Market Engagement Manager (Head of Chinese Markets) - ICIS - Shanghai
Reed Business InformationShanghaiUpdate time: May 13,2019
Job Description
ICIS is a division of Reed Business Information, part of RELX Group. Part of the $10bn FTSE100 RELX Group, Reed Business Information (www.reedbusiness.com/uk) is a globally renowned data analytics and information company. We are the world's largest petrochemical market information provider and have fast-growing energy and fertilizer divisions. With a global staff of more than 800, ICIS has employees based around the world. Our aim is to give companies in global commodities markets a competitive advantage by delivering valuable information and analytics tools which enable our customers to identify and react to opportunities in markets which are constantly evolving.
As the leading global information provider for chemicals markets, our relationships with key market participants, influencers, exchanges and regulators are vital to our success as are our strategic partnerships with key petrochemical and energy producers, traders and purchasers in China. We are looking for a true expert with in-depth knowledge of both our key downstream markets and the impact of petrochemicals trade flows on both the domestic Chinese and global markets. You will have strong cross-functional leadership skills to set and drive our commercial strategy in China, to develop and maintain relationships with senior market influencers, and to drive brand our positioning and focus. You may previously have held a senior position with a key petrochemical market player or a leading consultancy and will be a true team player and an excellent communicator.
Commercial Strategy
- Develop the commercial strategy for ICIS in the Chinese market, drive and monitor the execution by a cross-functional team (Marketing, Sales, Editorial, Consulting, Product, Compliance, Commercial Strategy) to deliver over-target sales results while ensuring that the business is committed to the customer
- Ensure execution and outperformance of revenue objectives with both existing customers and new accounts partnering with sales
- Identify growth opportunities within existing and new markets and drive implementation, including product developments and improvements, new market segments, partnerships and acquisitions
Market Engagement
- Position the business to be more customer centric and begin the transition from point provider to strategic partner
- Create, nourish and build strong relationships beyond the user experience – Senior VP, C-Suite level and with senior industry figures and influencers in region
- Drive continued engagement with Insight messaging, including capture of testimonials, case studies and reference customers
- Drive a deeper understanding of customer workflow and priorities
- Build and maintain a strong profile for ICIS as a premium provider of data solutions by building and maintaining relationships with senior decision makers in customer organisations, government agencies and industry associations, and presenting at key events
- Develop the market engagement plan and facilitate and drive focussed market engagement from ICIS stakeholders at all levels with users, influencers, decision makers and prospects, including client visits, conference attendance and media representation
- Collaborate with internal stakeholders to identify and execute brand building activities and act as primary market expert point of contact, e.g. PR, in-house and external events
- Develop relationships with non-industry market players, including potential partners, M&A targets and exchanges in close collaboration with ICIS Strategy team to drive success in key strategic opportunities
Sales Enablement
- Based on extensive market knowledge and regular client contact, identify opportunities for significant business development and use this experience to assist the sales team on key opportunities
- Engage in the sales process and provide your expertise to position ICIS with senior decision makers, users and influencers as the leading global player in petrochemicals markets and a key strategic partner. User your market expertise to stimulate demand, demonstrate ICIS expertise and significantly capture market share
- Ensure sales knowledge and messaging is differentiated and effective in target market areas
- Collaborate with internal stakeholders to produce world-leading sales enablement and marketing content, producing thought-leadership and leveraging support from content experts across ICIS as required
RBI is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.
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