Key Account Manager

Key Account Manager

The Key Account Manager is responsible for the organic growth of existing accounts with an average order value between 10,000 and 100,000 and a total book of business consisting of between 60-70 accounts. The role doesn't contain any new business but is expected to deliver growth on the existing book through effective data licencing, cross-selling and up-selling. A balanced approach to increasing spend and reducing churn is needed to be successful.

Fastmarkets is equally about sales performance and sales behaviours, and so how the business grows is as important as how much we grow. Key behaviours to achieving this include a proactive approach, requiring the successful candidate to consistently gain engagement from networks both within accounts and across the internal teams at Fastmarkets to deeply understand the challenges and opportunities faced by our clients. In addition, a customer-centric approach, active listening and first-class communication style are factors that will deliver success in the role.

The Key Account Manager will be working within markets that are seeing high levels of change and growth, due to various macro-economic drivers. A willingness to learn and be ready to have high level conversations with contacts of all levels, leading with insight and challenging thinking, will also be key factors.

The role sits within the AMER Metals and Agriculture Key Accounts team. This is a dynamic and supportive team, with a strong emphasis on ongoing learning and coaching.

Principal Accountabilities:

• Employing consultative sales techniques to manage renewals, generate new opportunities and drive growth. Aligning to the MEDDIC qualification methodology.
• Effectively managing book of business to deliver sustainable growth over the long-term.
• Creating and executing account plans to grow high potential customers within book of business
• Fully utilising Salesforce for effective pipeline management, forecasting, activity logging and performance metric tracking.
• Taking ownership of personal development to constantly learn, develop and contribute to the wider team's development, utilizing the resources available.
• Continually seeking to improve knowledge of Fastmarkets products and client markets.
• Collaborating across functions internally to provide the utmost value to the customer, particularly Customer Success, Editorial, Price Development, Product & Marketing team.

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.

• Experience in managing and sustainably growing a 1m+ book of business
• Experience in managing complex sales and understanding customer value
• Experience in working on 10,000-100,000 revenue accounts
• Proven ability to deliver accurate forecasting and pipeline management
• Strong track-record of using CRM and data to improve sales performance
• Some data licencing experience (or equivalent SaaS experience) would be beneficial.

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

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. Our values are:

• 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.

We are committed to ensuring all candidates feel welcomed and supported. Should your application advance and you require accommodations for the interview process, please inform us so we can make the necessary arrangements.

If the position is listed as remote this opportunity is available to applicants based in the following states:

• Illinois
• Oregon
• New York
• Pennsylvania
• Texas*

* Denotes states with office locations to support hybrid working.

Otherwise the position will be located as shown in the advert.