Business Development Manager

At Cirium, our goal is to keep the world connected. We are the industry leader in aviation analytics, helping our customers understand the past and present, and predict what will happen tomorrow.

Our mission is to transform the aviation industry by enabling airlines, airports, travel companies, tech giants, aircraft manufacturers, financial institutions, and many more to accelerate their own digital transformation.

Learn more about Cirium.

Cirium is seeking a highly motivated Business Development Manager to drive revenue growth across a defined territory in Mainland China. The role carries equal responsibility for acquiring new clients and markets, and for retaining and expanding the existing client portfolio through renewals, upselling and cross-selling.

The successful candidate will lead their own territory with a high degree of autonomy. This includes shaping the territory strategy, setting priorities and turning opportunities into sustainable revenue.

The role serves as a trusted advisor to clients, developing a thorough understanding of their objectives and challenges and showing how Cirium's data and analytics solutions support better decision-making.

The ideal individual should be goal orientated and comfortable working within a fast-paced environment. They should possess excellent communication skills, whether by telephone, video call or face-to-face, for both internal networking and client-facing activity. Above all, this person should be passionate about success.

• →Build and run your own territory strategy. Map the market, find untapped segments, rank accounts by potential and decide where to spend your time to win the most business.
• →Identify new problems that we can solve whilst working with internal resources to deliver new complex solutions into new sections of a defined client base.
• →Identify new business and grow existing accounts in Mainland China.
• →Negotiate and close agreements, ensuring value-based price discovery and scoping terms.
• →Efficiently manage a portfolio of customers to optimise client satisfaction, engagement and retention, whilst also identifying upselling opportunities.
• →Maintain CRM hygiene to ensure effective reporting and identification of support needed.
• →Work with Commercial Strategy and Marketing teams to design data-driven sales campaigns.
• →Attend and network at industry conferences and events, and share client dependencies with Data and Product teams.

• Native-fluent level Chinese (Mandarin) and business-level English.
• A positive, can-do and solution-oriented attitude, with a strong sense of ownership and resilience when things are uncertain.
• A self-motivated, entrepreneurial approach, with the ability to work independently and manage the territory as one's own business.
• Outstanding track record in managing entire sales cycles, including prospecting and new business identification.
• Highly developed communication, negotiation, sales and presentation skills.
• Focused on understanding client needs and delivering solutions that add real value.
• Creativity to drive win-win relationships for commercial improvement.
• Embrace a growth mindset, continuously seeking opportunities to improve and innovate.
• Strong focus on achieving goals and delivering results through innovative and effective sales approaches.
• Experience working with State-Owned Enterprises.
• Willingness to travel for key prospect visits and conferences, as well as internal meetings.

• Experience in using CRM systems, e.g. Salesforce.
• Experience in selling analytics, market intelligence or data platforms.
• Knowledge and experience within the aviation sector, especially asset-side related, would be preferred.

Cirium is committed to equipping the successful candidate with the tools, training and expertise needed to succeed. This includes:

• CRM training: Comprehensive Salesforce training so the candidate can manage pipeline, forecasting and renewals effectively from the outset.
• 3C training: Structured sales methodology training, typically held in Singapore alongside colleagues from across the region.
• Regional expert support: Access to regional consultants, solution consultants and product specialists, who support discovery sessions, demonstrations and trials, whilst avoiding time differences.
• Marketing support: Targeted campaigns, thought-leadership content and industry events designed to raise market visibility and generate leads within the territory.
• Product development support: A direct channel to the Product teams for sharing client insights and helping shape solutions for the local market.
• Global network: Connections with colleagues across Asia Pacific and worldwide, giving access to shared expertise, best practice and client successes.

Learn more about the LexisNexis Risk team and how we work here

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