Title:

Senior Vice President- Business Development APAC

Location:

China / HK / flexible

Business Description:

Through proprietary global panels and research products and services, Lightspeed Research delivers valuable data to help businesses make informed decisions.

We have significantly grown since we were incorporated in May 2000. Our progress presents new and exciting opportunities – requiring creativity, new technologies, thought leadership, and operational excellence.

Lightspeed Research is part of the Kantar Group, one of the world’s largest research, insight and consultancy networks and the research arm of WPP — the world leader in communications services. We have offices around the globe offering a wide range of career opportunities.

Job Summary:

We are currently seeking a strong Head of Business Development to join our APAC Sales team. The Head of BD has responsibility for leading the sales efforts for the APAC team. This person has significant sales responsibility, as well as coaching/management responsibility for the sales staff and estimating staff that covers the full range of services the Company provides to clients. This position reports to the APAC CEO.

This person will be a high-energy, consultative sales team leader. (S)he will work with the APAC CEO and the sales team to develop an appropriate sales approach to the market. (S)he will be a strong contributor to the unit’s overall strategy, and will be able to work closely with marketing and support functions to bring the appropriate resources to bear on the market.

The Head of BD will have deep knowledge of growing and strengthening client relationships across new and developing markets in APAC. This role, as trusted advisor to the client, is responsible for identifying growth opportunities and developing strategies to grow Lightspeed Research revenue in APAC.  This role may have up to 12 business development direct reports.

Roles / Responsibilities:

This leader will need a number of specific skills which include but are not limited to the following:

• Management, creation and implementation of a sales strategy that meets annual and long term business objectives.
• Identification of viable markets, significant market trends and opportunities through understanding of industry knowledge and competitive analyses, and then building solutions and awareness of product offerings.
• Oversight and evaluation of sales efforts and adjustment of strategy to meet changing market and competitive conditions.
• Recruitment, selection, training and motivation of high potential sales leaders and staff.
• Strategic coaching to keep sales organization focused on opportunities and ways of achieving them.
• Demonstration of effective sales and management effectiveness by influencing decision-makers, negotiating solutions and solving problems.
• Lead responsibility for sales to new key large accounts.
• Leveraging technology by staying up to date and proficient in relevant applications and using technology to improve the sales process.
• A client-driven, team-oriented, collaborative style.
• A strong sense of personal ethics and commitment to company values.

Key Metric Area:

• Achieve sales goals (budget is in development) annually for 2010, with targets increasing over time.
• Build strong pipeline within designated geographies (Australia, Japan, Korea and China in 2011).
• Achieve high conversion rate for proposals to new business won.

Minimum Qualifications

• Bachelor’s degree or equivalent experience.
• Minimum of 10 years’ experience in a business development, account or relationship management role in the marketing services industry.
• Knowledge of market research and understanding of/comfort with online data collection methodologies would be an advantage.

Additional Qualifications

• Effective and motivated self-starter.
• Large account sales experience including record of success in leading major bids.
• Proven track record of closing new business.
• Proven management skills.
• An enthusiasm for selling research and a tenacity for pursuing new business.
• Creative thinker who can suggest/promote innovative ways of marketing/selling the business.
• Passionate about the quality of the deliverable to the client.
• Sound commercial awareness of the value of business sold, with an in depth understanding of profitability.
• Excellent oral, written and presentation skills.
• Travel required.

Contact:

If you are interested in this position, please contact us at rschwartz@lightspeedresearch.com

Lightspeed Research offers a comprehensive compensation and benefit package. No phone calls or agencies please.