The opportunity
Please note – For this role it is essential that candidates have full right to work in China. We are unable to provide Sponsorship. Candidates must be fluent in Mandarin and English
CRU leads in the field of global commodity market analysis and business intelligence. An exciting opportunity has arisen working with our APAC Sales Team. We are currently recruiting for a highly motivated, strategic and target driven Business Development Manager to join our Shanghai office, and grow our business in key China enterprise businesses, and to play a key role in our continued growth in China. Reporting into our VP of Sales for APAC, this role will be focussing on growing our market share in key targeted emerging markets in China, which is a critically important region for us.
The Business Development Manager will be responsible for the subscription sales of mining and metals data into key Chinese enterprises and their overseas subsidiaries. This includes active follow-ups from client visits, marketing, and event efforts, generating and closing interest for the company’s products and services. As a Business Development Manager, you will need to think strategically on ways to grow our business
Once appointed, the Business Development Manager will become part of a dynamic, supportive, successful, and truly international team. As you develop your career at CRU, you will gain knowledge on our clients, our best-in-class product portfolio and be a part of a significant growth story. Financially you will be rewarded – our Business Development Managers receive a basic annual salary, country specific benefits, and are eligible to participate in the Company’s commission plan.
Candidates need to have previous solid sales experience, with a strong track record of managing a portfolio and establishing a network. Experience in the price data subscription sales environment within the Chinese industry is essential and will be key to the success of this role. You will need to have the ability to partner with colleagues in marketing, management, research & analysis, and sales operations to strengthen your own sales initiatives, internal collaboration will be a contributing factor to the success of this role. As a global Company we work across multiple time zones, so a degree of flexibility will be needed. The role will also require a level of international and local travel (pandemic travel restrictions dependant), so candidates will need to be comfortable with this
Responsibilities & Accountabilities will include:
- Establish and maintain senior level relationships in major functional areas of the customer organization. Utilize the relationships to develop strong revenue growth initiatives for all CRU products as well as retain our existing business within the account
- Generate new business through account-based marketing, whitespace analysis, industry networks and deep relationships
- Follow and execute a structured solution sales process for revenue growth and prospecting. Able to uncover new revenue opportunities within an account based on the understanding of the works flows and strategies being deployed within the account
- Quickly develop a strong understanding of the unique CRU value proposition
- Inform and execute a comprehensive sales strategy to ensure they meet/exceed monthly and yearly sales targets
- Maintain record of client contract and sales pipeline management using Salesforce
- Quickly penetrate, build presence and pipeline in China’s emerging regions and internationally focused companies
- New business generation will be a must in this role. The ability to generate and identify potential customers as well as understand the customers workflow to identify a client’s needs will be essential
- Manage renewal sales process for existing customer base, including setting of expectations, changing needs assessments, negotiating contracts and processing of contracts via relevant internal systems
- Prepare and execute strategic account plan
- Follow up on all inbound client inquiries, webinars, workshops, events to uncover new and expanding opportunities
- Maintain consistent and ongoing contact with end-users and decision makers
- Prospect, present to, and close on new sales opportunities within client base
- Provide ongoing product feedback from clients to Line Manager and Product Managers
- Maintain awareness of, and participate in all relevant training for, new products and capabilities, and market them to account base/prospects
About you – What skills and experience are we looking for?
- Excellent communication skills with customer and internal organization verbally and written is essential
- Connect customer values and products/services
- Interest and work experience in a client facing role in commodities or subscription type service provider
- Established relationships in state owned enterprises, institutions, associations, and academia is desired
- Strong negotiation skills
- Ability to build rapport with customers, and be customer centric at all times
- Excellent written and verbal communication skills
- Be comfortable working with clients from different cultures and time zones
- Ability to work smart, and meet targets within agreed timescales
- Be comfortable using a CRM system for workload and KPI management
- Be comfortable working to strict targets
- Comfortable using Salesforce for recording customer interaction and tasks
If you are interested in applying, please visit our website:
https://www.crugroup.com/careers/opportunities/