Head of Sales – Strategic Accounts & Financial Institutions (Europe)

About ICIS

ICIS is a global source of commodity intelligence, analytics and forecasting, helping companies and financial market participants make confident decisions in complex and rapidly changing markets.

Role Purpose

The Head of Sales – Strategic Accounts & Financial Institutions is responsible for leading ICIS's commercial growth across Europe within our largest strategic accounts and financial institution customer segments. The role will drive new business, retention, expansion and executive-level engagement while leading a high-performing team focused on delivering sustainable revenue growth and exceptional customer outcomes.

This role requires deep knowledge of European commodity markets, financial market participants and the competitive intelligence landscape, alongside the ability to build trusted relationships with senior decision-makers across global organisations.

Key Responsibilities

Commercial Leadership

• Define, develop and execute the European sales strategy for Strategic Accounts and Financial Institutions.
• Deliver against annual revenue, renewal, retention and growth targets.
• Set, identify and capture new market opportunities across energy, chemicals, sustainability and market intelligence solutions.
• Lead complex commercial negotiations with senior stakeholders including C Suite and Board level contacts.
• Own define and drive adoption of value-based and customer-centric selling methodologies.

Strategic Account Management

• Develop and continue to build senior executive relationships within key global and regional accounts.
• Develop account plans for ICIS's largest and most strategically important customers.
• Partner closely with Product, Consulting, Marketing and Customer Success teams to define the strategy and maximise customer value and retention.
• Ensure consistent execution of account growth, cross-sell and upsell strategies.

Leadership & Talent Development

• Set Regional Account Management Strategy across the group
• Define the Renewal Strategy and the ongoing account engagement strategy
• Recruit, develop and retain a high-performing sales team., including new leaders as needed
• Allocate accounts as appropriate and ensure you have the correct resource levels assigned
• Provide coaching, mentoring and performance management to sales managers and senior account executives.
• Foster a culture of accountability, collaboration and customer obsession.
• Support succession planning and talent development across the organisation.

Market & Competitive Intelligence

• Translate market shifts, competitor moves and customer buying trends into commercial strategy and go-to-market priorities
• Maintain a detailed understanding of the commodity intelligence, pricing and analytics marketplace.
• Demonstrate strong knowledge of ICIS competitors, including their product capabilities, commercial strategies, market positioning and strengths and convert into strategic positioning
• Translate market developments and competitive insights into actionable commercial strategies.
• Act as a market ambassador for ICIS with customers, industry associations and key stakeholders.

Cross-Functional Leadership

• Partner with regional and global leadership teams to define and set strategic initiatives.
• Influence and outline product innovation and go-to-market priorities based on customer and market feedback.
• Be the lead advocate for the customer within the organisation.

Required Experience

• Significant experience of at least 8 years leading B2B sales teams within market intelligence, data, analytics, commodities, financial information or related sectors.
• Proven track record of delivering sustained revenue growth and exceeding commercial targets.
• Extensive experience managing strategic accounts and large, complex customer relationships.
• Strong experience selling to financial institutions, trading organisations, banks, investment firms, asset managers or commodity market participants.
• Demonstrated success leading geographically dispersed teams across multiple European markets.
• Experience negotiating and influencing at C-suite level.

Knowledge & Skills

Market Knowledge

• Strong understanding of European commodity markets, including energy, chemicals and/or sustainability sectors.
• Deep knowledge of the competitive landscape across pricing, analytics, data and market intelligence providers.
• Understanding of the needs and buying behaviours of financial institutions and sophisticated data users.

Languages

• Fluency in English is essential.
• Fluency in at least one additional major European language (for example German, French, Spanish or Italian) is required.
• Additional European languages are highly desirable and will be considered a significant advantage.

Leadership Competencies

• Strategic thinker with strong commercial acumen.
• Exceptional communication and influencing skills.
• Strong coaching and people leadership capability.
• Data-driven decision maker.
• Customer-focused and results-oriented.
• Comfortable operating in a matrixed international organisation.

Location Requirements

• Candidates must be based in Continental Europe and legally authorised to work in their country of residence.
• This role is not intended to be UK-based.
• Regular travel across Europe and occasional international travel will be required.

Success Measures

• Revenue growth and target attainment.
• Strategic account retention and expansion.
• New business generation.
• Sales team engagement and performance.
• Customer satisfaction and executive relationship strength.
• Market share growth within priority customer segments.

Primary Location Base Pay Range: Spain - Barcelona €73,300 - €136,100. Total Target Cash Range: €112,900 - €209,500. If performed in any of the following locations: Barcelona, Madrid, Home Based - Madrid, Home Based - Barcelona, the base pay range is €73,300 - €136,100. The total target cash range is €112,900 - €209,500. Pay mix between base and variable pay varies based on sales role; please discuss with the recruiter.

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