Senior Research Manager / VP - Corporate
Following the growth of GLGs business in Greater China and Asia overall, the Group is now investing in deepening its coverage of corporate clients as well as the delivery capabilities for value-added services, including surveys, events and strategic projects.
At the initial stage, we will emphasize deepening our relationships with existing corporate clients, primarily by building and expanding on the Group’s core service of facilitating consultations and other interactions with experts globally. In parallel, we will selectively approach and onboard leading Chinese corporates with an intent to grow overseas or introduce overseas expertise to domestic operations.
The Senior Project Manager will play a critical role in the incubation and development of our corporate service offering (including strategic projects) going forward. Initially the focus will be on the needs of corporate clients in Shenzhen in the short term, with the potential to expand more broadly to other clients within Mainland China as business volumes grow. As a result, regular travel between Shenzhen and Hong Kong is expected.
Responsibilities and main activities:
Business development and client coverage:
(a) Mapping of client organization and assessment of opportunity by individual BUs and functional entities (e.g., Transformation Office, Strategy, Finance departments etc.)
(b) Conducting client meetings and workshops to articulate GLGs capabilities and solutions to client needs overall across all product categories
(d) Building a network of contacts within and surrounding the organization and the sector to ensure ready access to information flow
(e) Developing a solid working knowledge of the client’s main industries, sector trends, competitors and ongoing strategic initiatives
(a) Identifying, vetting and recruiting suitable council members and boutique strategy consultancies in the Greater China region (jointly with the GLG Research and Recruiting managers) to support execution of projects locally
(b) Aligning and adopting of best practices as developed by the GLG Strategic Projects team in the US
(c) Build-up of relevant data and briefing materials on the client/client industry to enable quick ramp up of council members staffed on projects
Proposal development and deal closing:
(a) Acting as gate keeper on client requests to ensure GLG can deliver on end products (e.g., within compliance framework, within council member’s area of expertise etc.)
(b) Developing specific project proposals based on client requests including scoping of problem statement and deliverables jointly with strategic project council members
(c) Conducting and closing negotiations on project proposals jointly with the Sales lead for the corporate account
(a) Providing oversight and guidance on projects conducted by council members:
- Ensuring alignment between client and council member during course of project to ensure acceptance of final end product, managing scope changes/additional requests outside of
- Exerting quality control on end product during the course of the project and ensure timely delivery
(a) Conducting follow-up discussions with client post project delivery to elicit feedback and ensure ongoing improvement of GLGs service level
(b) Ensure timely payment of outstanding invoices (jointly with GLG Sales lead)
Evolution of the role
Given the early stage of growth of both the corporate segments and the strategy projects service lines in Greater China, the scope of this role and relative areas of emphasis will by nature change over time.
We would expect that the jobholder would initially spend significant time getting acquainted with the existing BAU services (e.g., phone consultation flow) currently offered to the corporate clients as well as meeting representatives and decision-makers from across the client organization.
We believe there is still significant opportunity for deepening and broadening our reach for our traditional product offering within the existing corporate client portfolio, which warrants attention and effort in the short term. At a later stage the role is likely going to shift to more project-specific work for the clients in question and may eventually lead to a broader engagement with GLG clients across China and broader responsibilities.
About GLG / Gerson Lehrman Group
GLG is the world's leading platform for professional learning. Business leaders, investors, consultants, social entrepreneurs, and other top professionals rely on GLG to learn in short- and long-term engagements from a membership of more than 500,000 experts. Clients partner with GLG to address their most complex strategic challenges, make better business decisions, and advance their careers through conversations, mentorships, small group convenings, surveys, and other interactions—all within a rigorous compliance framework. Global, technology-driven, and nimble, GLG’s 1,300 employees work in 22 offices in 12 countries.
We believe strongly in our mission- and values-driven culture. Our core values drive our success. They are: learning & curiosity, responsibility, courage, judgment, fresh perspective, service, and integrity.
To learn more, visit www.GLG.it.
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