Account Manager - AgriCensus

Euromoney Institutional Investor ,
London, Greater London
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Job Description

About Fastmarkets Fastmarkets is Euromoney's commodities price reporting, information and events business. It is growing rapidly. Its business serves the global metals, minerals and forest-products markets. The business also runs events for the agriculture markets (Global Grain). Historically a news-led subscription business, the strategy is to evolve the operation into a pricing-led data business. We launched Fastmarkets as the business's master brand internally in the summer of 2018 and externally in October. Fastmarkets encompasses the historic brands of Metal Bulletin, American Metal Market, RISI, FOEX, Random Lengths and AgriCensus. These storied brands, the oldest dating back to 1874, are leading names in commodity pricing in the global metals, mining, forest product and agriculture markets. JOB PURPOSE + Proactively hunt for new business, working on Asian accounts as well as joining the greater sales team effort on global opportunities + Protect and grow the territory/pool revenue from existing customers + Minimise cancellations from territory/pool + Improve timelines around renewals thereby helping improve cash flow for the business. Minimize non-payment instances by following through after invoices have been provided to clients + Create a thorough and detailed sales plan for individual pool based on existing account growth through cross and upsell opportunities + Drive the PRA licencing strategy PRINCIPAL ACCOUNTABILITIES Key Accountabilities Key Activities 1. Sales performance, consultative sales and negotiations Meets and exceeds revenue and retention quota through the management and execution of the sales process Is experienced in a 'high volume' renewal and growth environment and displays a good understanding of cash flow impact to the business Employs consultative sales techniques to manage renewals, generate new opportunities and drive growth Increase sales of new and non-benchmark services to existing users, divisions and locations Growth achieved with focus on retention of existing business 2. 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 white space opportunities and company white space opportunities Fully utilise AgriCensus CRM or Salesforce for Lead to order process, pipeline management, forecasting 3. Continuing Personal Development Continually seek to improve your knowledge of AgriCensus Group products Understand how the economy and major 'market moves' can impact clients and the agri markets as a whole Improve your understanding of the market sector(s) allocated 4. Increased Customer engagement Attend conferences in your territory and represent the company, brand and product offering Understands the dynamics and nuances of a regulated market Develops 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 Is able to work across functions and collaborate internally so as to provide utmost value to customer and draw best results 5. 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 teams Is able to work in a team environment and closely with Business Development Manager of the region so as to build a sound and consistent strategy for the region 6. Reporting Monthly activity reporting with feedback on client and market developments that are business impacting Provides accurate forecasting and manages pipeline effectively KEY INTERFACES + Account Managers within and across regions + Editorial + Conferences + Product and Marketing functions SKILLS AND KNOWLEDGE + Commodity market knowledge + Experience in a Price Reporting Agency + Experience in high value solution sales + Experienced Salesforce User + Language skills + Intermediate Microsoft PPT and Word + Experienced Microsoft Excel User + You should be proficient (both verbally and written) in English and Spanish/Portuguese EXPERIENCE + Proven experience of successful Business Development, particularly in finding and converting new leads to closed sales + Experience in commodity markets + Experience in proprietary data sales + Proven experience of creating a thriving collaborative atmosphere and GTM strategy ID: May 2020-10257 External Company Name: Euromoney Institutional Investor PLC External Company URL: www.euromoneyplc.com Address Line 1: 8 Bouverie Street

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