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 700 employees spread across global locations in the UK, US, China, India, Singapore, Brazil, Belgium, Bulgaria, Finland and beyond.
Job Description
The Head of Global Accounts, EMEA is a critical sales leadership role, responsible for driving the Enterprise commercial strategy. This role will be instrumental in:
Delivering the commercial strategy through a structured approach to account selection, segmentation, and territory design.
- Growing and protecting revenue across the region’s largest global accounts.
- Developing and coaching a high-performing team of Global Account Managers.
- Driving collaboration across commercial teams to ensure a seamless customer journey and increased adoption of Fastmarkets pricing.
- Engaging senior stakeholders and C-suite executives within EMEA-based global customers to secure long-term strategic partnerships.
This is a high-impact leadership position, responsible for defining and executing commercial strategies that align with Fastmarkets’ global sales transformation towards Enterprise Agreements.
PRINCIPLE ACCOUNTABILITIES
Global Account Management & Enterprise Selling:
- Build and maintain strategic relationships with the largest EMEA-based global clients, ensuring Fastmarkets’ data is embedded in their trading workflows, digital transformation, and licensing frameworks.
- Own the transition to Enterprise Relicensing (ERL) in EMEA, leading efforts to shift customers from traditional models to enterprise-wide agreements.
- Oversee regional account selection, segmentation, and territory design, ensuring a structured and focused approach to driving revenue growth.
- Develop a best-in-class account management discipline, ensuring a high-touch, strategic engagement model that aligns with Fastmarkets’ global enterprise strategy.
Revenue Growth & Enterprise Opportunity Planning
- Drive sustainable revenue growth by ensuring all Strategic and Global Account Managers capitalise on enterprise licensing opportunities.
- Ensure opportunity planning discipline, developing structured Enterprise Opportunity Plans (EOPs) for EMEA-based global accounts.
- Oversee forecasting accuracy, ensuring pipeline visibility and consistent execution to meet and exceed quarterly and annual revenue targets.
- Collaborate with sales teams and leadership to align account strategies with global revenue objectives.
Customer Satisfaction, Retention & Engagement
- Ensure successful adoption of Enterprise Licensing Models, working closely with Strategic Industry Experts to deliver a world-class customer experience.
- Implement proactive account management strategies to drive renewals, mitigate churn risk, and expand Fastmarkets’ footprint within EMEA largest customers.
- Act as an executive sponsor for high-priority accounts, providing strategic oversight and unlocking long-term partnership opportunities.
- Lead executive engagement initiatives, aligning Fastmarkets’ value proposition to C-suite priorities within key EMEA accounts.
Cross-Functional Collaboration & Strategic Execution
- Align with global stakeholders, ensuring seamless collaboration across Strategic Industry Experts, Product, Editorial, Sales Operations, and Marketing.
- Facilitate ongoing account reviews, partnering with Strategic Industry Experts and Editorial teams to drive continuous adoption of Fastmarkets pricing and data.
- Work with Marketing to implement Account-Based Marketing (ABM) campaigns that enhance engagement and support enterprise-level expansions.
- Champion sales enablement efforts, ensuring the EMEA team is trained on best practices for executing the enterprise transition strategy.
Market & Industry Insight
- Leverage deep market intelligence to anticipate industry shifts, competitive dynamics, and evolving customer needs.
- Translate market insights into actionable strategies, ensuring Fastmarkets remains ahead of competitors in driving enterprise adoption across EMEA.
- Share industry expertise with internal teams, ensuring commercial strategy is informed by the latest developments in the Metals, Agriculture, and Forest Products markets.
Sales Operational Excellence & Performance Management
- Drive a high-performance sales culture, ensuring Global and Strategic Account Managers meet or exceed quarterly and annual targets.
- Establish rigorous forecasting discipline, enforcing 95%+ accuracy in pipeline management and deal execution.
- Monitor key performance indicators (KPIs) to track sales effectiveness, customer adoption, and revenue growth.
- Ensure a data-driven approach to sales execution, working with Sales Operations to drive accountability across the team.
Contract Negotiation & Enterprise Licensing
- Lead complex contract negotiations, ensuring EMEA-based global customers transition to enterprise-wide agreements.
- Ensure commercial terms support long-term value creation, balancing Fastmarkets’ pricing strategy with customer needs.
- Drive governance and structure in enterprise licensing, ensuring all deals are aligned with legal, compliance, and finance best practices.
Leadership, Coaching & Role Modelling
- Recruit, develop, and retain a high-performing team of Strategic and Global Account Managers across EMEA.
- Set the standard for excellence in enterprise sales, acting as a role model for collaboration, customer engagement, and execution.
- Drive a coaching culture, ensuring continuous skill development and readiness for enterprise-level sales and account management.
- Champion Fastmarkets’ values, fostering a culture of accountability, inclusivity, and high performance.
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 Leadership Team: Work closely with global sales leaders to align on enterprise account strategies, ensuring a consistent approach across multiple regions and driving global revenue growth through coordinated efforts.
- Marketing Managers: Collaborate with the marketing managers to optimise demand generation strategies within the existing customer base in EMEA. 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 leaders 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.
- Strategic Industry Experts: Work closely with Head of Strategic Industry Experts team 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
- Enterprise Sales & Account Management Expertise – Strong knowledge of best practices in strategic account management, territory design, and client engagement at an enterprise level.
- Industry Expertise – In-depth understanding of commodities markets, including key trends, market players, and financial applications within metals, forest products, and agriculture.
- Market & Competitive Analysis – Ability to analyse global market trends and customer data to inform account segmentation, opportunity planning, and revenue growth strategies.
- Enterprise Licensing & Pricing Models – Deep knowledge of enterprise-wide data licensing models, including price adoption strategies, contract governance, and value-based pricing.
- Fastmarkets Product Suite – Familiarity with PRA products and services, including benchmark pricing, analytics, and market intelligence solutions, to effectively communicate value to enterprise customers.
Experience
- Sales Leadership & Enterprise Account Management – Proven experience leading enterprise account teams and managing high-value global accounts in a B2B environment.
- Enterprise Licensing & Revenue Growth – Demonstrated success driving enterprise sales transformations, transitioning large customers from traditional models to multi-year Enterprise Licensing Agreements (ELAs).
- High-Value Sales Execution – Track record of exceeding multimillion-dollar sales targets, with expertise in strategic account planning, solution selling, and commercial negotiations.
- C-Suite Engagement & Executive Relationship Management – Experience engaging senior executives and decision-makers within global enterprises, driving strategic alignment and securing long-term partnerships.
- Cross-Functional Leadership – Experience collaborating across commercial teams, including Sales, Marketing, Strategic Industry Experts, Editorial, Product, and Finance, to drive enterprise customer engagement
- Sales Operational Excellence – Expertise in forecasting discipline, sales performance tracking, and data-driven decision-making, ensuring high accuracy in revenue planning.
Skills
- Strategic Communication & Executive Influence – Excellent verbal and written communication skills, with the ability to convey complex value propositions to C-level executives and senior stakeholders.
- Enterprise Negotiation & Contract Management – Strong negotiation skills to facilitate complex contract discussions, pricing agreements, and multi-year enterprise renewals while ensuring mutual benefit.
- Analytical Thinking & Data-Driven Decision-Making – Proficient in interpreting market trends, pricing insights, and sales performance data to develop strategic account plans.
- Problem-Solving & Commercial Innovation – Strong ability to identify enterprise customer challenges and proactively develop scalable, high-impact solutions.
- Leadership & Team Development – Ability to inspire, coach, and develop high-performing sales teams, fostering a culture of collaboration, accountability, and commercial excellence.
- Adaptability & Change Management – Ability to navigate complex, evolving market conditions, adjusting strategies to align with shifting client needs and internal business priorities.
Personal Attributes
- Principled Leadership – Demonstrates unwavering integrity, ethical decision-making, and a commitment to high performance, ensuring Fastmarkets' reputation as a trusted business partner.
- Executive Presence & Credibility – Confident in engaging senior decision-makers, operating with authority, influence, and commercial acumen.
- Resilience & Growth Mindset – Maintains a positive, solution-focused approach, inspiring teams to perform at their best while navigating challenges with agility.
- Resourcefulness & Commercial Agility – Proactively identifies opportunities for innovation, efficiency, and value creation, maximising available resources to achieve strategic goals.
- Customer-Centric Thinking – Deeply curious about customer challenges and proactively seeks insights to build trust, credibility, and lasting partnerships.
- High Standards & Execution Excellence – Holds self and teams accountable to the highest standards of performance, ensuring consistent delivery of world-class enterprise account management.
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.
We are committed to ensuring all candidates feel welcomed and supported. Should your application advance and you require accommodations for the interview process, please inform us so we can make the necessary arrangements.
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.
