Title: Senior Director, Head of Risk Solutions & Services Greater China
Location: CN-Beijing
The Head Risk Solutions & Services Greater China is responsible for managing the groups' service delivery team, providing first line pre-sales support to the business development group, innovating new offerings, providing ongoing client support and undertaking extensive thought leadership activities.
Essential Accountability
Revenue Generation (25%)
Assist the region, as needed and where productive, in reaching its revenue goals by actively supporting the sales process. Work closely with the business development organization to identify and pursue new opportunities, including taking the lead on sales situations where it makes sense and provide the sales organization with extensive presentation and proposal support, across all offerings, where otherwise appropriate.
Where practical, take direct ownership of client relationships to ensure overall client satisfaction and the development of long term relationships.
With respect to proposal generation, ensure that the scope, timelines and fees are well considered, reflect our best estimates and meet the groups' overall margin requirements.
Solutions & Services Management (25%)
On a day-to-day basis, provide management oversight for the Solutions & Services team. Work with the team to foster a positive view of the company and the support of team members.
Ensure that every member of the Solutions & Services team is equally distributed across projects throughout the year. Ensure that there is a positive team attitude toward all of our offerings. Encourage team members to participate in a range of projects equally to help establish a broader base of overall knowledge and skill.
Meet frequently with senior members of the Solutions & Services group and the regional VP Global Analytics to discuss and agree the allocation and scheduling of resources across the full range of current and prospective projects.
Host at least monthly, a groupwide Solutions & Services meeting to review projects, discuss team goals, growth and issues, to foster a team environment and to provide team training.
Work closely with the human resources groups within S&P to recruit personnel to meet the planned staffing levels. Develop updated, goal specific, job descriptions for each role within the Solutions & Services group and coordinate with human resources to provide career pathing/training for all team members, where appropriate. Participate actively in the management and delivery of these programs, with the goal of ensuring that our staff improve their skills, remain engaged and are retained for the long-term.
Services Delivery (20%)
Manage the Greater China Solutions & Services organization to a 75% or higher average billable utilization across the entire team during each quarter of 2012 and the coming years, as measured by the monthly time reporting output of JournX. Manage and participate in service projects, as required.
Ensure that all managed projects are delivered on time, on budget and to the standards required to meet the contractual commitments of the organization.
Directly mentor the project managers to ensure that they have the skills required to fulfill their obligations and are delivering their projects on-time and with the highest quality.
Marketing (10%)
Participate in marketing related activities including, but not limited to, newsletters, conferences, trade-shows, webinars and articles, as needed to further the thought leadership, revenue generation and overall position of the company.
Services Product Management (10%)
Through the use of surveys, client feedback, proactive market research and the strategic goals of the organization, work collaboratively with the other members of the team and the business development organization, to identify new or expanded service and product offerings to bring to market. The service offerings should be tied closely to our strategy should be immediately saleable and should be "productized" as much as is practical and possible. All new consulting offerings shall be discussed and agreed with the Head RS Solutions & Services APAC or heads of other regions as required for global offerings. For each new or expanded consulting offering, work with the business development organization and the marketing group to create sales collateral to support the initiative including, but not limited to, tear sheets, slides, articles, white papers and case studies.
Client Service (10%)
With respect to all managed accounts, as specified from time to time by the Head RS Solutions & Services APAC, work closely with the business development and Solutions & Services team to ensure that we achieve a 95% or higher renewal rate on all products and the highest possible level of overall customer satisfaction. Drive product usage and maintain open communication and pro-active relationships with each customer. Identify upsell opportunities and assist the team in acting upon them.
Other Accountabilities
Cross Risk Solutions and S&P
Work with the members of the global Risk Solutions organization to define our opportunity to sell and provide solutions on a global basis. Assist other regions, where it does not interfere with APAC business, to sell and deliver solutions. Coordinate with ratings, from time to time and as needed, on behalf of risk solutions and keep the global risk solutions team informed of opportunities and issues.
General Management
In coordination with the other members of Risk Solutions Services & Solutions management team, participate actively in setting the direction of the regional group and in making day-to-day decisions regarding the running of the business. Establish and maintain a direct and open line of communication with your peers to foster a team environment and ensure the efficient operation of the business. As required, actively participate in the integration of Risk Solutions with the rest of the S&P organization.
Exceptional understanding of risk management concepts and principles with specific emphasis in the area of credit risk with a minimum of 10 years of experience.
Demonstrated track record of developing senior level client relationships and identifying and assisting in closing new business opportunities.
Proven experience managing teams of professionals in the delivery of service projects and in managing complex service projects to successful completion.
Hands-on individual with demonstrated experience in pre-sales support for product and service offerings.
Highly developed and effective written and verbal communication and presentation skills in both English and Mandarin Chinese
Capable of writing and publishing industry specific articles, white papers and thought leadership pieces in the area of risk management with an emphasis on credit risk.
Excellent presentation skills including a demonstrated ability to present to large audiences in sales, conference and roundtable settings.
Technically savvy with strong skills in the use of Microsoft Office applications, automation tools and web conferencing
Bachelor's degree mandatory; MBA preferred.
Job Type: Analytical/Research
