Senior Manager of HE Client & Business Development

Position

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