About ICISICIS 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 PurposeThe 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 LeadershipDefine, 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 ManagementDevelop and continue to build senior executive relationships within key general 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 DevelopmentSet Regional Account Management Strategy across the groupDefine the Renewal Strategy and the ongoing account engagement strategyRecruit, develop and retain a high-performing sales team., including new leaders as neededAllocate accounts as appropriate and ensure you have the correct resource levels assignedProvide 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 IntelligenceTranslate market shifts, competitor moves and customer buying trends into commercial strategy and go-to-market prioritiesMaintain 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 positioningTranslate 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 LeadershipPartner 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 ExperienceSignificant 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 & SkillsMarket KnowledgeStrong 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. LanguagesFluency 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 CompetenciesStrategic 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 RequirementsCandi

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