• Business Development Manager, ECN Shanghai

    Job Locations China-Shanghai
    Sales/Business Development
  • Introduction

    EIU logo



    As the research and analysis division of the Economist Group, The Economist Intelligence Unit (EIU) helps leaders prepare for opportunity, empowering them to act with confidence when making strategic decisions. The EIU is the global standard in providing quality, actionable intelligence to the public and private sector, assessing issues that impact the marketplace for over two hundred countries.


    The Economist Corporate Network (ECN) is the briefing and networking service of the Economist Group. Through our members-only C-suite forums we help international firms understand the political, economic and business environments of the high-growth markets where they operate. We work with them to assess risks, opportunities, trends and issues of importance and how to respond to them.


    The service is delivered in many ways:


    • Through a programme of meetings that create the opportunity to hear from Economist Group experts, from invited outside experts, and from peers within the network;
    • Through private briefings delivered to clients at their management and strategy meetings;
    • Through summary reports and data (covering key economies and business issues).


    Currently, we are seeking an ambitious Business Development Manager to join our Shanghai network.


    The BDM’s primary responsibility will be growing our business in Shanghai by acquiring new clients for our membership-based group and by selling other services such as sponsorship and executive briefings. A secondary responsibility  will be  managing and strengthening the relationships with existing members of the members of the Economist Corporate Network in Shanghai to ensure that we enjoy a high degree of engagement with them and that they are satisfied with the service we provide. Both the new and renewal accounts will primarily be Multinational companies (MNCs), but will also comprise other members such as those from local companies, embassies and government.


    The key metrics of success will be:


    1. New member Acquisition
    2. Revenues from sponsorship and other non-membership related services.
    3. Membership renewal rates



    In the role you would be expected to:


    • Work with the Sales Director and other stakeholders to develop and personally execute an aggressive new members acquisition plan in Shanghai
    • Meet and exceed revenue and renewal targets in the region
    • Develop and sustain an aggressive personal pipeline of new client opportunities
    • Achieve deep market penetration across the full spectrum of sectors
    • Manage the whole sales cycle from prospecting through to closing the sale
    • Build and broaden relationships with existing clients and ensuring client satisfaction
    • Ensure the right level and number of participants attend member events
    • Take ownership of your remit as if it was your own business
    • Act as a trustworthy and reliable Economist Group brand ambassador


    Experience, skills and professional attributes

    To succeed in the role you must have:

    • University degree or equivalent
    • 3+ years experience in a face-to-face account management / new business development role
    • Business intelligence, data or consultancy-type background. Alternatively experience in executive search/recruiting
    • Experience in emerging markets (highly desirable)
    • Understanding of key business issues in China
    • Understanding of or interest in strategic business objectives of MNCs operating in the region (both indigenous and international)
    • Strong business level English required, Mandarin an advantage



    You will be able to demonstrate:

    • High level of interest in the region’s economies
    • The confidence to approach people at high levels of seniority
    • Developed interest in current affairs




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