Strategic Account Manager

Wiser Elite; Houston (TX); Hybrid; USD 13,426 - 134,264; Full time

Job summary

An established industry player is seeking a Strategic Account Manager to drive organic growth within existing accounts. This role emphasizes consultative sales techniques and a customer-centric approach, requiring proactive engagement with clients to understand their needs. The successful candidate will manage a diverse portfolio, leveraging tools like Salesforce for effective pipeline management. Join a dynamic team that values collaboration and ongoing learning, where your contributions will significantly impact the growth of the business in a rapidly evolving market. If you thrive in a fast-paced environment and are passionate about delivering exceptional client experiences, this opportunity is for you.

Qualifications

• Experience managing a £1m+ book of business and complex sales.
• Proven ability to deliver accurate forecasting and pipeline management.

Responsibilities

• Employ consultative sales techniques to manage renewals and drive growth.
• Create and execute account plans to grow high potential customers.

Skills

Consultative Sales Techniques

Customer Value Understanding

Sales Performance Improvement

CRM Usage

Data Licensing Experience

Tools

Salesforce

Job description

Strategic Account Manager | PE Owned | Commodity Markets Price Reporting and Intelligence Platform

Location: Houston (Fully Remote, with view to hybrid office work)

We are 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. Our data is critical for customers seeking to understand and predict dynamic, sometimes opaque markets, enabling trading and risk management.

We are 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 Strategic Account Manager is responsible for the organic growth of existing accounts with an average order value between £10,000 and £100,000 and a total book of business consisting of between 60-70 accounts. The role doesn’t contain any new business but is expected to deliver growth on the existing book through effective data licensing, cross-selling and up-selling. A balanced approach to increasing spend and reducing churn is needed to be successful.

The role 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 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 EMEA Metals and Agriculture Strategic Accounts team. This is a dynamic and supportive team, with a strong emphasis on ongoing learning and coaching.

Responsibilities:

• 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 our products and client markets.
• Collaborating across functions internally to provide the utmost value to the customer, particularly Customer Success, Editorial, Price Development, Product and Marketing team.

Experience and Skills:

• Experience in managing and sustainably growing a £1m+ book of business.
• Experience in managing complex sales and understanding customer value.
• Experience in working on £10,000-£100,000 revenue accounts.
• Proven ability to deliver accurate forecasting and pipeline management.
• Strong track-record of using CRM and data to improve sales performance.
• Some data licensing experience (or equivalent SaaS experience) would be advantageous.

If you're excited about the role but your experience, skills or qualifications don't perfectly align, we encourage you to apply anyway.

Our Values

Our 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 values.

• 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.

Seniority level

Mid-Senior level

Employment type

Full-time

Job function

Sales, Customer Service, and Project Management

Industries

Software Development, Securities and Commodity Exchanges, and Market Research