Global Account Manager

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 establish and manage strategic relationships with global customers, facilitating their transition to Enterprise licensing. Develop and propose tailored solutions that align with their business priorities, fostering long-term commercial partnerships that reduce churn, improve cross-sell and drive scalable growth over the next 3 to 5 years.

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.

KEY INTERFACES

• Clients and Stakeholders: Engage directly with senior stakeholders and decision-makers across global accounts to understand their business challenges, shape long-term strategic partnerships, and facilitate the transition to enterprise-wide licensing agreements.
• Sales Team: Work closely with global sales teams to align on enterprise account strategies, ensuring a consistent approach across multiple regions and driving global revenue growth through coordinated efforts.
• Marketing Team: Collaborate with the marketing team to optimise demand generation strategies within the existing customer base. Ensure that targeted campaigns are effectively supported and executed to convert pipeline opportunities across different levels within customer organisations.
• Product Development and Management: Provide crucial client feedback to product teams, ensuring that the needs of enterprise clients are prioritised in product roadmaps. This supports the scalability of solutions and ensures alignment with global business requirements.
• Editorial and Pricing Development: Partner with editorial and pricing teams to drive product adoption at the enterprise level, ensuring that content, data, and pricing strategies are tailored to meet the complex needs of global clients.
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