Key Account Manager

JOB PURPOSE

The Hybrid Key Account Manager is responsible for driving new‑logo acquisition while also managing and growing a defined portfolio of key accounts. This role combines outbound new‑business development with long‑term account ownership, delivering sustainable revenue growth through a balanced focus on acquisition, expansion, renewal and churn reduction.

The role engages senior stakeholders across procurement, supply chain, category management, cost engineering, sustainability and operations, supporting customers as they navigate raw‑material cost volatility, supply‑chain risk, regulatory pressure and sustainability commitments. Success requires strong commercial judgement, disciplined pipeline management, consultative selling skills and the ability to translate complex market challenges into compelling Fastmarkets solutions.

Fastmarkets values how we grow as much as how much we grow. The successful candidate will demonstrate a proactive, customer‑centric approach, strong internal collaboration and the ability to lead value‑based conversations with insight and credibility across both new and existing customers.

PRINCIPLE ACCOUNTABILITIES

New Business & Market Development

• Own the full end‑to‑end new‑business sales cycle, from prospecting and discovery through to close.
• Build and convert a high‑quality pipeline aligned to defined new‑business ARR targets.
• Execute disciplined outbound strategies across priority sectors and accounts.
• Engage senior stakeholders including Heads of Procurement, Supply Chain Leaders, Category Managers, Sustainability and Cost Engineering leaders.
• Qualify and progress inbound enquiries using a structured, consultative discovery approach.

Key Account Management &Growth

• Manage and grow a defined book of key accounts, balancing renewal, retention, cross‑sell and upsell opportunities.
• Create and execute account plans aligned to customer priorities, exposure to underlying markets and growth potential.
• Drive sustainable organic growth while actively managing churn risk.
• Lead renewal discussions, value reviews and commercial negotiations with clarity and structure.

Sales Excellence &Forecasting

• Run a repeatable, value‑led sales process grounded in customer outcomes and market drivers.
• Maintain high standards of CRM hygiene, forecasting accuracy and pipeline discipline in Salesforce.
• Ensure all opportunities are correctly qualified, staged and progressed in line with internal methodology.

Cross‑Functional Collaboration

• Partner closely with Editorial, Product, Pricing, Marketing and subject‑matter experts to deliver tailored solutions, demos and proposals.
• Translate complex market intelligence into clear, commercially relevant narratives for customers.
• Contribute insights from the field to inform product development and go‑to‑market strategy.

Personal Development &Contribution

• Take ownership of continuous learning across Fastmarkets products, customer markets and industry trends.
• Actively contribute to team performance, sharing best practice and supporting a high‑performance sales culture.

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.

Essential

• Proven experience in B2B sales, managing and growing complex accounts while also delivering new‑logo wins.
• Strong consultative, value‑led selling capability with senior stakeholders.
• Experience managing a meaningful book of business and delivering accurate forecasting.
• Excellent pipeline management, outbound discipline and CRM usage.
• Ability to understand and articulate customer value in complex, data‑ or SaaS‑led solutions.

Preferred

• Experience selling market intelligence, data, SaaS or subscription‑based solutions.
• Familiarity with commodities‑linked, industrial, energy‑transition or supply‑chain‑exposed customer environments.
• Understanding of themes such as supply‑chain risk, raw‑material volatility, regulatory pressure and sustainability.

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
• GROWTHMINDSET. 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 everyday.

• CUSTOMERCENTRIC. We are customer-centric in all that we do

• COLLABORATIVE. We are collaborative, able to work across teams and capitalize on the diversity of intellect, perspectives, and experiences.