Responsibilities
Build and run your own territory strategy. Map the market, find untapped segments, rank accounts by potential and decide where to spend your time to win the most business.
Identify new problems that we can solve whilst working with internal resources to deliver new complex solutions into new sections of a defined client base.
Identify new business and grow existing accounts in Mainland China.
Negotiate and close agreements, ensuring value-based price discovery and scoping terms.
Efficiently manage a portfolio of customers to optimise client satisfaction, engagement and retention, whilst also identifying upselling opportunities.
Maintain CRM hygiene to ensure effective reporting and identification of support needed.
Work with Commercial Strategy and Marketing teams to design data-driven sales campaigns.
Attend and network at industry conferences and events, and share client dependencies with Data and Product teams.
Requirements
Native-fluent level Chinese (Mandarin) and business-level English.
A positive, can-do and solution-oriented attitude, with a strong sense of ownership and resilience when things are uncertain.
A self-motivated, entrepreneurial approach, with the ability to work independently and manage the territory as one's own business.
Outstanding track record in managing entire sales cycles, including prospecting and new business identification.
Highly developed communication, negotiation, sales and presentation skills.
Focused on understanding client needs and delivering solutions that add real value.
Creativity to drive win-win relationships for commercial improvement.
Embrace a growth mindset, continuously seeking opportunities to improve and innovate.
Strong focus on achieving goals and delivering results through innovative and effective sales approaches.
Experience working with State-Owned Enterprises.
Willingness to travel for key prospect visits and conferences, as well as internal meetings.
Nice to Have
Experience in using CRM systems, e.g. Salesforce.
Experience in selling analytics, market intelligence or data platforms.
Knowledge and experience within the aviation sector, especially asset-side related, would be preferred.
Support for Success
Cirium is committed to equipping the successful candidate with the tools, training and expertise needed to succeed. This includes:
CRM training: Comprehensive Salesforce training so the candidate can manage pipeline, forecasting and renewals effectively from the outset.
3C training: Structured sales methodology training, typically held in Singapore alongside colleagues from across the region.
Regional expert support: Access to regional consultants, solution consultants and product specialists, who support discovery sessions, demonstrations and trials, whilst avoiding time differences.
Marketing support: Targeted campaigns, thought-leadership content and industry events designed to raise market visibility and generate leads within the territory.
Product development support: A direct channel to the Product teams for sharing client insights and helping shape solutions for the local market.
Global network: Connections with colleagues across Asia Pacific and worldwide, giving access to shared expertise, best practice and client successes.
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