Business Development Manager (Greater China)

About the role

Times Higher Education, the data provider behind the world's most influential university ranking, is hiring a Business Development Manager in its Singapore office. The role generates and converts new business opportunities in defined territories and target institutions, expanding the range of universities supported through data and analytics, marketing, recruitment and events solutions. It is a scale role: BDMs drive new business across many institutions, engage senior leadership stakeholders and hand newly engaged institutions to Account Management.

Key responsibilities

• Execute structured outbound sales across target institutions and territories, using phone, email, LinkedIn, events, referrals and other channels
• Identify and engage decision-makers, influencers and users, and build a healthy pipeline of qualified opportunities
• Act quickly on marketing-sourced leads
• Hold discovery meetings and qualification calls, map stakeholders, buying committees and procurement processes, and present THE's solutions to customer needs
• Develop proposals and commercial recommendations, progress opportunities through the sales cycle and maintain follow-up
• Work with Marketing on campaign follow-up, lead generation and conversion
• Maintain accurate stakeholder, account and opportunity data in CRM, record activity, pipeline and forecasting, and monitor pipeline performance against targets

Required profile

• Proven experience in business development, new business sales or B2B sales
• Experience in Greater China markets
• Strong proactive prospecting and lead-generation capability, with consultative selling skills
• Ability to engage multiple senior stakeholders in complex organisations
• Willingness to work irregular hours and travel internationally
• Right to work in Singapore

Required skills

• Good understanding of CRM, pipeline management and sales forecasting
• Strong professional working proficiency in Mandarin Chinese, spoken and written, with stakeholders in Mainland China and Taiwan
• Knowledge of the global higher education sector, including government policies, is desirable
• Cross-cultural experience or experience with international clients is desirable