Sales Leader, MNC Sector (R-18959)

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Responsibilities and Requirements

As the overall head of the Multinational Corporation (MNC) client business, this position focuses on MNC clients operating in China (excluding financial institutions). The core objective of the role is to drive business growth for MNC clients, including frontline sales, key account management, team leadership, cross-departmental coordination, and the construction of long-term strategic partnerships. This role is responsible for both sales results and the overall client strategy, team capability building, and delivery quality control, ensuring continuous, healthy, and scalable business growth within the MNC client segment.

This role serves as the overall Lead for multinational corporation (MNC) corporate clients operating in China (excluding financial institutions). The role focuses on driving revenue growth, key account expansion, frontline sales execution, team leadership, and cross‑functional coordination. It is responsible for both sales results and the broader client strategy, capability development, and delivery excellence to ensure sustainable and scalable growth within the MNC client segment.

PRINCIPAL ACCOUNTABILITIES :

1. MNC Client Sales and Business Development (Core Duty)

Corporate MNC Sales & Business Development (Core Duty)

• Responsible for the complete sales process for Multinational Corporation (MNC) clients, including new client development, demand insight, solution recommendation, business communication, negotiation and contracting, and payment collection.
• Deeply understand the management relationships, decision-making mechanisms, and procurement processes between MNC clients' China operations, regional headquarters, and global headquarters to continuously mine new business opportunities.
• Focus on mid-to-large scale, group-type MNC clients to drive stable and sustainable revenue growth for key accounts.
• Lead full‑cycle sales for MNC corporate clients, including prospecting, opportunity identification, solution positioning, negotiations, contracting, and revenue collection.
• Develop deep understanding of MNC governance structures, purchasing processes, and China–regional–global decision frameworks to capture new business opportunities.
• Focus on mid‑to‑large scale MNC groups and drive stable, sustainable revenue growth.

1. MNC Client Strategy and Key Account Management

MNC Client Strategy & Key Account Management

• Formulate and implement the overall development strategy for MNC clients to enhance overall client penetration, product adaptation, and depth of long-term cooperation.
• Establish and maintain long-term strategic relationships with senior client executives and promote cross-product and cross-business line cooperation with key accounts.
• Represent the company in exchanges with relevant industry associations, chambers of commerce, and ecosystem partners to enhance influence within the MNC client ecosystem.
• Develop and execute overall strategies for managing and expanding MNC clients.
• Build long‑term senior‑level relationships and drive cross‑product, cross‑solution partnership expansion.
• Represent the company in external engagements with associations, chambers of commerce, and ecosystem partners to strengthen market presence among MNCs.

1. Team Management and Capability Building

Team Leadership & Capability Development

• Responsible for leading the MNC client team, improving the overall closing capability of the team through business demonstration, opportunity management, and experience replication.
• Follow up on the team's key business opportunities, sales funnel, forecasting accuracy, and performance achievement to ensure the team achieves target revenue.
• Continuously improve the team's professional capabilities, client insight, and cross-departmental collaboration capabilities.
• Lead the MNC client team, improving performance through coaching, deal support, and best‑practice replication.
• Oversee pipeline management, forecasting accuracy, and achievement of team revenue targets.
• Continuously develop team capability, professionalism, and cross‑functional collaboration.

1. Internal Coordination and Delivery Quality Management

Cross‑Functional Collaboration & Delivery Excellence

• Collaborate closely with teams such as Solutions, Product, Delivery, and Customer Success to ensure smooth project implementation, high-quality delivery, and consistency in client experience.
• Identify cross-departmental issues that affect client experience or business progress and drive their resolution.
• Promote the standardization of MNC client management, process normalization, and the construction of best practices.
• Collaborate closely with Product, Solutions, Delivery, Customer Success and other internal teams to ensure smooth execution and high‑quality delivery.
• Identify and resolve cross‑functional issues affecting client experience or business outcomes.
• Promote standardization and best practices in MNC account governance and team operations.

EXPERIENCE, KNOWLEDGE, SKILLS, ABILITIES:

• Full-time bachelor's degree or above; majors in Business Administration, Marketing, or Economics are preferred.
• 8–10+ years of ToB / B2B corporate client sales or key account management experience; at least 3 years of team management experience.
• Experience in successful sales to Multinational Corporation (MNC) clients, with an understanding of their decision-making and procurement processes; experience serving multiple industries is preferred.
• Deep understanding of the organizational structure, global governance system, and decision-making mechanisms of multinational corporations.
• Possess a verifiable personal sales performance record and the ability to both personally execute and lead a team to achieve goals.
• Strong result-orientation, business acumen, and cross-departmental driving capability.
• Good communication skills in both Chinese and English, able to communicate smoothly with foreign enterprise clients.
• Bonus points: Experience selling data, information services, enterprise services, or consulting products to MNC clients; familiarity with the collaboration scenarios between MNCs' China regions and regional/global headquarters.
• Full-time bachelor’s degree or above; business, marketing, or related fields preferred.
• 8–10+ years of B2B sales or key account management experience, including ≥3 years of team management.
• Proven track record in selling to MNC clients and understanding their decision and procurement processes; cross‑industry exposure preferred.
• Deep knowledge of MNC structures, global governance, and China–regional–global decision flows.
• Strong sales track record with the ability to both execute personally and lead a team to achieve targets.
• Strong result‑orientation, commercial acumen, and cross‑functional influence capability.
• Excellent communication skills in both Mandarin and English.
• Preferred: Experience selling data, information services, enterprise solutions, or consulting to MNCs; familiarity with China‑regional‑HQ collaboration models.

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