Customer Success Manager - Key Accounts

Job Description

Job Description

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 600 employees spread across global locations in the UK, US, China, India, Singapore, Brazil, Belgium, Finland and beyond.

Job Description

The Role

Fastmarkets are re-imagining how to better serve our customers and improve our customer offering to deliver high growth in the next few years. In doing so we are looking for a dynamic Customer Success Manager to own a portfolio from our Strategic customers. You will work with a cross-commodity portfolio providing a first-class customer experience.

We are looking for an individual who has a strong background in managing large client accounts and the ability to build long-term relationships with senior stakeholders, whilst providing outstanding client management. You will have a flexible mindset, innovative thinking and solid business acumen.

Your strategic mindset will ensure you are proactively networking within your accounts to gather insights on how our data is used within their business. You will ensure that our clients have regular touchpoints where you present quarterly account reviews working closely with the Account Manager. Your commercial mindset will identify gaps in their solutions; you will pro-actively account plan with the Account Manager for a successful commercial output. Your passion for people and really building relationships will see you visiting your customers for face-to-face meetings.

The Customer Success Manager will report directly into the Head of Customer Success and will also be responsible for supporting companywide initiatives.

Principal Accountabilities

PRINCIPLE ACCOUNTABILITIES

• Build and maintain strong, long-term relationships with Fastmarkets' Key Accounts, acting as a trusted partner to understand their needs and align solutions that drive value.
• Have a commercial mindset to support the business growth working closely with the Account Manager to ensure that you identify opportunities for cross-selling and upselling Fastmarkets’ full range of solutions and capabilities.
• You will visit key customers to build relationships with key stakeholders to establish their goals for a successful partnership.
• Act as the trusted advisor for customers by understanding their markets and deliver knowledge and insights aligned to their vision.
• Build strong relationships to enable networking within the accounts. Successfully create workflow value maps so we can understand how our pricing data is being used throughout their business.
• Be prepared to hold in depth conversations regarding our pricing, data, methodologies – you should project confidence and credibility and succeed in forging a relationship of trust with your customers. This will enable objection handling and help identify customer pain points.
• Ensure that client quarterly meetings are prepared and scheduled with all stakeholders responsible, during the customer lifecycle.
• Collaboration with Account Managers to develop strategies and deliver quarterly account reviews.
• Use all data available to identify account risk then plan for mitigation with the Account Manager – you will be obsessive in understanding how to reduce churn and add value within your portfolio.
• Actively identify gaps in a customer’s package, seek out upsell opportunities and identify new users. Raise any opportunities to the Account Manager to then close these opportunities.
• Work to embed additional Fastmarkets’ products (Platform, API, Excel plug-in, etc.) within the Customer workflow and to expand the user base within the Customer organisation.
• Periodically input and update into the Account Plan, to support effective Account management by the Account Manager.
• Monitor usage stats and put in place improvement plans for accounts that are struggling to adopt or engage with Fastmarkets’ solutions.
• Listen to our customers’ NPS feedback to identify new product ideas and functionality. Act on client feedback and work with the Product team to build their feature enhancements pipeline.
• Collaborate with the Client Services team to ensure client queries including client technical issues are addressed within SLAs and on-going issues do not persist.
• Work closely with our Customer Onboarding Team to ensure users are trained across your accounts and adoption levels are high. Provide and deliver ad-hoc training where necessary with senior stakeholders.
• Ensure you are up to speed on all the latest releases and enhancements in our solutions and that you have effectively communicated these to your customers (providing training where necessary).
• It’s imperative that you build internal relationships within all departments (including editorial, sales, product and marketing teams) to ensure an outstanding and streamlined customer experience.
• Maintain an exceptional level of customer satisfaction rates ensuring action is taken from our NPS / customer surveys.
• Support amplifying the customer by identifying case studies, seeing these through to completion.

KEY INTERFACES

Qualifications

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

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 :

If the position is listed as remote this opportunity is available to applicants based in the following states :

Otherwise the position will be located as shown in the advert.

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.