Business Relationship Manager

Tata Consultancy Services; Hong Kong; On-site; HKD 1,100,000 - 1,500,000; Full time

Job summary

Tata Consultancy Services in Hong Kong seeks a senior professional to own and expand end-to-end relationships with large global retailers in the Asia Pacific region. You will drive revenue growth, ensure delivery excellence, and align client priorities with our service portfolio.

Leadership of P&L, cross-functional collaboration, and strategic positioning will be essential to generate opportunities and achieve top- and bottom-line objectives across geographies.

Qualifications

• Professional English required; Cantonese and/or Mandarin is an advantage for stakeholder engagement in Hong Kong.
• Demonstrated experience managing strategic customer relationships, revenue growth, P&L outcomes, C-suite engagement, delivery governance, and business development within large retail accounts.

Responsibilities

• Own and expand the end-to-end relationship with large, strategic global retailers in the region.
• Serve as the single point of accountability for client success, driving revenue growth across geographies, ensuring delivery excellence, and aligning clients’ global business priorities with the organization’s service portfolio.
• Manage full P&L responsibility and remain accountable for achieving both top-line and bottom-line objectives in line with the Annual Operating Plan (AOP).
• Proactively generate business opportunities by leveraging customer priorities, industry trends, and ISU strategies.
• Drive value-led cross-sell and up-sell initiatives through engagement with C-suite stakeholders.
• Position the organization’s offerings strategically to create demand beyond immediate or stated client needs.

Skills

Strategic account management

P&L ownership

C-suite engagement

Delivery governance

Retail accounts experience

Multi-geography engagements

Consultative selling

Service portfolio positioning

Job description

• Language proficiency
• Own and expand the end-to-end relationship
• Experience in large strategic retail accounts

Join Tata Consultancy Services, Asia Pacific and be part of an organization committed to sustainable development for our future. TCS follows the Tata group philosophy of building sustainable businesses that are rooted in the community and demonstrate care for the environment. Our unique values position us to combine a purpose-driven worldview with digital innovation, collaborating with customers, communities and governments to lead and shape innovative solutions for a sustainable future. TCS has been carbon neutral in its operations across 11 countries, 12 delivery centres and 18 offices in Asia Pacific since 2022. This is only the initial stage in TCS’ journey as we strive to achieve long-term net zero emissions by 2030.

Corporate sustainability is embedded in our triple-bottom-line, focusing on people, the planet, and our purpose. Our offices are designed with eco-friendly features that significantly reduce our carbon footprint and enhance energy efficiency. We actively champion green initiatives, such as promoting paperless operations, implementing energy-efficient practices, and fostering employee engagement in sustainability efforts. When you become part of the TCS family, you will play an essential role dedicated to innovation, excellence, and crafting a brighter, greener future together. Join us and be a part of our mission to drive sustainability through technology and talent at Tata Consultancy Services, APAC today.

Responsibilities

• Own and expand the end-to-end relationship with large, strategic global retailers in the region.
• Serve as the single point of accountability for client success, driving revenue growth across geographies, ensuring delivery excellence, and aligning clients’ global business priorities with the organization’s service portfolio.
• Manage full P&L responsibility and remain accountable for achieving both top-line and bottom-line objectives in line with the Annual Operating Plan (AOP).
• Proactively generate business opportunities by leveraging customer priorities, industry trends, and ISU strategies.
• Drive value-led cross-sell and up-sell initiatives through engagement with C-suite stakeholders.
• Position the organization’s offerings strategically to create demand beyond immediate or stated client needs.

Technical Skills "Must Have"

• Strategic account management; business relationship management; P&L ownership; AOP planning and tracking; opportunity identification; cross-sell and up-sell; executive stakeholder management; delivery governance; and global retail industry understanding.

Technical Skills "Good to Have"

• Experience in large strategic retail accounts, multi-geography engagements, consultative selling, service portfolio positioning, demand creation, and working with delivery and industry solution teams.

Soft Skills

• Executive presence, relationship building, commercial acumen, negotiation, influencing, strategic thinking, clear communication, and collaboration across sales, delivery, industry, and partner teams.

Language proficiency

• Professional English required; Cantonese and/or Mandarin is an advantage for stakeholder engagement in Hong Kong.

Mandatory Certifications

Relevant sales, account management, program management, or industry certifications are desirable; no mandatory certification specified.

Mandatory Relevant Experience

Demonstrated experience managing strategic customer relationships, revenue growth, P&L outcomes, C-suite engagement, delivery governance, and business development within large retail accounts.