Senior Account Director, APAC

About Glow

Hi, we’re Glow. We help businesses grow by giving them the insights they need to make better business decisions.  We are a research technology company (‘restech’) based in Melbourne, Australia.

Conducting consumer research to inform important business decisions used to be slow, cumbersome and expensive. Glow is changing that, one opinion at a time. 

Our mission is to democratise access to insights by making consumer research faster, more transparent and more accessible. We want businesses to be more informed, so they can make better decisions that fuel their growth and support their customers, stakeholders and the broader community. 

How we help businesses grow

We deliver fast, affordable and robust consumer research through our sophisticated online research platform which is powered by panel data and supported by research experts. Our unique approach enables us to access the opinions of over 110M people all over the world to help our business partners grow. 

A recent, unique addition to our product portfolio is a syndicated ESG data product that we create using our platform called the Social Responsibility Score (SRS). This specialist tracker and diagnostic measure helps brands understand their sustainability credentials so they can measure the impact of their ESG efforts with consumers. It bridges the gap between corporate ESG investment and consumer sentiment to provide C-suite, insights, sustainability and marketing professionals with valuable data to guide and optimise their ESG efforts, so they can have a more positive impact on people and the planet. 

Our team

The Glow team is made up of a diverse group of people with a wide variety of lived experiences.  We promote a culture that celebrates diversity and inclusiveness, regardless of, but not limited to, race, gender, sexual orientation, family status, religion, ethnicity, national origin, physical disability or age.

We value curiosity, collaboration, honesty, positivity, and integrity. To succeed, you need a can-do attitude. We go the extra mile so our clients don’t have to.

Glow is a proud participant in the Data For Good movement, a group of people, businesses and governments that are using data to drive programs of action to build a better world.     

We appreciate and celebrate constant learning, that’s why we provide time and support for personal development as part of our package. 

Perks include flexible remote working structures, a ‘rewards program’ of discounts and offers, and the opportunity to work in a business that’s investing in making a real impact on the world.

We are a distributed team of around 30 people across 5 countries who work primarily remotely. Our teams are located in Melbourne, Sydney, London, Hong Kong and Manila and we service clients all around the world. 

If you want to be part of a service led, technology powered fast paced business that is shaking up research tech (restech) and expanding globally, read on. 

Solidifying our position in Hong Kong/Asia

As Glow continues to grow its global products, services and team, we have identified the need to expand our team in Hong Kong to provide a deeper level of coverage for our largest and most important customers. Having only started the Hong Kong office in January 2021, we’ve managed to bring an impressive level of regional and global brands into our portfolio and have the opportunity to continue their growth and expansion. This role will be critical in developing the next level of our relationship with these customers while also supporting expansion of new customers and internal initiatives. This is an opportunity for a person who is comfortable managing global accounts at a regional level while guiding execution of research projects from brief to presentation and managing a small team. There is a significant chance for growth in this role and will allow the right candidate the chance to be a senior voice within Glow’s rapidly growing organisation. 

Role summary

You will be responsible for managing and growing the business in Hong Kong (Asia) while building towards development and conversion of its Enterprise opportunities with new customers. There is also a management component of one Account Manager to support you in the day to day responsibilities while striving to achieve our operating goals. You will initially support our SVP as he transitions into a new global role while gradually taking on more of the customer-facing responsibilities for Asia. Over the course of the first months, you’ll also be taking over responsibilities for developing, measuring and reporting the progress of HK’s pipelines, and taking accountability for our success in converting opportunities in all markets.

Key Activities

Day to day you will be:

  • Manage the current key target list and build a database of customers across APAC with a focus on Hong Kong SAR, Singapore, Mainland China, Philippines, Indonesia, Thailand, Vietnam, Malaysia, South Korea and Japan, primarily from MRAs, corporates, advisory firms and media agencies.
  • Arrange and conduct meetings and platform demonstrations to secure pilot projects and seek to onboard clients to Glow’s Services.
  • Formulate strategies with the wider APAC and Global teams to grow market share in the APAC region.
  • Manage an active pipeline of opportunities on the Principal’s CRM system(s), and report the pipeline to the SVP each month.
  • Create and manage financial models and forecasts for regional performance and report performance to the SVP each month.
  • Meet/exceed agreed quarterly sales targets in each period.
  • Develop relationships with key accounts and work with the team to enhance the user experience with associated support, training and capability development as required to drive account value and revenue growth.
  • Develop and own the business plan for Asia while utilising information gathered including key customer maps across multiple countries.
  • Other tasks as deemed essential to delivering the strategic goals.

You will have the following key responsibilities:

  • Revenue targets for HK / Asia
  • Key account responsibilities
  • Team management
  • Representative of Glow in Asia for global opportunities

KPIs – key metrics to support sustainable growth and expansion

You will be expected to support business performance in the delivery of the following key metrics in Hong Kong, and occasionally to support the larger APAC/global offices:

  1. Account Growth – growing the size of your existing contracts to make them more valuable;
  2. Hong Kong revenue – total revenue for the Hong Kong office;
  3. New Customers – driving the targeting, prospecting and conversion of new Enterprise customers in market to increase market share
  4. Hong Kong NPS / CSAT – in line with or ahead of industry benchmarks
  5. Hong Kong Team Retention – ensuring a respectful and professional working relationship with the Hong Kong team and adjacent colleagues in other markets 

In your first 30 Days, you will 

  • Learn Glow’s unique positioning and selling points to new potential customers and existing contacts;
  • Meet with the SVP and AM on a regular basis face-to-face and online to get you familiar with the team;
  • Set meetings with key members of the Glow team globally, including our leadership team members and global MDs;
  • Be introduced to Glow’s customer base that you’ll be eventually managing directly while becoming familiar with their businesses/needs;
  • Identify potential targets within your own network that might benefit from working with you and Glow;
  • Receive in-depth training on the Glow platform and Social Responsibility Score product;
  • Work with the SVP to learn the history of the HK office, customers and nuanced approaches;
  • Become familiar with the Glow platform and how to use it

In your first 60 days, you will

  • Be comfortable explaining Glow’s value proposition and engagement model;
  • Have pitched internally to prepare you for your first customer facing engagements/new customer pitches;
  • Have completed your first “ride-along” with the brief-to-report cycle in an existing customer project;
  • Be able to qualify targets to prospect with clear and repeatable qualification processes;
  • Learned “who’s who in the zoo” of Glow and have a working rapport with each key person with whom success hinges upon internally;
  • Be introduced to our stable of partners regionally and be able to speak to their use cases;
  • Understand a variety of use cases and be able to employ examples in times of need;
  • Have a functional understanding of the Glow platform and its nuances while be able to pitch its benefits

In the first 90 days, you will 

  • Be a natural at explaining Glow’s value proposition and engagement model while handling objections;
  • Succinctly utilise the Glow platform to showcase key solutions during pitches and  for customer inquiries; 
  • Have built out a list of qualified targets to prospect with clear and repeatable qualification processes;
  • Create an initial conversion plan for  prospects to trial our products and services;
  • Be on a first-name basis with all of the existing customer base and have become the go-to person when needs arise;
  • Effectively be able to go about a majority of your day-to-day requirements with little supervision

For success in this role, you likely possess the following personal attributes and skills

  • Self-starter, highly motivated, enjoys working independently;
  • Hands-on management style forged with empathy and logic;
  • Demonstrated track record of nurturing highly-influential networks to amplify commercial traction;
  • A sales-focused storyteller with a passion for innovative technology and the ability to persuade others of the benefits of working with us;
  • Evidenced ability to target, develop, nurture customers and partnership opportunities at a senior level;
  • Strong, well-honed collaboration skills with evidence for building, working in and leading national and international remote teams;
  • Outstanding oral and written communication and presentation skills;
  • Forward-thinking with an iterative and entrepreneurial mindset 
  • Biassed to action;
  • Able to thrive in a fast paced, quickly-evolving scale environment

Experience

You will likely have 12+ years in a variety of market research leadership roles. You will also be able to demonstrate and evidence experience / networks in:

  • The market research / data / technology landscapes
  • Working with diverse, global teams across multiple time zones
  • Growing complex, multi-market customers with a variety of business/cultural differences
  • Directly managing a P&L with a focus on transparency and accuracy

How to Apply

If this sounds like you then email your CV, LinkedIn or personal website to us at talent@glowfeed.com

  • Include the role’s title in your subject line.
  • Tell us a little about yourself – your personal passions and interests – and why Glow sounds like the kind of team for you.
  • Send us an example of something that showcases your relevance for the role.

Additional information

  • This position is a full-time contract.
  • Salary will be negotiable upon skills and experience.
  • The position reports to the SVP, Global Sales

Direct applicants only, no recruiters or agents please.

To apply for this job email your details to talent@glowfeed.com.