Euromoney Institutional Investor

Strategic Account Manager, APAC

Job ID
Sep 2021-12413
Department
Fastmarkets
Department/Location : Country (Full Name)
Singapore
Contract Type
(Employee on payroll)Permanent Full-Time
Category
Sales

Job Advert

 

JOB PURPOSE

The Strategic Account Manager role is responsible for organic growth of existing account with an average order value between £10,000 and £100,000. The role is responsible for between 80-100 accounts each so a balanced approach to increasing spend and reducing churn in needed to be successful. The role doesn’t contain any new business but is expected to deliver growth on the existing book through effective data licensing, cross-selling and up-selling.

 

Fastmarkets is equally about sales performance and sales behaviors, it is crucial that anyone stepping into this role understand and respects that how Fastmarkets grows is as important as how much we grow. Within those behaviors we expect full collaboration, a customer centric approach and a first class communication style both internally and externally.

 

PRINCIPAL ACCOUNTABILITIES

As a Strategic Account Manager, you will be accountable for delivery in the following areas;

 

Sales Performance

  • Meets and exceeds revenue quota through the management and execution of the sales process
  • Employs consultative sales techniques to manage renewals, generate new opportunities and drive growth
  • Increases sales of new and non-benchmark services to new and existing users, divisions and locations
  • Grows revenue but with a focus on retention of existing business

 Planning

  • Create a sales plan for pool for the short-term and long-term
  • Must have a strong skillset in pipeline management and forecasting
  • Map territory completely including product and data white space opportunities for cross-sell and upsell
  • Fully utilize Salesforce (no exceptions) for Lead to order process, pipeline management, forecasting
  • Develop and regularly updates comprehensive customer-centric account sales strategy/ plan that is established in collaboration with customer and key stakeholders to ensure alignment with client needs

 Personal Development

  • Takes ownership of their own personal development to constantly learn, develop and contribute to the wider team’s development
  • Continually seek to improve your knowledge of Fastmarkets products
  • Understand how the economy and major ‘market moves’ can impact clients and the metal markets as a whole
  • Master your understanding of the market sector(s) allocated

 Customer Relationships

  • Establishes and maintains a good rapport with senior contacts (C-Level) 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 markets
  • Leads and drives benchmark penetration and price adoption
  • 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
  • Can 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 that territory plan aligns with these

 Communication and collaboration

  • Close communication with Fastmarkets sales team and other Fastmarkets departments
  • Understand the impact of your performance to the business as a whole
  • Work effectively with the Editorial, Price Development, MBR & Marketing teams to drive value and performance results
  • Can work in a team environment and closely with Account Manager of the region to build a sound and consistent strategy for the region
  • Develops and evolves best practice to ensure the sales operations are as effective as possible

 Reporting

  • Take full ownership and accountability for reporting your performance and working with Salesforce to best uncover opportunity
  • Monthly activity reporting with feedback on client and market developments that are business impacting
  • Provides accurate forecasting and manages pipeline effectively

 KEY INTERFACES

  • Sales Enablement
  • Marketing Team
  • Pricing & Research Teams
  • Sales Operations
  • Customers Success
  • Product Team
  • Operations Team
  • Commercial Finance Team
  • Compliance & Legal Teams

KNOWLEDGE, EXPERIENCE AND SKILLS

Experience

 

The Strategic Account Manager will have 5-6 years of experience in managing and growing a 80+ Accounts book through strategic account plans, building deep client relationships and a thorough understanding of clients workflow. Excellent communications skills are required, as this job entails face-to-face meetings, high level presentations and demonstrations of our services to key stakeholders across multiple regions.

 

Skills

 

Essential

  • First-class and experienced Account Manager
  • Experienced managing complex customers
  • Experience growing a £1m book of business
  • Experience with growing £10,000+ accounts
  • Proven ability to deliver accurate forecasting and pipeline management
  • Strong track-record of using CRM and data to improve sales performance

 

Good to have

  • Commodity market experience
  • Data licencing experience
  • Salesforce experience
  • Korean and Japanese Language skills strongly preferred due to the territory coverage

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