• Director Client Services Asia

    Job Locations China-Hong Kong
    ID
    2018-4738
    Function
    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.

     

    Currently, The EIU has an opportunity for a Director of Client Services Asia in our Hong Kong office. In this role you will manage a team of client service managers and account executives that renew and upsell EIU products and services to our existing clients. You will also be responsible for developing client relationships that promote retention, loyalty and investment for your own set of accounts.  

     

    The Director will be the primary conduit between the Global Director of Client Services and the team, ensuring that the monthly targets for renewal, upsell and new business are reached and exceeded. You will also serve as the liaison between the client service team, and EIU editorial analysts and EIU technical support teams. You will lead the team in negotiating renewal terms, implementing annual price increases and selling additional subscription services to the client.  You will also manage personnel issues and hire open vacancies.

     

     

    Accountabilities

    In the role you will be expected to:

    • Manage a team of client service managers and account executives both in house and remotely
    • Engage in strategic client relationships, develop new business from existing clients and ensure high retention rates
    • Ensure that the Client Services team achieves new business growth through up-sell and cross-sell opportunities with existing clients
    • Meet with existing strategic accounts across the region, maintaining relationships to ensure current services are relevant to their business needs
    • Responsible for identifying risks within the region’s accounts and work with internal and external stakeholders to present solutions
    • Own overall relationship with assigned clients, manage customer success activities such as coordinating onboarding and training of existing clients across specified product portfolios
    • Provide accurate monthly renewal and new business growth forecasts/reports to management
    • Use standard Economist Group reporting systems to ensure management is fully informed on all KPIs. This includes the use of salesforce.com, forecasting tools, and balance sheet/billing management/upkeep
    • Assist in managing external sales agents to develop existing business

     

     

    Experience, skills and professional attributes

    To succeed in the role you must have:

    • 5-7 years of account management and sales experience
    • An undergraduate degree preferably in international affairs or economics or equivalent work experience
    • Understanding of business trends and global affairs
    • Experience in selling information and intelligence solutions
    • The confidence to approach people at all levels of seniority both internally and externally
    • The ability to thrive upon expectation and exposure

    To succeed in the role you must demonstrate:

    • Proficiency in English. Business-level fluency in other languages an advantage
    • Strong interpersonal skills, relationship building skills and communication skills (written and verbal)
    • Self-motivated and driven with excellent organisational and follow-up skills
    • History of managing a successful sales team
    • Willingness to travel and ability to organise trips effectively

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