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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