead complex negotiations focused on transitioning clients to enterprise-wide agreements, ensuring that the terms support long-term value creation for both the client and Fastmarkets.
- Engagement and Strategic Alignment: Facilitate engagement and alignment between Fastmarkets’ stakeholders and client stakeholders to ensure ongoing strategic partnerships. Unlock opportunities for expansion through cross-selling.
- Leadership and Role Modelling: Demonstrate leadership in executing Fastmarkets’ enterprise transition strategy by setting high standards for collaboration, customer engagement, and performance. Foster a culture of excellence and accountability across teams.
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.
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