Head of Account Management - EMEA

Expana; London; Hybrid; GBP 60,000 - 100,000; Full time

Job summary

An established industry player is seeking a dynamic Head of Account Management for the EMEA region. In this pivotal role, you will lead a talented team focused on expanding client relationships and driving revenue growth. You will be responsible for mentoring team members, developing strategic account plans, and navigating complex negotiations. This innovative firm values collaboration and excellence, providing a culture that empowers you to succeed. If you're passionate about making a significant impact in the commodities industry and possess a strong sales leadership background, this opportunity is perfect for you!

Benefits

Agile working model

Remote work flexibility

Travel opportunities

Professional development opportunities

Qualifications

• 10+ years of leadership experience in sales with a focus on existing clients.
• Proven track record of driving revenue growth and managing teams.

Responsibilities

• Lead the Account Management team to expand client relationships and revenue.
• Develop strategic account plans and coach team members in sales techniques.
• Conduct revenue forecasts and promote sales methodologies.

Skills

Sales Leadership

Coaching

Account Management

Strategic Planning

Negotiation

Market Intelligence

Relationship Building

Sales Methodologies (MEDDIC, SPIN, Challenger Sales)

Job description

Are you prepared to explore the ever-changing landscape of global commodity prices, forecasts, and market intelligence? Expana is a leading independent provider of this data for the food, consumer packaged goods (CPG), and capital goods industries. We offer our data and insights through various cloud-based SaaS products, as well as APIs and Data Feeds.

Join us in contributing to our continued success!

We are seeking a motivated and dynamic leader to guide a talented Account Management Team, with a strong focus on expanding the footprint and adoption within our current client base of over 1,500 accounts. The Account Management Team is dedicated to formulating and executing a sales growth strategy within assigned territories, contributing to revenue growth and net revenue retention. This role reports to the Global VP of Account Management.

About the Sales Culture

As the Head of Account Management EMEA, you will primarily focus on increasing revenue from our existing client base by recruiting, enabling, developing, and executing strategies with the Account Management team. You will drive revenue and ensure the continued success of the region. Our people-first and performance-driven culture, which is embraced throughout the company, emphasises coaching, leading, and enhancing team performance. Our sales leadership is committed to building a distinguished salesforce known for excellence and integrity. This includes inspiring and empowering team members to succeed. We provide opportunities for all commercial leaders to collaborate with peers across different functions, facilitating mutual learning to better develop our talent, recruit effectively, and leverage data for optimal outcomes. We are all committed to working diligently to build something exceptional in the industry.

What You Will Be Doing

• Develop a comprehensive understanding of Expana products to effectively mentor the Account Management team.
• Enable, develop, and empower the team to proactively prospect, identify, qualify, and build a robust sales pipeline across their defined territories of current clients.
• Coach the team in developing strategic account plans, closing business deals, and navigating complex negotiations and organisational structures.
• Promote our validated sales methodology, MEDDPPIC, and drive its adoption and expertise within the team.
• Lead by example—actively engage with the team and client accounts by traveling to client sites throughout Europe and the UK.
• Onboard and ramp up new Account Executives to accelerate their productivity.
• Cultivate strong and effective relationships across growth marketing, product relationship management, and data teams to create growth opportunities.
• Conduct weekly forecast meetings and provide accurate revenue forecasts.

What You Will Bring to the Table

• Experience in recruiting, coaching, and leading a successful direct European and UK based sales team, guiding them toward achieving their goals.
• Experience in DaaS businesses would be a strong ideal or a similar environment.
• Proven track record of leading large teams to achieve double-digit revenue growth.
• A minimum of 10 years of field leadership experience with quota-carrying teams in a fast-paced, competitive market, focusing on securing new business from existing clients.
• Demonstrated ability to grow current accounts by expanding relationships to senior levels within client organisations.
• Strong capability in developing strategic campaigns and managing complex sales processes.
• A history of consistently exceeding sales targets and achieving high performance.
• Ability to articulate the business value of our market intelligence platform.
• Skills in building business champions within client organisations.
• Driven and competitive, with a strong desire for success.
• Passionate about advancing your career in the commodities industry.
• Previous training in sales methodologies (e.g., MEDDIC, SPIN, Challenger Sales).
• Familiarity with commodities, data, agri-food, and market intelligence.

Our Core Values at Expana

At Expana, we take great pride in our core values, which guide our actions and shape our culture:

Brilliance: We strive for excellence in everything we do, pushing the boundaries of creativity and innovation to deliver outstanding results.

Connected: We believe in the power of collaboration and communication. By fostering strong relationships within our teams and with our partners, we create a supportive environment that drives success.

Make a Difference: We are committed to making a positive impact in our industry and community. Our actions reflect our dedication to sustainability, social responsibility, and delivering value to our stakeholders.

Other values such as trust, transparency, creativity, and ownership define our brand and company culture. These qualities are what we seek in our teams as well. Your unique communication style and optimistic vision will inspire harmony with colleagues, customers, and business partners. Your commitment to excellence and strong relationship skills are also valued. Positive energy and strategic skills are key to succeeding at Expana. We value both individual success and collaboration, seeking dynamic team players who think outside the box. Everyone's development is integral to our collective success, so we foster and support each person's strengths and talents.

In return for your hard work and dedication, we offer fantastic rewards. Please note that we operate with an agile working model, allowing for remote work and occasional travel to our offices.

It is important to mention that we use E-Verify with third-party suppliers in our hiring practices to ensure compliance with employment laws.