Senior Manager / Manager, Business Development, Enterprise+
About the Team:
The Enterprise Solutions team is a knowledge partner to corporations and provides B2B solutions that include group subscriptions, licensing, merchandising, and community memberships. The team aims to be a trusted partner and go-to source for high-quality corporate content, networking, and intelligence in the Asian market. We help corporate executives and professionals achieve their business objectives and make well-informed business decisions. The team contributes to the success of SCMP's revenue goal and the delivery of service excellence to readers and subscribers.
Purpose of the Position:
The purpose of the position is to achieve corporate sales targets through industry-based selling of B2B solutions to a Hong Kong and global client base. The responsibilities include hunting new business and growing current corporate clients, providing professional and best-in-class client services. Collect and feedback on-the-ground client intel and needs in the product development/improvement cycle.
In this role, you will:
- Achieve corporate sales targets through industry-based selling to a Hong Kong and global client base. Offer B2B total solutions, including:
- Group/bulk SCMP subscriptions
- Content licensing and merchandise
- Community memberships
- Corporate training
- Any other new products developed based on corporate needs
- Actively prospect and reach out to new clients through offline and online channels and platforms to generate revenue
- Drive new revenue through introducing new products to new clients and current clients
- Penetrate client contact to C-suite level to grow the community and membership revenue.
- Upsell existing B2B clients through nurturing client relationships and introducing SCMP products that suit client’s business needs.
- Formulate industry penetration strategies via understanding industry-specific client needs and challenges, along with historical internal client data or opportunities. Evaluate market potential, develop target client lists, and offer customised solutions for respective clients.
- Manage daily client activities including sales presentations, sales pipeline, and solutions design. Negotiate pricing and contract terms with B2B clients.
- Work across different functions internally to plan, launch, implement, and evaluate sales & marketing campaigns and events to promote B2B solutions offerings, generate sales leads, and drive revenue.
- Input and execute Enterprise Solution strategies and activities with the goal of achieving quarterly set targets and objectives.
- Manage client database with high integrity. Input and maintain client data and sales status in Salesforce in a timely and accurate manner.
- Provide up-to-date market and partner intelligence and intel to management.
Skills and Experience that will lead to success:
- BA/BS degree or higher.
- 5+ years of experience working in a B2B sales role. Existing corporate client networks in the business intelligence or subscription business is a plus.
- Solid sales pitching experience, strong sales technique, sound communication, and presentation skills. Well-experienced in using Salesforce as a sales management tool.
- Industry knowledge and experience in selling to Construction & Property, Financial Services, and Information Technology is a plus.
- All-rounded interpersonal skills at all levels. Able to build strong professional relationships.
- Data aptitude. Able to turn data into a narrative (identifying issues and suggesting solutions).
- Experience in working independently and delivering sales targets.
- Experience in cross-functional collaborations, both internally and externally.
- Excellent command of written and spoken Cantonese and English.
Work location will be at Causeway Bay office.
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