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About the Role
This leadership role is responsible for setting the strategy and execution for a team of Account Managers focused on customer retention, growth, and strategic relationship management across the UK, Ireland, Southern Europe, and Belgium. The position is accountable for delivering renewal, retention, and expansion targets, ensuring customers maximize value from their ICIS investment while identifying opportunities to broaden engagement across the portfolio. The leader will drive a high-performance, customer-centric culture, developing deep C-level executive relationships with key accounts and ensuring the team consistently executes against customer success, retention, and growth objectives.
Responsibilities
- Create, define, and own regional renewal strategy, retention, and expansion targets.
- Develop and execute customer growth strategies to improve customer value, loyalty, and commercial performance.
- Lead account planning for strategic and high-value customers.
- Drive cross-sell and upsell opportunities across ICIS market intelligence, analytics, forecasting, and sustainability solutions.
- Ensure robust renewal forecasting and pipeline management through CRM and sales management processes.
- Build and maintain senior executive relationships within key accounts.
- Support the team in managing complex, multi-country customer relationships and negotiations.
- Act as an executive sponsor for strategic customers where required.
- Ensure customer challenges, business priorities, and market developments are translated into actionable account strategies.
- Recruit, coach, and develop a high-performing Account Management team.
- Establish clear performance expectations and accountability measures.
- Create a proactive culture focused on customer outcomes, collaboration, and continuous improvement.
- Support succession planning and talent development across the wider European sales organization.
- Drive adoption of best-practice account management methodologies and customer engagement disciplines.
- Set clear proactive engagement models to maximize long-term relationships.
- Champion a world-class customer experience across the region.
- Create strategic deal governance, risk mitigation, and pricing judgment decisions.
- Partner closely with Customer Success, Product, Consulting, and Marketing teams to shape priorities and deliver outstanding client value.
- Improve customer satisfaction, retention, and advocacy.
- Ensure customer feedback is incorporated into regional and global planning processes.
- Interpret market trends, competitor activity, and client workflow changes to guide commercial strategy.
- Maintain a strong understanding of commodity markets, market intelligence trends, and evolving customer requirements.
- Demonstrate detailed knowledge of ICIS competitors, their products, commercial strategies, strengths, and market positioning.
- Equip the Account Management team with competitive intelligence and effective value propositions.
- Represent ICIS at customer meetings, industry events, and regional forums.
Requirements
- Significant experience (8 years plus) leading Account Management or sales teams in data, analytics, information services, commodities, financial information, or related industries.
- Strong track record of delivering customer retention, growth, and revenue objectives.
- Experience managing strategic and complex enterprise accounts.
- Proven ability to build relationships and negotiate with senior stakeholders and executives.
- Experience leading geographically distributed teams across multiple countries.
- Demonstrated success in coaching and developing high-performing commercial teams.
Skills
- Strong understanding of commodity, energy, chemicals, or data and analytics markets.
- Knowledge of the competitive landscape across market intelligence, data, pricing, and analytics providers.
- Understanding of customer workflows and decision-making processes across both industrial and commercial customer segments.
- Fluent English.
- Fluency in French or Italian is strongly preferred.
- Additional European language skills would be advantageous.
- Strong commercial and customer-focused mindset.
- Excellent communication and influencing skills.
- Strategic thinker with strong execution capability.
- High emotional intelligence and coaching capability.
- Ability to lead through change and drive organizational performance.
- Collaborative leader who can operate effectively within a matrix organization.
Location
- Based in the United Kingdom.
Work Type
- Willingness to travel regularly across the region.
Experience Level
- 8 years plus experience
Benefits
- Country-specific benefits.
Equal Opportunity
- Qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law.