Senior 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 Senior 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 segment, in Americas as well as the added responsibility of coaching and managing KPIs of the BDR within the commodity segment to increase opportunity creation and improve and scale the BDR function at Fastmarkets.

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. This role will lead the team by example while helping us to scale and improve our in house BDR function. In addition, there will be a heavy reliance on feedback from the Senior Strategic AEs to improve the Conversational Intelligence tool process and messaging as we implement the tool to go live and remove our relied upon SDR function.

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, account planning and analytical skills

• A consultative sales style, strong experience selling solutions and the ability to thrive in a fast paced environment.

• Ability to sell collaboratively with multiple internal stakeholders and teams.

• Demonstrated success in coaching and leading a team.

• A self-driven, dedicated and motivated individual who can drive revenue growth, while creating a basis for long term client relationships.

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

Additional Information

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.

This opportunity is available to applicants based in the following states:

• Florida

• Georgia

• Illinois

• Massachusetts*

• North Carolina

• New Hampshire*

• New Jersey*

• New York*

• Oregon*

• Pennsylvania

• Tennessee*

• Texas

• California

• Colorado

• Denotes states with office locations to support hybrid working

You can see that on a map here: US Hiring States

You've read a little about us - now it's over to you!

If you like what you've read so far and think you can see yourself as a Fastmarkets person, it's time to fill in your application form. This form is an important part of the selection process: it's used to determine whether or not you'll be chosen to have an interview and acts as a basis for the questions we'll ask you on the day.

It's vital that you try to capture all the relevant information we have asked for on the form so we can get a good feel for who you are and why you're great.