Global Account Manager APAC (Hybrid)

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

The Role

To establish and manage strategic relationships with global customers, facilitating their transition to Enterprise licensing. Develop and propose tailored solutions that align with their business priorities, fostering long-term commercial partnerships that reduce churn, improve cross-sell and drive scalable growth over the next 3 to 5 years.

PRINCIPLE ACCOUNTABILITIES

• Account Management: Build and maintain strategic relationships with large global clients, focusing on their enterprise-wide needs. Align Fastmarkets’ data to support their trading workflows, digital transformation, and licensing requirements.
• Revenue Growth: Implement revenue growth strategies by identifying and capitalising on opportunities to transition clients from traditional models to enterprise-wide licensing. Aim for sustainable growth through long-term agreements.
• Enterprise Opportunity Planning: Develop and execute comprehensive enterprise opportunity plans that address the global scale of the client’s business. Ensure that Fastmarkets’ data is licensed according to specific use cases and the value it brings to their business operations.
• Customer Satisfaction and Retention: Ensure successful adoption of enterprise licensing models by delivering an enhanced customer experience tailored to each client. Proactively manage expectations and foster long-term partnerships to drive retention and expansion.
• Cross-functional Collaboration: Work closely with colleagues across Customer Success, Editorial, and Analyst teams to develop and execute ongoing account reviews, ensuring the smooth implementation of enterprise licence agreements.
• Market and Industry Insight: Leverage a deep understanding of global industry trends, competitive landscapes, and the evolving needs of large global enterprises to offer proactive solutions that enhance Fastmarkets’ value proposition.
• Performance Reporting and Optimisation: Track and report on enterprise-level KPIs to continuously improve the effectiveness of account strategies, ensuring alignment with Fastmarkets' broader transition to enterprise licensing.
• Contract Negotiation and Enterprise Licensing: Lead complex negotiations focused on transitioning clients to enterprise-wide agreements, ensuring that the terms support long-term value creation for both the client and Fastmarkets.
• Engagement and Strategic Alignment: Facilitate engagement and alignment between Fastmarkets' stakeholders and client stakeholders to ensure ongoing strategic partnerships. Unlock opportunities for expansion through cross-selling.
• Leadership and Role Modelling: Demonstrate leadership in executing Fastmarkets’ enterprise transition strategy by setting high standards for collaboration, customer engagement, and performance. Foster a culture of excellence and accountability across teams.

KEY INTERFACES

• Clients and Stakeholders: Engage directly with senior stakeholders and decision-makers across global accounts to understand their business challenges, shape long-term strategic partnerships, and facilitate the transition to enterprise-wide licensing agreements.
• Sales Team: Work closely with global sales teams to align on enterprise account strategies, ensuring a consistent approach across multiple regions and driving global revenue growth through coordinated efforts.
• Marketing Team: Collaborate with the marketing team to optimise demand generation strategies within the existing customer base. Ensure that targeted campaigns are effectively supported and executed to convert pipeline opportunities across different levels within customer organisations.
• Product Development and Management: Provide crucial client feedback to product teams, ensuring that the needs of enterprise clients are prioritised in product roadmaps. This supports the scalability of solutions and ensures alignment with global business requirements.
• Editorial and Pricing Development: Partner with editorial and pricing teams to drive product adoption at the enterprise level, ensuring that content, data, and pricing strategies are tailored to meet the complex needs of global clients.
• Customer Success Team: Work closely with customer success managers to ensure seamless onboarding, ongoing engagement, and enterprise-level adoption of Fastmarkets' solutions. Address global client concerns and work to enhance overall customer satisfaction.
• Finance and Legal Teams: Collaborate with finance and legal teams to manage complex contract negotiations and compliance for enterprise licensing agreements.
• Operations and Support Teams: Coordinate with global operations and support teams to ensure the smooth implementation, support, and delivery of enterprise data delivery and resolve any operational issues impacting client relationships.

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.

Knowledge

• Industry Expertise: In-depth understanding of commodities markets, including key trends, players, and financial application.
• Account Management Principles: Strong knowledge of best practices in account management, planning and client engagement strategies.
• Market Analysis: Ability to analyse market data and insights to inform account strategies and identify growth opportunities.
• Product Knowledge: Familiarity with PRA products and services, including pricing data, and analytics solutions, to effectively communicate value to clients.

Experience

• Account Management: Proven experience in managing high-value accounts within a B2B environment, with a track record of driving revenue growth and client satisfaction.
• Sales Performance: Demonstrated success exceeding sales targets, with a focus on strategic account management, value-based selling and long-term relationship building.
• Cross-functional Collaboration: Experience working collaboratively across teams (sales, marketing, product, customer success) to deliver integrated solutions and meet client needs.
• Client Engagement: History of engaging with senior executives and decision-makers, effectively communicating value propositions and building trust-based relationships.

Skills

• Communication: Excellent verbal and written communication skills, with the ability to convey complex information clearly and persuasively.
• Negotiation: Strong negotiation skills to facilitate contract discussions, pricing agreements, and multi-year renewals while ensuring mutual benefit.
• Analytical Thinking: Proficient in analysing data and market trends to develop strategic insights and inform account planning.
• Problem-Solving: Strong problem-solving skills to identify client challenges and proactively develop tailored solutions.
• Leadership: Ability to inspire and influence others, fostering a culture of collaboration, accountability, and high performance.
• Adaptability: Flexibility to adjust strategies based on changing client needs, market dynamics, and internal priorities.

Personal Attributes

• Principled Performer: Prioritises high performance through unwavering integrity and strong moral principles. Refuses to cut corners or compromise ethics, consistently making decisions that reflect values and uphold the company's reputation.
• Coachability: Demonstrates a willingness to learn and adapt, embracing feedback to enhance skills and performance. Open-mindedness allows for growth and effective adjustment in dynamic environments.
• Positivity & Resilience: Maintains a positive attitude and demonstrates cheerfulness in the face of adversity. Inspires those around by fostering a constructive atmosphere that encourages perseverance and optimism.
• Resourcefulness: Exhibits a proactive approach to problem-solving, using creativity and ingenuity to navigate obstacles. Effectively identifies and implements solutions, maximizing available resources to achieve desired outcomes.
• Adaptability: Able to thrive in changing work environments, exhibiting a solution-oriented and flexible mindset. Quickly adjusts strategies and approaches based on evolving circumstances, ensuring consistent progress toward objectives.
• Natural Curiosity: Possesses a genuine desire to understand customer challenges and perspectives, helping to build trust and rapport. An inquisitive nature leads to insightful questions and deeper insights that drive meaningful engagement.
• Exceptional Standards: Committed to delivering the highest quality results, recognising that while perfection is unattainable, striving for excellence is essential. Upholds rigorous standards in work and inspires others to do the same, fostering a culture of continuous improvement and accountability.

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.

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.