As a Senior Strategic Account Executive at Fastmarkets, you know how to sell innovation and change and can guide deals forward to compress decision cycles. You love understanding a product in depth and are passionate about communicating its value to prospects. This role is responsible for the growth of our top tier accounts across the metals segment, in Americas as well as the added responsibility of coaching and managing KPIs of the BDR within the commodity segment to increase opportunity creation and improve and scale the BDR function at Fastmarkets.You are someone who isn't afraid to aggressively chase new logos and will be uber diligent about following up, all the while having the finesse to know when and how to turn up the charm to close the deal. The Sales Hunter is highly emotionally intelligent and understands the needs and triggers of their customers. They are always seeking to improve the customer experience while under-promising and over-delivering on internal and external client expectations. A Sales Hunter asks A LOT of questions because they know that the best way to learn and improve is to seek assistance and expertise from others. This role will lead the team by example while helping us to scale and improve our in house BDR function. In addition, there will be a heavy reliance on feedback from the Senior Strategic AEs to improve the Conversational Intelligence tool process and messaging as we implement the tool to go live and remove our relied upon SDR function. PRINCIPLE ACCOUNTABILITIES Manage Pipeline in Salesforce to accurately forecast revenueSetting out a contact strategy for building relationships with decision makers. Identifying, and developing new account opportunities.Coordinating and implementing resources for discovery calls, presentations and demos.Tracking all opportunities and customer details including use cases, purchase time frames, next steps and forecasting.Qualifying, building, and managing an accurate sales funnelConducting consultative sales conversations to understand clients needs and pain points.Conducting contract negotiations and professional after sales support to maximize customer loyaltyRun Sales Calls with short deck presentation and detailed product demoClose business and achieve quota attainment consistentlyBecome a product expert across our platform and understand our competitor landscapeWork closely with customer success onboarding team to ensure a smooth transition to new customers.Working collaboratively with Fastmarkets marketing and technology teams to evolve our sales strategy when new features and products are introduced and to meet the needs of key accounts.Manage the onboarding, coaching and KPIs of the BDR/SDR function.Help with the successful launch of conversational intelligence tool while constantly evolving and improving the process.Help to scale our BDR function in house.Improve trackable KPIs of the BDR/SDR function.Develop and implement SMART objectives for the BDR function.
