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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
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
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 does not accept unsolicited CVs/Resumes. Please do not forward CVs/Resumes to any MSCI employee, location or website. MSCI is not responsible for any fees related to unsolicited CVs/Resumes.
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.