Job Advert

Strategic Account Manager

The Company

Fastmarkets is an impartial and independent price reporting agency. Our mission is to provide transparency to the market and help customers make better informed decisions, maximize profits, minimize risks and be a partner to all clients. We are the leading source of pricing intelligence and independent industry benchmarks. Fastmarkets is the PRA division of Euromoney Institutional Investor Plc, a publicly listed company on the FTSE.

The role:

Fastmarkets is searching for a Strategic Account Manager to join an expanding team in Chicago and support the Head of Sales in generating sustained and incremental revenue growth.

Key responsibilities include:

Consultative Sales and Negotiations

• Meets and exceeds revenue quota through retaining and growing book of business
• Grow book of business through expanding license scope, increasing users, and cross selling additional products
• Effective use of Salesforce for reporting, forecasting, and management of pipeline
• Employs solution sales techniques to manage renewals, generate new opportunities and drive growth
• Successfully manage book of business while also prospecting and delivering against new logo target
• Increases sales of new and non-benchmark services to new and existing users, divisions and locations
• Ability to deliver year over year growth on book while also ensuring high retention of existing business

Increased Customer Engagement

• Establishes and maintains a good rapport with senior contacts across key divisions and regions and works as a trusted advisor to clients
• Conducts high-level customer-facing presentations and new product development discussions
• Understands the dynamics and nuances of a regulated market
• Leads and drives benchmark penetration and price adoption
• Develops and regularly updates comprehensive customer-centric account sales strategy that is established in collaboration with customer and key stakeholders to ensure alignment with client needs

• Attends conferences within territory and represents the company, brand and product offering

• Leverages the knowledge built on clients and input provided from key stakeholders from other functions
• Is able to work across functions and collaborate internally so as to provide utmost value to customer and draw best results

• Ensures full awareness of the company’s short, medium and long term goals and how territory plan aligns with these
• Successful experience in enterprise account management

Reporting

• Monthly activity reporting with feedback on client and market developments that are business impacting
• Provides accurate forecasting and manages pipeline effectively

• Develops and evolves best practice to ensure the sales operations are as effective as possible

• Is able to work in a team environment and closely with Head of Sales of the region so as to build a sound and consistent strategy for the region
• Quarterly Territory presentation to key internal stakeholders highlighting areas of opportunity and risk

Other requirements include

• Previous data/PRA solution sales experience
• Knowledge and experience in data licensing conversations and negotiations
• Excellent written and verbal communication and presentation skills
• Consultative sales and negotiation skills, possess high integrity and a hunter adept at all phases of the selling cycle from need creation, proposal preparation, negotiation to deal closure
• Proven leadership in managing multi-national global accounts, multi-cultural awareness and regional experience is preferred
• Very strong planning and organizational skills, able to prioritize
• Competent with systems (CRM (Salesforce), Word, Excel, PowerPoint)
• Traveling required around the region at least once a month

You

A solution-centric mindset

• Determined and driven to understand new markets, clients and products
• Effective organization and time management skills
• Consistent performance exceeding sales targets on a monthly and annual basis
• A results-oriented team player
• A bachelor’s degree or equivalent
• 3-5 years of experience in an Account Management role

Why Fastmarkets?