The Country Manager, China role is critical for the future growth of Lionbridge's business in China. The role is strategic in nature and will be responsible for driving our overall go-to-market (GTM) strategy for the company in China, and ensuring that we deliver against customer projects/ programs in an efficient, qualitative, and cost-effective way. Key elements of the role will include developing and leading Lionbridge's GTM strategy in China, establishing local partnerships with global / regional influential software/technology players, government contacts, senior decision-makers within our customer and prospect base; defining optimal commercial frameworks, setting pricing strategy; driving marketing activity to build brand awareness, representing Lionbridge at key industry events; and fine-tuning/ further optimizing China service delivery model in line with the market expectations etc. It will also involve leading a talented and diverse team of Lions across different China sites to be the best they can be, including communicating and collaborating with them and other global teams/stakeholders.
Specifically, the role will:
Develop, lead and direct the execution of the company's sales, account management, marketing and customer onboarding vision with defined KPI's and goals.
Collaborate/ partner with our vertical strategic business unit (SBU) leaders to develop and drive vertical growth strategies and thought leadership (specifically in Games, and Life Sciences amongst others) in China.
In conjunction with global/ regional marketing, develop and drive an in-country marketing strategy to support lead generation, product marketing, customer advocacy and thought leadership.
Forecast, budget and accurately track business development model and performance.
Leverage customer research (quantity and quality) to provide strategic leadership for brand architecture and positioning.
Run a smooth and tight C4C operations/production function, that is laser-focused on delighting the customer. This includes looking at the current model closely and fine-tuning the model to meet the dynamic needs of the local market.
To work with global and regional business stakeholders to support the local execution needs of the global/regional customers (global/regional stakeholders).
To ensure Lionbridge China aligns with corporate mission, strategic objectives and policies. And provide timely communication to employees
Lead and direct the strategy and execution of the company's channel partner strategy in China.
YEAR ONE CRITICAL SUCCESS FACTORS
Three key metrics for success:
Clarify vision and strategy for China, and establish priority KPI's
China Growth - x% Organic YoY
Continue to fine-tune pricing strategy for China
Optimize the China service delivery model (C4C) to enable success in China
Previously held a County Manager position for an International/ Global firm in China (preferred)
10 - 15 years of strategic business/ commercial management experience, including sales/ business development experience in China
Proven/ demonstrable success/ track record of driving growth in China (developing strategic GTM plans, and executing successfully against same)
Experience working in global organizations in China, and inter-operating with diverse (geographically & culturally) cross-functional teams
A strong balance of strategic and tactical skills, driving new strategic planning while actively leading the delivery of market development, sales and marketing, business development and customer retention plans.
Proven ability to structure and lead a highly-disciplined account management function, ranging from daily servicing to focused upselling/ cross-selling success will be an advantage
Demonstrated record of accomplishment as an inspiring team leader developing a strong following of business, operational, sales, business development and marketing team members.
Ability to build relationships and instill trust at all levels with external clients and internally within Lionbridge
Proactively drive internal discussion about strategies, ideas, new opportunities, and the best methods for achieving success in a changing marketplace.
Excellent management and development skills with a laser-focus on achieving or exceeding strategic goals
Leadership - Getting things done by planning, motivating, organizing and managing all aspects of business & stakeholders
Attention to details
Deep understanding of localization processes, commercial and execution strategies relevant for Chinese market.
Fluent in English (speaking and writing) and Chinese
Self-Starter - ability to execute and implement change
Passion - for the company's mission
Highly energetic personality - a motivator
Critical Thinking - strategic and highly analytical
Apolitical - authentic leader and peer with a track record of winning over people as a good human being
Goal-Oriented - naturally motivated to reach goals
Maturity - provide a good balance of risk-taking and judgment; Is aggressive and confident; Able to operate independently of a large staff
Professional - unquestionable integrity, credibility, and character; Who has demonstrated high moral and ethical behavior
Demonstrated ability to handle issues of complex nature
Strong understanding of retention techniques
Be able to combine offline tactics with digital growth; partnerships, community building, PR, sponsorships, traditional media, etc.
Understand the power of building a brand
Expert on customer segmentation, pricing and offering
Move quickly from strategy to tactics and envision tactics implication on strategic decisions
Data-driven / Tech-savvy
Bachelor's Degree (BA / BS) in Business, Marketing or related field. MBA or equivalent advanced degree is preferred
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