Account Executive - Events

Job description

The Role We are seeking a dynamic, commercially driven Account Executive to grow revenue across the Fastmarkets global events portfolio. This is a high-profile sales role responsible for generating revenue through exhibition sales, sponsorship opportunities and content-led brand extensions across our global commodity markets, including metals and mining, agriculture, forest products and energy transition. The role requires a balance of new business development and strategic account management. You will identify and convert new customers, build relationships with senior decision-makers, and maximise revenue opportunities within existing accounts through consultative selling and solution-based commercial proposals. Working closely with Production, Marketing, Editorial and Operations teams, you will develop a deep understanding of customer objectives and create tailored commercial solutions that deliver measurable value while supporting Fastmarkets growth ambitions. You will own your territory, pipeline and revenue targets, taking full accountability for delivering and exceeding budget, maintaining forecast accuracy and providing an exceptional customer experience throughout the sales cycle. As a modern sales professional, you will embrace AI-powered tools and technologies to improve prospecting, account planning, customer engagement, pipeline management and sales productivity, helping to drive a more efficient, data-led and scalable sales approach. Principal Accountabilities Deliver and exceed assigned revenue targets across exhibition, sponsorship and content-led commercial opportunities. Develop and execute a proactive new business strategy to identify, engage and convert new customers across priority markets. Grow and retain existing accounts through strategic account management, cross-selling and upselling opportunities across the Fastmarkets portfolio. Build, manage and maintain a robust sales pipeline that supports consistent target achievement and long-term growth. Develop strong relationships with senior stakeholders and decision-makers across customer organisations. Understand customer objectives and create tailored commercial solutions that deliver measurable value and return on investment. Create compelling proposals, presentations and commercial packages in collaboration with internal stakeholders. Negotiate commercial agreements while maintaining pricing discipline and protecting profitability. Deliver accurate forecasting, pipeline reporting and revenue projections through Salesforce and associated sales tools. Leverage AI, automation and digital sales tools to improve prospecting efficiency, account insights, customer engagement and sales effectiveness. Maintain excellent CRM discipline, ensuring all customer data, opportunities and sales activity are accurate and up to date. Act as a trusted adviser within assigned markets, maintaining a strong understanding of industry trends, customer priorities and competitive activity. Attend events, customer meetings and industry functions to strengthen relationships and identify new business opportunities. Work collaboratively with Editorial, Marketing, Production and Operations teams to ensure customer needs are met and commercial opportunities are maximised. Ensure compliance with internal policies, contractual requirements and risk management processes. Contribute to a high-performance sales culture by sharing best practice, market intelligence and customer insights. Key Interfaces Managing Director, Events Heads of Sales, Marketing and Production Editorial teams Event Production and Operations teams Marketing team Finance team Customer Success team Risk and Compliance Other Fastmarkets commercial teams Customers and prospects External partners and suppliers We recruit talented, dynamic people with diverse backgrounds and experiences, all united by a belief in our mission to provide the world’s leading and most trusted price reporting, events, and intelligence service for the markets we serve. We’re proud to be an equal opportunities employer and are committed to creating a fully inclusive workplace, where everyone feels able to participate and contribute meaningfully. If you are open-minded, curious, resilient, solutions-oriented and committed to promoting equality, then read on. 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. Sales performance: Proven track record of consistently achieving and exceeding B2B sales targets. Relevant commercial experience: Experience selling exhibition, sponsorship, media, advertising, content solutions or related commercial products. New business development: Confident and resilient in prospecting, engaging and converting new customers. Account growth: Demonstrated success in managing, retaining and growing strategic customer accounts. Consultative selling: Understands customer objectives and develops value-led commercial solutions. Commercial acumen: Identifies growth opportunities and develops effective sales strategies. Communication and negotiation: Presents, influences and negotiates credibly with senior decision-makers. Sales management: Demonstrates strong pipeline, territory, account planning and time management. Data and CRM discipline: Uses data to improve performance and maintains accurate CRM records and forecasts. AI-enabled selling: Uses AI-powered tools and emerging technologies to enhance prospecting, market research, account planning, proposal creation and sales execution. Growth mindset: Is curious, adaptable and committed to continuous learning and improvement. Accountability and resilience: Is self-motivated, results-oriented and takes ownership for delivery. Collaboration: Works effectively across multiple functions and stakeholder groups. Requirements Bachelor's degree or equivalent professional experience (preferable not essential) Minimum three to five years' experience in B2B commercial sales. Experience selling exhibition, sponsorship, advertising, media, events or content-based commercial solutions. Demonstrated success in achieving and exceeding revenue targets. Experience managing complex sales cycles involving multiple stakeholders. Strong commercial negotiation and deal-closing skills. Excellent written and verbal communication skills. Ability to develop compelling commercial proposals and presentations. Experience using Salesforce or a similar CRM platform. Strong analytical and forecasting capabilities. Willingness to travel internationally as required. If you're excited about the role but your experience, skills or qualifications don't perfectly align, we encourage you to apply anyway. 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: 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 GROWTH MINDSET . 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 every day. CUSTOMER CENTRIC. We are customer-centric in all that we do COLLABORATIVE. We are collaborative, able to work across teams and capitalise on the diversity of intellect, perspectives, and experiences. We are committed to ensuring all candidates feel welcomed and supported. Should your application advance and you require accommodations for the interview process, please inform us so we can make the necessary arrangements. Reward and benefits at Fastmarkets We believe in fair pay and benefits that support you both inside and outside of work. Through Fastmarkets Rewards, you'll have access to a range of core benefits and a flexible allowance, giving you the freedom to tailor your package to suit your lifestyle, wellbeing and financial priorities. We know that everyone's needs are different, so we've designed our benefits to support our diverse global team wherever they're based. Specific benefits may vary by country and role. 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. 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 700 employees spread across global locations in the UK, US, China, India, Singapore, Brazil, Belgium, Bulgaria, Finland and beyond.