Head of APAC Real Estate Client Coverage
Hong Kong

Position Overview

MSCI is seeking to expand its Client Coverage Team for the Asia Pacific region by appointing a Head of Real Estate Client Coverage.

We are looking for highly motivated and committed front-office commercial and product sales leader to further develop and strengthen our Real Estate platform in APAC.

Based in Hong Kong and reporting to MSCI Managing Director, Head of Client Coverage Asia Pacific, the Real Estate Sales Leader will grow our Real Estate business across the entire real estate product range both with existing and new clients of the region.

This senior sales professional will work with other Real Estate sales in the region (Australia, Japan, Korea, China, Singapore) to support clients in their day-

to-day dealings with MSCI Real Estate and feedback discussions to help drive product developments. Within APAC, the Real Estate Sales and Consultant team members will be the principal channel of communication with data contacts and clients in the region.

Building the business is not just sales, our Real Estate Coverage leader will also be a thought leader, influencer and true evangelist for our Real Estate activities and in the industry more widely.

Scope of Responsibility

  • Reporting to the Head of Client Coverage Asia Pacific, lead a small team of Real Estate sales professionals across the APAC region.
  • Create a region-wide strategic Real Estate commercial development plan, set the targets, vision and strategy for yourself and the team.

  • Achieve forecasted revenue, renewal and profitability goals
  • Grow commercial relationships and execute up-sales with existing clients
  • Identify opportunities and close sales to new prospects
  • Ability to advise and consult clients and prospects on different Real Estate strategies, particularly Real Estate integration
  • Attend and participate at industry events, forums, conferences, become (if not already) a leading voice for Real Estate development across the region
  • Communication of market developments to marketing and product team
  • Monitor and manage customer satisfaction and retention for a demanding investor client group
  • Determine new business opportunities, pipeline and renewal management, proposal and contract management, maintain existing client relationships and accounts with a focus on new client business
  • Manage the data collection process
  • Work towards formal agreements with data providers; enhance client servicing for existing clients; identifying new data providers;
  • Own and manage client update cycle enquiry and issue resolution process from a client coverage perspective using CRM and other internal tools
  • Provide an escalation route through to the clients for validation / data transfer challenges
  • Liaise with the Data & Content Services department to ensure a quality client service is delivered on time - both data and analytics
  • Perform ad hoc analysis and reporting for clients using excel and other business analysis tools
  • Provide subject matter expertise in pre-sales / up-sell / on-boarding activities Perform frequent testing of new product features
  • Specific Knowledge / Skills

  • In depth experience at managing the commercial delivery of a sales team from setting goals and strategy to delivering above target performance.
  • A strong background in the commercial real estate investment industry in the region with client experience and a clear understanding of the uses and potential of Real Estate services

  • Excellent track record in developing new business and growing established revenue streams
  • Experience at promoting a business through the successful use of communication channels
  • Sharp astute and commercially minded with the ability to unpick existing complex contracts and propose favorable alternatives
  • Good political antennae and a strong understanding of how to engage, communicate and motivate with external stakeholders, key client and industry figures, and internally with peers and teams
  • Presence, drive, professional rigor, ability to remain focus and tenacity
  • A high level of self-awareness, emotional intelligence and aptitude for conflict resolutions
  • Belief, authenticity passion and the ability to inspire success in others Strategic vision and desire to modernize and steer change
  • Excellent oral / written communication skills and working proficiency in English
  • Desired Experience

  • Bachelors required, Master's Degree preferred and / or economics background
  • Strong English skills are essential, Cantonese and Mandarin also preferred
  • Desired Qualifications

  • Bachelors required, Master's Degree preferred and / or economics background
  • Due to the great number of applications we receive for each of our open vacancies, we are unable to respond on an individual basis.

    To all recruitment agencies

    MSCI Inc. is an equal opportunity employer committed to diversifying its workforce. It is the policy of the Firm to ensure equal employment opportunity without discrimination or harassment on the basis of race, color, religion, creed, age, sex, gender, gender identity, sexual orientation, national origin, citizenship, disability, marital and civil partnership / union status, pregnancy (including unlawful discrimination on the basis of a legally protected pregnancy / maternity leave), veteran status, or any other characteristic protected by law.

    Executive Director

    Our office is located in the Goregaon suburb of Mumbai, the capital city of the Indian state of Maharashtra. The office is primarily technology and data services but has representation from all groups.

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