The Strategic Account Manager is responsible for the organic growth of existing accounts in our Forest vertical with an average order value between £10,000 and £100,000 and a total book of business consisting of 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 Strategic 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 APAC Strategic 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.
