Hong Kong VP, Regional Business Development - Enterprise Growth

CIBT; Hong Kong; Sur place; HKD 1 800 000 - 3 000 000; Plein temps

Résumé du poste

CIBT is seeking a Vice President, Business Development based in Hong Kong to lead commercial growth and revenue across the region. This player-manager role combines personal Tier 1 account ownership with leadership of a BD Directors team to drive enterprise sales, regional pipeline, and revenue growth.

You will report to the SVP Global Sales and collaborate with CRO, Partnerships, Marketing, and Service Delivery to execute the regional strategy.

Qualifications

• 15+ years of progressive B2B sales experience in professional services, consulting, HR services, global mobility, travel, workforce solutions, or similarly complex, relationship-driven environments
• Proven track record of personally closing large, complex enterprise deals ($1M+ annual contract value)
• Demonstrated experience leading, managing, and developing a sales team (hiring, coaching, performance management, culture)
• Deep understanding of multi-stakeholder, consultative sales processes with extended cycles (6–18 months)
• Experience with Challenger, MEDDPICC, SPIN, or equivalent structured sales methodologies and the ability to teach and embed them within a team
• Strong commercial and financial acumen: pricing strategy, competitive positioning, value-based business case construction, and P&L awareness
• Executive presence and gravitas comfortable engaging at CHRO, General Counsel, and C-suite level
• Disciplined in Salesforce CRM, pipeline management, and forecast accuracy
• Willing to travel 30–40% within region for client meetings, team management, and industry events

Responsabilités

• Own a defined list of Tier 1 enterprise target accounts typically
• Lead the full sales cycle from identification through close, including RFP responses, competitive tenders, and sole-source advisory engagements
• Build and maintain C-suite and VP-level relationships across HR, Legal, Global Mobility, and Procurement functions
• Orchestrate cross-functional pursuit teams: immigration attorneys, consulting, pricing, bid management, and service delivery
• Develop strategic account plans that map stakeholders, identify pain points, and create multi-year growth pathways
• Personally close enterprise deals with annual contract values of $250K+ and total contract values in the multi-million dollar range
• Own the regional revenue target (personal + team)
• Conduct regular deal review and pipeline inspection with each BD Director coaching on deal strategy, qualification, competitive position, and close plans
• Recruit, hire, and onboard BD Directors across the region as the team scales in line with the global growth strategy
• Identify and support underperforming territories and team members; intervene where required
• Set clear targets, KPIs, and accountability frameworks for each team member
• Run weekly pipeline reviews, deal coaching sessions, and forecast calls
• Coach team members on consultative and Challenger selling techniques, complex stakeholder navigation, and deal strategy
• Build a performance culture that balances accountability with development, identifying and growing future leaders while managing underperformance decisively
• Ensure team members maintain rigorous CRM hygiene, accurate forecasting, and pipeline discipline
• Go-to-Market collaboration with Inside Sales to optimise SDR support and with Marketing for region-specific demand generation campaigns
• Identify and develop RMC, consulting, and technology partnership channels within the region
• Provide market intelligence and competitive insight to inform product, pricing, and service development
• Cross-Sell & Geographical Expansion: identify cross-sell opportunities across related brands and leverage existing client base to create immigration pipeline
• Collaborate with Consulting and Advisory to position services into enterprise accounts
• Work with regional VPs of BD and MDs to identify expansion opportunities within existing accounts
• Market Presence & Thought Leadership: represent CIBT | Newland Chase at industry events; build relationships with ecosystem players
• Develop a visible professional presence on LinkedIn and industry forums as thought leaders
• Host and participate in client roundtables, webinars, and advisory events that generate pipeline

Description du poste

CIBT is seeking a Vice President, Business Development based in Hong Kong to lead commercial growth and revenue across the region. This player-manager role combines personal Tier 1 account ownership with leadership of a BD Directors team to drive enterprise sales, regional pipeline, and revenue growth.

You will report to the SVP Global Sales and collaborate with CRO, Partnerships, Marketing, and Service Delivery to execute the regional strategy.