The Market Development organisation plays a key role in setting the overall Refinitiv Risk Strategy in Asia. Market Development is responsible for marketing and sales strategy, business development, driving growth opportunities and maintaining existing business.
Refinitiv is a $6bn division globally, and focusing on providing data, news, analytics, risk and workflow solutions to the Financial community across all asset classes and customer segments.
The MDM is responsible for defining & driving the Risk business growth & retention priorities in Asia. They are responsible for identifying key regional growth opportunities within client segments and / or client user types.
They are responsible for the day to day oversight of the business performance as well as tracking and implementation of the execution for the strategy to defend and grow the business within Sales & Account Management organization.
The MDM is the regional go to Risk and Regulatory Technology expert within Sales & Account Management organization. They are the conduit for the regional voice of the customer back to proposition, to ensure focus on deliverables towards regional growth priorities.
They will drive field marketing activities, actively defining the value proposition in support of growth & retention priorities both externally as well as internally.
Set the Risk business growth & retention priorities based on detailed analysis of business performance, product rationalisation, market sizing and opportunity prioritisation
Identify new business opportunities to grow the Risk business in specific market segments based on detailed sizing
Identify the key regions, associated value proposition and execution plan to ensure the opportunities facilitate growth
Responsible for ultimate growth and retention execution, programmatically driving prioritised business plans and campaigns to achieve targets
Collaborate with Regional Sales & Client Specialist Management to align objectives and targets for respective business in the region, with the associated strategies and plans to achieve them
Provide input into resource level determination in support of retention & growth focus
Maintain a regular operating rhythm with the regional sales & support teams to systematically drive the regional agenda for the respective business and mobilise client facing teams to deliver business objectives and revenue targets programmatically
Validate Regional strategy & value propositions with customers and document feedback to defining growth & retention potential prior to launching new propositions
Collate and prioritise detailed client requirements for D&M based on constant client interaction
Work with Regional Sales & Account Management on strategic deals and renewals to grow the business or retain customers, maximising client value & footprint, including advising / approving commercial terms
Forward manage all key renewals based on contract, usage and active risk management ensuring total’ business management of existing strategic customers
Initiate and manage industry association and strategic relationships in the region to achieve business goals, represent the business and act as the senior representative for the Risk & Regulatory Technology business priorities in the region
Own and develop a relevant portfolio of key customer contacts, including key Heads of Risk, key influencers & C level executives at key banks, financial institutions & corporates
Provide expert knowledge’ based input to the definition of the customer learning experience for delivery to frontline specialist and support teams
Provide expert knowledge based input for internal learning programs e.g. New Starter Induction or on-going learning programs (e.
g. Monthly updates, Learning calls & Boot-camps)
Provide focus for Field Marketing in the definition / prioritisation of key industry event participation, TR hosted thought leadership events, client events / bright-
spots, internal staff events (Hard Talk / Lunch & Learn / educational Boot-camps / monthly proposition & performance updates)
Speak at Industry forums and conferences frequently and be known as a thought leader’
Push the global agenda forward , with proactive, forward looking views
The Market Development Manager role will be located within the Region of focus
Travel within the relevant region will be required & determined by business priorities
Qualifications / Experience Required
University degree and industry qualification e.g. ACAMS / ICA, post graduate in Business would be a plus
Understanding of Financial Crime, KYC, Onboarding and Enterprise Risk in Asia
Understanding of the Operational Risk tools used by professionals (Worldcheck, KYC utilities, ERM systems )
Ability to present and demonstrate product solutions
Ability to translate market trends into business plans and execution of these plans
Maintain senior and strategic client and industry relationships
Demonstrate strong leadership skills including influencing at a high level and lead teams and stakeholders to achieve a common objective
Strong organisational, communication and presentation skills
Languages required should support your regional business. Fluent written & spoken English is compulsory
Demonstrate a blend of strategic and operational skills
Experience operating in a matrix organisation, including stakeholder engagement and influencing management
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