Senior Client Manager

TSI helps our clients identify, build and grow food and beverage brands in China with a focus on innovation. Our clients come to us to help them win with their brands and Chinese consumers so engagements come in all shapes and sizes from strategic (brand strategy and positioning development, proposition writing, new product development and pipeline development) to tactical (product testing / auditing, pack design  naming, brand books, soft launches etc). Given the range of brand consulting work and how we get there, our people are both conceptual thinkers as well as analysts.

You will play a senior role with our clients and team to demonstrate that we can unlock potential in brands and help them to find accelerated growth.

Your contribution would be partnering with clients and developing data needs to explain what is happening with their category and consumers and what they should do to improve.

You’ll use your knowledge to develop strategy that leans on analytics and create compelling strategy stories that drive our client’s growth. You will also take your team with you to ensure their continued growth so that all TSI staff feel engaged in our client’s goals.​


Find and lead TSI client engagements through designing, selling-in, executing and presenting studies to meet research and marketing objectives.


Client revenue development

  • Build compelling and close partnerships with our client’s senior management, insights and marketing teams.

  • Work closely with TSI to identify unmet client business needs and opportunities.

  • Respond to and scrutinize client briefs (ensuring everything is captured) so that TSI is set up for success. Building this capability within the team so that all the team are asking the right client questions.

  • Deliver strong, well articulated and researched client proposals that result in consistent win rates (above 35% conversion of briefs to wins)

  • Be on the look-out for new TSI clients (reviewing daily news, industry movements, networking frequently to get in front of the right decision makers). We expect you to be independent – sharing weekly achievements of networking/selling success with the team

  • Accountable for driving account sales targets to meet company revenue goals


Engagement delivery

We are a hands-on team and there will be times where you need to jump in and lead aspects that you normally may not to ensure clients are happy and there is no risk of revenue or client satisfaction.

  • Ensure delivery across all stages with your peer partners and direct report – includes setting up and managing, guide/questionnaire writing, managing suppliers/associates, charting data, storytelling and debriefing/workshopping (inc facilitation).

  • Be involved at the front and back end of projects where most strategic value is needed by client.

  • Fully leverage TSI capability, including new value contributor partners (partner agencies, freelancers, consultants) to ensure all client stakeholder needs are met.

  • Lead and develop a project team/work collaboratively to deliver against client commitments.

  • Train and upskill TSI team members as needed.


New IP and practices

  • Contribute thinking as part of a team to create new ways of working and looking at client opportunities through different lenses.

  • Contribute to ongoing development of TSI services, tools, methods, suppliers and partners


Team and personal development

  • Continue to learn both through ‘on-the-job’ and also appropriate courses made available to you.

  • Develop an area that you are passionate about and learn from different mentors in the business. For example; concept writing.

  • Mentor and teach your team on your area of specialism

  • Set regular check-ins and track progress/development of direct reports ensuring high levels of engagement and zero attrition.


Marketing activity

  • Develop and contribute to TSI thought leadership and content development (writing articles etc)

  • Help raise our company profile weekly through LinkedIn, social media accounts, identifying speaking /mixer event opportunities in Shanghai and beyond.

About You

Client management

  • An aptitude & desire to build relationships with internal / external stakeholders, up to senior China and global leadership

  • Demonstrated strength in maintaining client relationships in complex situations & resolving client issues

  • Strong sense of urgency and accountability to drive client outcomes

  • Strong client management skills – ensuring what’s good for the client and also TSI



  • Strong verbal and written communication skills. A thoughtful yet fast responder

  • An engaging presenter and story teller

  • Skilled & polished communicator, including group presentations

  • Creative writing capability



  • Strong logic, deductive reasoning, problem solving and critical thinking skills

  • Strong numerical confidence and ability to translate numbers into clear insights and brand recommendations. Demonstrated mastery in data analysis & application to client

  • Experience of working in an analytical capacity in China and across Asia


Industry understanding

  • Knowledge and experience of the food and beverage sector in China (including consumers)



  • An inspiring leader to clients, team and peers, industry networks


Company representation

  • Ability to represent TSI in any situation – new client pitches, trade shows, business visits

The Fine Print

The successful candidate will bring most, or all, of the following.


  • Bachelor’s degree

  • 8+ years’ experience with at least 5 yrs in China

  • Strong conceptual and analytical aptitude

  • Experience working in smaller teams / start up environments

  • Primary and secondary research experience – qualitative and quantitative methods

  • Highly Proficient in a variety of Software Solutions and Digital Technologies.

  • Proven experience at successfully meeting revenue targets

  • Related industries include: Consumer Packaged Goods, Brand Consulting, Sales, Analytics

  • Highly proficient (or native) in English. Strong Mandarin desirable


Number 9, Lane 584 Middle Huaihai Rd, Huangpu District, Shanghai. PRC
Tel: (+86) 21 53098757

North America

Tom Sommers
Tel: (+1) 513 607 8136

Hong Kong
Washington, D.C.
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© 2018 by The Silk Initiative.