Head of Sales – Strategic Accounts, Financial Institutions

This is a fully remote position, open to applicants in Spain.

📋 Description

• Define, develop, and implement the European sales strategy for Strategic Accounts and Financial Institutions.

• Achieve annual revenue, renewal, retention, and growth objectives.

• Identify and seize new market opportunities in energy, chemicals, sustainability, and market intelligence solutions.

• Lead intricate commercial negotiations with C-suite and Board-level stakeholders.

• Promote the adoption of value-driven and customer-focused selling methodologies.

• Cultivate senior executive relationships within key global and regional accounts.

• Create account plans for ICIS's largest and most strategically significant customers.

• Collaborate with Product, Consulting, Marketing, and Customer Success teams to enhance customer value and retention.

• Implement strategies for account growth, cross-selling, and upselling.

• Establish regional account management and renewal strategies.

• Recruit, develop, and retain a high-performing sales team.

• Allocate accounts and ensure adequate resource levels.

• Coach, mentor, and manage the performance of sales managers and senior account executives.

• Encourage accountability, collaboration, and a customer-centric approach.

• Support succession planning and talent development initiatives.

• Translate market changes, competitor activities, and customer purchasing trends into commercial strategies and go-to-market priorities.

• Maintain knowledge of the commodity intelligence, pricing, and analytics marketplace.

• Act as a market ambassador for ICIS with customers, industry associations, and key stakeholders.

• Collaborate with regional and global leadership teams on strategic initiatives.

• Influence product innovation and go-to-market priorities based on customer and market insights.

• Advocate for the customer within the organization.

⛳️ Requirements

• Minimum of 8 years leading B2B sales teams in market intelligence, data, analytics, commodities, financial information, or related fields.

• Proven history of achieving sustained revenue growth and surpassing commercial targets.

• Extensive experience in managing strategic accounts and large, complex customer relationships.

• Strong background in selling to financial institutions, trading organizations, banks, investment firms, asset managers, or commodity market participants.

• Demonstrated success in leading geographically dispersed teams across various European markets.

• Experience negotiating and influencing at the C-suite level.

• Strong understanding of European commodity markets, including energy, chemicals, and/or sustainability sectors.

• In-depth knowledge of the competitive landscape across pricing, analytics, data, and market intelligence providers.

• Awareness of the needs and purchasing behaviors of financial institutions and sophisticated data users.

• Fluency in English is mandatory.

• Proficiency in at least one additional major European language (such as German, French, Spanish, or Italian) is required.

• Candidates must reside in Continental Europe and be legally authorized to work in their country of residence.

• Comfortable working in a matrixed international organization.

• Regular travel across Europe and occasional international travel will be necessary.

🏝️ Benefits

• Country-specific benefits.

• Accessible hiring accommodations and adjustments.