The role
Shape the Future with Dun & Bradstreet
At Dun & Bradstreet, we believe data has the power to create a better tomorrow. As a global leader in business decisioning data and analytics, we help companies worldwide grow, manage risk, and innovate. Since 1841, businesses have trusted us to turn uncertainty into opportunity. We’re a diverse, global team that values creativity, collaboration, and bold ideas. Are you ready to make an impact and help shape what’s next? Join us! Explore opportunities at dnb.com/careers.
Responsibilities and Requirements
- 该岗位作为外资企业（MNC）客户业务的整体负责人，聚焦在中国运营的外资企业客户（不包含金融机构 FI）。岗位的核心目标是推动外资企业客户的业务增长，包括前线销售、关键客户管理、团队带领、跨部门协同及长期战略合作构建。该岗位既承担销售结果，也负责整体客户战略、团队能力建设及交付质量把控，确保公司在 MNC 客群实现持续、健康、可规模化的业务增长。
- This role serves as the overall Lead for multinational corporation (MNC) corporate clients operating in China (excluding financial institutions). The role focuses on driving revenue growth, key account expansion, frontline sales execution, team leadership, and cross‑functional coordination. It is responsible for both sales results and the broader client strategy, capability development, and delivery excellence to ensure sustainable and scalable growth within the MNC client segment.
- PRINCIPAL ACCOUNTABILITIES:
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- 1. 外资企业客户销售与业务拓展（核心职责）
- Corporate MNC Sales & Business Development (Core Duty)**
- 负责外资企业（MNC）客户的新客户开发、需求洞察、方案推荐、商务沟通、谈判与签约、回款的完整销售流程。
- 深入理解外资企业在中国区、区域总部与全球总部之间的管理关系、决策机制与采购流程，持续挖掘新增业务机会。
- 聚焦中大型、集团型 MNC 客户，推动关键客户的稳定、可持续收入增长。
- Lead full‑cycle sales for MNC corporate clients, including prospecting, opportunity identification, solution positioning, negotiations, contracting, and revenue collection.
- Develop deep understanding of MNC governance structures, purchasing processes, and China–regional–global decision frameworks to capture new business opportunities.
- Focus on mid‑to‑large scale MNC groups and drive stable, sustainable revenue growth.
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- 2. MNC 客户战略与关键客户管理
- MNC Client Strategy & Key Account Management**
- 制定并实施 MNC 客户整体的发展战略，提升整体客户渗透、产品适配与长期合作深度。
- 建立并维护与客户高层的长期战略关系，推进重点客户的跨产品、跨业务线合作。
- 代表公司参与与相关行业协会、商会、生态伙伴的交流，提升 MNC 客户生态影响力。
- Develop and execute overall strategies for managing and expanding MNC clients.
- Build long‑term senior‑level relationships and drive cross‑product, cross‑solution partnership expansion.
- Represent the company in external engagements with associations, chambers of commerce, and ecosystem partners to strengthen market presence among MNCs.
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- 3. 团队管理与能力建设
- Team Leadership & Capability Development**
- 负责并带领 MNC 客户团队，通过业务示范、机会管理与经验复制提升团队整体成交能力。
- 跟进团队关键商机、销售漏斗、预测准确性及业绩达成情况，确保团队实现目标收入。
- 持续提升团队的专业能力、客户洞察力及跨部门协作能力。
- Lead the MNC client team, improving performance through coaching, deal support, and best‑practice replication.
- Oversee pipeline management, forecasting accuracy, and achievement of team revenue targets.
- Continuously develop team capability, professionalism, and cross‑functional collaboration.
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- 4. 内部协同与交付质量管理
- Cross‑Functional Collaboration & Delivery Excellence**
- 与解决方案、产品、交付、客户成功等团队紧密协作，确保项目顺利落地、交付高质量、客户体验一致性。
- 识别影响客户体验或业务进展的跨部门问题，并推动解决。
- 推动 MNC 客户管理标准化、流程规范化和最佳实践建设。
- Collaborate closely with Product, Solutions, Delivery, Customer Success and other internal teams to ensure smooth execution and high‑quality delivery.
- Identify and resolve cross‑functional issues affecting client experience or business outcomes.
- Promote standardization and best practices in MNC account governance and team operations.
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- EXPERIENCE, KNOWLEDGE, SKILLS, ABILITIES:
- 全日制本科及以上学历，工商管理、市场、经济类专业优先。
- 8–10 年以上 ToB / B2B 企业客户销售或关键客户管理经验；有至少 3 年团队管理经验。
- 有向外资企业（MNC）客户成功销售的经验，了解其决策与采购流程；具备跨行业服务经验者优先。
- 深刻理解跨国企业的组织结构、全球治理体系及决策机制。
- 具备可验证的个人销售业绩记录，并能同时亲自下场与带领团队完成目标。
- 强结果导向、商业敏锐度与跨部门推动能力。
- 具备良好的中英文沟通能力，可与外企客户顺畅交流。
- 加分项：曾向 MNC 客户销售数据、信息服务、企业服务或咨询类产品；熟悉外资企业中国区与区域/总部协作场景。
- Full-time bachelor’s degree or above; business, marketing, or related fields preferred.
- 8–10+ years of B2B sales or key account management experience, including ≥3 years of team management.
- Proven track record in selling to MNC clients and understanding their decision and procurement processes; cross‑industry exposure preferred.
- Deep knowledge of MNC structures, global governance, and China–regional–global decision flows.
- Strong sales track record with the ability to both execute personally and lead a team to achieve targets.
- Strong result‑orientation, commercial acumen, and cross‑functional influence capability.
- Excellent communication skills in both Mandarin and English.
- Preferred: Experience selling data, information services, enterprise solutions, or consulting to MNCs; familiarity with China‑regional‑HQ collaboration models.
All Dun & Bradstreet job postings can be found at https://jobs.lever.co/dnb. Official communication from Dun & Bradstreet will come from an email address ending in @dnb.com.
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