Head Business Development, APAC

Are you a sales leader with proven success in building an effective team in APAC?

Will you like to join a Global Leader in Commodity Data and Analytics?

About the Team

ICIS is a division of RELX Group, a FTSE 20 company with 2024 revenues of $12 billion USD and more than 30,000 employees across 40 countries. We help companies in the energy, petrochemical, and fertilizer sectors make strategic decisions, manage risk, improve productivity, and seize new opportunities.

At ICIS, we make some of the world’s most important markets more trusted and predictable by delivering data services, expert insight, and decision tools. Every day, thousands of decisions are made across global supply chains using our intelligence. We enable this through our international network that delivers targeted, local insights to help customers grow in a fast-changing world.

With a global team of over 600 professionals, ICIS has offices in London, New York, Houston, Karlsruhe, Milan, Mumbai, Singapore, Guangzhou, Beijing, Shanghai, Dubai, São Paulo, Seoul, Tokyo, and Perth.

About the Role

The Head of APAC BDM – New Business is a key commercial and strategic leader responsible for delivering profitable growth and exceeding new logo targets across Asia Pacific. This individual will lead a team of 6 Business Development Managers based across South East Asia, Korea, Japan, and South Asia, and will oversee new business activity across these regions as well as Australia and New Zealand. The role may expand over time to include broader responsibilities and a larger team.

The Head of APAC BDM will define, develop, and execute both short- and long-term commercial strategies to unlock market opportunities and differentiate ICIS. The position is pivotal in strengthening go-to-market execution and increasing engagement with potential customers. As a senior member of the sales leadership team, this role also contributes to overall business strategy, identifies and cultivates key customer stakeholders, and helps embed a customer-first mindset across the organisation.

Responsibilities

• Drive consistent overachievement of financial and business objectives related to new business growth
• Build and lead a high-performing, commercially focused new business sales function
• Attract, coach, develop, and retain top talent while addressing underperformance when necessary
• Strategically deploy team resources to align with market priorities and growth opportunities
• Improve both customer and employee satisfaction, engagement, innovation, and retention
• Deepen understanding of customer workflows, market dynamics, competitive threats, and opportunities
• Foster a culture of customer-centricity and value-based selling across the team
• Collaborate with cross-functional teams to align commercial and operational execution
• Lead C-level negotiations and deliver compelling value propositions to senior stakeholders
• Ensure compliance with sales governance and internal policies
• Champion diversity, inclusion, and proactive succession planning
• Demonstrate curiosity and a willingness to challenge the status quo to improve outcomes

Requirements

• Proven success in driving new business sales and commercial execution in B2B environments
• Experience building and managing regional teams to exceed sales targets
• Strong background in designing and implementing effective sales strategies and territory plans
• Ability to engage and influence C-level stakeholders in complex decision-making cycles
• Passion for delivering outstanding customer experience and long-term value
• Track record of hiring and developing high-performing, customer-focused sales professionals
• Comfortable working across geographies and time zones with virtual teams
• Excellent verbal and written communication skills
• Motivated, driven, and accountable with a high sense of ownership and resilience
• Open to taking calculated risks and learning from failure to drive innovation

Learn more about the LexisNexis Risk team and how we work here

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