Senior Manager of HE Client & Business Development

MISSION STATEMENT

Drive business growth by developing key clients and recruiting new ones through strategic external sourcing and retail business coaching.

MAIN RESPONSIBILITIES

1. Key HE Store / Area HE Client Development Strategy

Collaborate with the Director to formulate and execute client development strategies for key HE stores and areas.

Define the client portfolio size (e.g., Top 30/50) based on candidate capabilities and business needs.

Develop “One Client, One Plan” annual development strategies for key clients, including upgrades, cross-category development, and reactivation.

Personally maintain relationships with key clients and act as the lead or co-salesperson on critical deals.

2. Commercial HE Targets & Results

Set commercial HE targets strategically in collaboration with the Director.

Take ownership of commercial results and drive retail teams to achieve targets.

Identify bottlenecks in the sales funnel and adjust strategies promptly.

3. External New HE Client Sourcing

Proactively drive new client acquisition through external channels such as shopping malls, private banks, third-party partners, business introducers, and high-end clubs.

Support internal client hunting through CRM high-potential lists as a validation and tracking tool.

Build and manage a robust external network to continuously strengthen the client pipeline.

4. HE Club Management

Operate the HE Club (Top Sales Club), including defining membership criteria and benefits and developing member capabilities.

Organize quarterly exchange sessions to share best practices.

Track member productivity and coach underperforming members.

5. Retail High-End Business Coaching

Coach retail teams to strengthen their HE business acumen and HE client development capabilities.

Lead by example by demonstrating how to negotiate, close high-value sales, and upgrade clients.

Equip retail teams with the commercial mindset required for High Jewellery and HEW.

WORKING RELATIONSHIPS

1. Internal

Store Managers

Sales Advisors

CRM

Marketing

HQ HE Team

2. External

VIP Clients

QUALIFICATION, EXPERIENCE & SKILLS REQUIRED

1. Education

Bachelor’s degree or above, preferably in Watch & Jewelry, Luxury Management, Retail Business Development, or a related field.

2. Languages

Fluent in English.

3. Professional Experience & Know-how

Minimum 8 years of experience in client relationship management within luxury brands, premium retail, or private banking, including at least 3 years in a team management role.

Deep experience in the High Jewelry and/or Watch category is highly preferred.

Proven track record of successfully planning and executing national-level client projects, such as loyalty programs and client clubs, is required.

4. Technical & Management Skills

Strategic Thinking: Ability to integrate global strategy with local insights to formulate clear and executable client development roadmaps.

Data-Driven: Proficiency in client data analysis, with the ability to extract actionable insights to guide business decisions.

Leadership: Proven ability to lead, motivate, and empower team members to achieve high-performance goals.

Communication & Influence: Excellent cross-functional collaboration and communication skills, with the ability to work efficiently with HQ, regional teams, boutiques, and peers.

High-End Client Insight: Deep understanding of the psychology and lifestyle of Chinese High Net Worth Individuals, with the ability to build trust-based relationships with top-tier clients.

5. Personal & Interpersonal Skills

Excellent interpersonal and communication skills.

Strong business acumen.

ADDITIONAL INFORMATION

Communication

Interpersonal sensitivity

Customer orientation

Impact

Negotiation

Business awareness

Coaching & Development

Team building