Summary
- Lead, develop and train the APAC Commercial team members; drive hiring and training for open positions on APAC teams
- Manage and monitor all existing relationships with clients in the region, and manage / develop executive relationships at the client to continue to align the company to executive needs and goals and drive the maximum value in CX improvements
- Lead the region team in day-to-day client delivery in a high-quality, detail oriented manner
- Act as a thought leader in overseeing and coaching the team to develop CX industry insights powered by the Company
- Strategically manage the company’s pipeline for the reason, in collaboration with key Partners, to fuel the growth of the company’s business and manage the execution / progression of each sales process through commercial team
Essential Functions
40% of time
Manage and monitor all client delivery, including day-to-day client delivery and client relationships through the region team’s efforts, and developing and managing senior executive relationships of clients
- Set the strategy for accounts in region in conjunction with Partners and direct reports; create roadmaps and evaluate elevated offerings for the company in addition to evolving / improving upon the existing account delivery structure
- Drive high-quality thought leadership through the CEM team in region to create cutting edge industry and client-specific insights that drive value and engrain the company
- Develop senior client relationships and be seen as the expert and point of escalation
30% of time
Manage sales strategy and commercialization efforts to build the company business for the region, in collaboration with Partners, and manage the execution of these prospect opportunities
- Define strategy and plan to meet region growth targets by defining the pipeline and key accounts of focus and working with Partners to develop and execute the plan
- Identify opportunities and develop proposals with Partners and the company product team for new products in region
- Drive and evolve the creation of sales materials for products in region
- Manage the execution through the team of the sales process including driving top of the funnel conversations, through to insights discussions through product demos, commercials and pricing recommendations in conjunction with leadership and follow process through contracting and signing
30% of time
Manage and build the Commercial team in the region
- Coach and guide Commercial region team to develop the insight, account management and sales skills to provide top level client delivery and sales experience to our existing and prospective clients
- Define hiring and capacity needs as business size and need expands in region, in conjunction with Head of Commercial for the company
- Drive hiring processes for the Commercial team in the region
Qualifications
Education
Required: MBA (ideally from a top-20 global institution)
Experience
Required:
- 8+ years of experience in consulting, customer insights, analytics /strategy, or account management and sales in a data business
- Experience engaging C –suite members and senior executives of F1000 companies and driving executives to action
- Experience managing and developing a team
Preferred:
- Experience at the Associate Partner (or equivalent) level at a top-3 global management consulting firm
- Proven track record of growing revenue and a team to deliver against that revenue
- Ability to manage multiple sets of senior stakeholders and balance sometimes competing priorities
Knowledge, Skills, and Abilities
- Successful track record of managing and growing senior client relationships
- Analytical background and grounding in customer strategy, customer insights, net promoter score
- Experience in managing a team and developing / upskilling team members to own client relationships
- Ability to ‘manage up’ across leadership and senior internal stakeholders, in addition to client management
- Background in growing revenue of business and creating business structure and rigor in an ambiguous and entrepreneurial environment
