Manager, Client and Business Development (GBA/ Tourist Segment)

The Department

The Customer Strategy, Insights, and Innovation (CSII) Division is dedicated to cultivating customer-centric capabilities across the Club ecosystem and shaping customer strategies that drive business growth. Through a data-driven approach, the Division strives to achieve a 360-degree understanding and insights of owners, members and wagering customers, enabling the seamless design of end-to-end customer experiences across online and offline channels (Racecourses and Off-course Betting Branches). This is achieved by integrating Clubwide customer data onto a unified platform, creating a single view of our customers that empowers us to deliver personalised offers and unique experiences.

The Tourist Customer Group with customer profiling focus on “affluent or upper-middle class PRC customers” who reside in HK or are frequent visitors to Hong Kong. They are not HKJC members today. Racing has been a product created primarily for local, Cantonese-speaking HK residents. However, due to the demographic change and the increasing integration of HK with China, there is an opportunity to also offer the products to PRC immigrants or visitors when they are in HK. The affluent or upper-middle class PRC customers are likely to be executives in red chip companies listed in HK, entrepreneurs, investors in HK real estate or executives in banking / professional service industries. Greater Bay Area Cities (due to proximity) and its cities are the main focus.

The job holder reports to the Deputy Executive Manager, Customer Growth and Experience (Tourist). The job holder is responsible for driving the growth and total experience of the Tourist Customer Group via accountabilities listed below.

The Job

You will
• Formulates and implements strategies to develop new tourist customer base for elite tourist segments via partnership with Mainland financial institutions, high-end business associations, auction houses. Another sub-segment to target as Mainland race-horse owners who are not HKJC members
• Leverage existing professional network and collaborate with legitimate third parties who can refer high affluent Mandarin elite customers to HKJC.
• Conducts research to identify & create new lists of potential clients such as but not limit to high-end tourist agency, golf clubs / private elite clubs, business associations, private wealth management professionals, etc.
• Arrange business meetings and promote the high end venues of Tourist Segment with prospective clients to generate new sales opportunities
• Organizes events at the high end venue(s) of Tourist Segment at Shatin Racecourse to allow elite customers to enjoy racing as a social entertainment in Hong Kong.
• Identifies and build long-term relationships with prospects, new and existing customers to qualify leads as sales opportunities;
• Formulates & monitors event business plan and performance, responsibility to adhere to agreed criteria and targets;
• Works in collaboration with internal and external resources for successful implementation; provide efficient administrative for delivering the initiatives;
• Continuously reviews operations and improves operational efficiency; arranges skill and capability development training for staff
• Ensures compliance with Responsible Gambling Policy (RGP) and all stipulated legal requirements pertaining to wagering, thereby protecting the integrity of the Club’s business
• Undertakes other duties as assigned by Line Manager.

About You

You should have
• A Bachelor degree in any disciplines
• A minimum of 8 years’ experience in prospecting and serving key corporate customers.
• Proven track record in targeting affluent PRC customers/ corporations/ eliteclubs.
• Working experience in PRC, nearby region, e.g. Pearl River Delta is a plus.
• Good relationship management skills and ability to network with relevant corporations / business associations / business partners.
• Solid event-organising and logistic co-ordination skills.
• Knowledge of the middle-class or affluent PRC customers and their behaviours.
• Excellent interpersonal skills and proficient command of Putonghua.

Terms of Employment

The level of appointment will be commensurate with qualification and experience.

Enquiries

We are an equal opportunity employer. Personal data provided by job applicants will be used strictly in accordance with the Club's notice to employees and prospective employees relating to the Personal Data (Privacy) Ordinance. A copy of which will be provided immediately upon request.