Strategic Account Executive

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

As a Strategic Account Executive at Fastmarkets, you know how to sell innovation and change and can guide deals forward to compress decision cycles. You love understanding a product in depth and are passionate about communicating its value to prospects. This role is responsible for the growth of our top tier accounts across the metals and forest segments.

You are someone who isn't afraid to aggressively chase new logos and will be uber diligent about following up, all the while having the finesse to know when and how to turn up the charm to close the deal. The Sales Hunter is highly emotionally intelligent and understands the needs and triggers of their customers. They are always seeking to improve the customer experience while under-promising and over-delivering on internal and external client expectations. A Sales Hunter asks A LOT of questions because they know that the best way to learn and improve is to seek assistance and expertise from others. 

PRINCIPLE ACCOUNTABILITIES 

• Manage Pipeline in Salesforce to accurately forecast revenue
• Setting out a contact strategy for building relationships with decision makers. Identifying, and developing new account opportunities.
• Coordinating and implementing resources for discovery calls, presentations and demos.
• Tracking all opportunities and customer details including use cases, purchase time frames, next steps and forecasting.
• Qualifying, building, and managing an accurate sales funnel
• Conducting consultative sales conversations to understand clients needs and pain points.
• Conducting contract negotiations and professional after sales support to maximize customer loyalty
• Run Sales Calls with short deck presentation and detailed product demo
• Close business and achieve quota attainment consistently
• Become a product expert across our platform and understand our competitor landscape
• Work closely with customer success onboarding team to ensure a smooth transition to new customers.
• Working collaboratively with Fastmarkets marketing and technology teams to evolve our sales strategy when new features and products are introduced and to meet the needs of key accounts.
• Manage the onboarding, coaching and KPIs of the BDR/SDR function.
• Help with the successful launch of conversational intelligence tool while constantly evolving and improving the process.
• Help to scale our BDR function in house.
• Improve trackable KPIs of the BDR/SDR function.
• Develop and implement SMART objectives for the BDR function.

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.

• Bachelors degree or equivalent in numerate, technical or business discipline
• Minimum of 5 years selling SaaS services to Enterprise and Mid-Market accounts, navigating a complex process selling to multiple stakeholders within the organisation.
• Creative and can think about innovative strategies that will improve sales figures.
• Able to identify and tap potential clients and understand their needs.
• Demonstrated success in achieving sales targets and closing deals.
• Excellent communication, negotiation and interpersonal skills
• Advanced Sales, communication and presentation skills.
• Relentlessly sets and pursues short and long term goals
• Effective time management, deal management, accoun