Overseas Market Development Manager/海外市场拓展经理

Location: Flexible

About ICS and the Role

ICS is a professional corporate services firm providing entity formation, changes, corporate governance, and ongoing maintenance across Mainland China and multiple international jurisdictions, helping clients establish and manage structures suited to business operations, crossborder investment, financing, and global growth. As more businesses expand internationally, ICS is looking to further develop its presence in the United States and Singapore.

We are looking for a commercially minded and entrepreneurial partner who genuinely understands the local market and can work with ICS to explore opportunities and build a sustainable local business.

This is not a conventional sales role built around following up on a readymade client list. The successful candidate will engage directly with the market, build meaningful relationships with clients, channel partners and professional firms, and identify the right entry points and longterm growth path for ICS.

Key Responsibilities

1. Develop a Practical Understanding of the Local Market

Develop a grounded understanding of the corporate services market in the United States or Singapore, including:

• Which client segments are generating new crossborder service needs

• The challenges clients face in entity formation, bank account opening, tax coordination, corporate secretarial services and ongoing compliance

• How existing providers acquire and serve clients

• Why clients choose, retain or replace a service provider

• Which client needs can be addressed through ICS’s existing capabilities

• Which services require support from local partners

Market research should not remain on paper. The candidate will build practical market insight through ongoing client conversations, partner meetings and real business activity.

2. Identify Prospective Clients and Business Opportunities

Proactively engage with companies and individuals who may benefit from ICS services, including:

• International businesses planning to enter the U.S. or Singapore

• Chinese and Asian companies operating across borders

• Technology, internet, ecommerce and professional services firms

• Founders and crossborder entrepreneurs

• Private clients and familyowned businesses

• Clients requiring support with incorporation, ongoing compliance or crossborder structuring

The candidate should identify the client’s real business problem rather than simply presenting a list of services.

3. Build a Local Partnership Network

Build and maintain a dependable local network, including:

• Law firms

• Accounting firms and tax advisers

• Incorporation and corporate secretarial providers

• Registered agents and licensed service providers

• Banks, payment institutions and financial services partners

• Investment, immigration and crossborder business advisers

• Chambers of commerce, industry associations and entrepreneurial communities

• Other professional firms that can support referrals or joint service delivery

The candidate will assess which organisations are suitable for longterm collaboration and establish clear expectations regarding client ownership, service scope, quality standards and ways of working.

4. Shape the Market Entry Approach

Work with the ICS management team to test and refine:

• Which client segments ICS should prioritise

• Which services offer the most effective market entry point

• Which services ICS can deliver directly

• Which services require local partner support

• Which pricing and service models are most likely to gain market acceptance

• How to build stable referral and channel partnerships

• How to develop a recurring and sustainable client base

The candidate is not expected to have every answer on day one, but should be able to refine the approach through smallscale experiments, client feedback and actual business results.

5. Convert Opportunities into Delivered Business

The role goes beyond relationship building and is accountable for moving opportunities into delivery, including:

• Understanding and clarifying client needs

• Coordinating internal teams to design service solutions

• Preparing or contributing to proposals and commercial discussions

• Following up on pricing, commercial terms and contractual arrangements

• Coordinating client onboarding, KYC and compliance processes

• Maintaining close communication with delivery teams

• Following up on client experience and ongoing service needs

• Identifying crossselling and longterm partnership opportunities

The candidate will remain accountable throughout the client journey rather than stepping away once a contract is signed.

Capabilities We Value

Entrepreneurial Mindset

Willing to build a business from the ground up rather than wait for a fully established brand, team or client base. Proactive in finding solutions and creating momentum when information, demand or processes are still evolving.

Commercial Judgement

Able to identify valuable clients and partnerships and distinguish durable opportunities from activity that is unlikely to convert. Considers client quality, cost to serve, compliance risk, recurring revenue and longterm value, not revenue alone.

Ability to Build Trust

Able to communicate credibly with business founders, professional advisers and partners. Listens well, understands underlying issues and creates confidence for continued dialogue.

Resource Coordination

Does not need to personally hold every technical answer, but knows how to identify the right expertise and coordinate multidisciplinary teams around client needs.

Execution

Able to turn market ideas into concrete action by defining target clients, building pipelines, arranging effective meetings, developing partnership proposals, progressing contracts, reviewing results and continuously improving the approach.

Cross-cultural Communication

Understands how communication styles, decisionmaking habits and service expectations vary across markets, and collaborates effectively with the wider ICS team.

Preferred Background

• At least eight years of experience in corporate services, fiduciary services, accounting and tax, legal services, immigration, family office services, wealth management or crossborder business services

• Established professional and market experience in the United States or Singapore

• Strong familiarity with the local business services ecosystem and professional networks

• Experience in business development, client relationships, channel partnerships or market entry

• Revenue responsibility for a market, business line or client portfolio

• Strong English business communication and negotiation skills

• A sound understanding of compliance requirements and risk boundaries in professional services

• Experience with the crossborder needs of Chinese or Asian businesses is preferred

• Former business owners or candidates with comparable operating experience are especially welcome

We also welcome candidates who have founded a business and now wish to join a larger international platform. A previous venture does not need to have been an unqualified success. What matters is firsthand experience of client development, commercial decisionmaking, cashflow pressure, service delivery and longterm client relationship management.

Success Factors

In the initial stage, we expect the candidate to:

• Develop an initial view of the target market, client needs and competitive landscape

• Identify one or two priority client segments for validation

• Build a meaningful initial network of clients and partners

• Validate a number of genuine client needs or partnership opportunities

• Develop an initial market entry approach with the ICS team

As the business develops, we expect the candidate to:

• Establish stable sources of new clients

• Build a sustainable channel and partner network

• Convert a growing number of clients and projects

• Develop a repeatable business development approach for the local market

• Gradually build or manage a local team

• Become a trusted representative of ICS in the local market

What ICS Offers

• An established professional services platform with crossborder corporate services experience

• Capabilities and specialist support across multiple jurisdictions

• Direct access to management for discussion of market strategy and business direction

• A high degree of autonomy in market development

• The opportunity to shape the business model based on real market feedback

• Incentives aligned with business results

• The opportunity to assume broader business and team leadership responsibilities as the market grows

公司和岗位背景

ICS是一家专业服务公司，为企业提供跨境合规、离岸架构、基金治理、财税及公司秘书一站式服务。随着越来越多企业开展跨境经营，ICS计划进一步拓展美国和新加坡市场。

我们希望找到一位真正了解当地市场、拥有商业敏感度和创业者心态的伙伴，与ICS一起探索和建立当地业务。

这不是一个单纯执行销售任务的岗位，也不是拿着现成客户名单做跟进的岗位。我们希望这个人能够走进当地市场，与客户、渠道伙伴和专业机构建立真实联系，逐步找到适合ICS的市场切入点和长期发展路径。

我们希望找到怎样的人

我们理想中的候选人，可能曾经创立或经营过一家小型公司服务机构，也可能曾经在一家专业服务公司中独立负责某个市场、业务线或客户群体。

我们希望候选人真正经历过以下过程：

·   从没有客户到建立第一批客户

·   从陌生联系到建立长期合作关系

·   从了解客户需求到设计解决方案

·   从单次项目到形成稳定、持续的业务

·   从个人关系到建立可复制的渠道网络

候选人应当理解，专业服务业务的核心不仅是“销售产品”，更重要的是建立信任、理解客户的真实需求，并协调公司内部及外部资源把服务交付好。

我们尤其希望接触具有以下经历的人：

·   曾经创立、联合创立或经营过一家小型或精品型专业服务公司

·   曾作为业务负责人，独立开拓一个新市场或新业务领域

·   曾经负责公司服务、商务咨询、会计税务、法律、移民、家族办公室或其他相关专业服务业务

·   熟悉当地企业主、专业机构、中介渠道或跨境客户群体

·   曾经与律所、会计师事务所、税务顾问、投资顾问、注册代理或公司秘书服务机构建立合作

·   对中国企业出海、亚洲企业跨境发展或国际客户进入当地市场有一定了解

候选人不一定需要完全符合以上所有条件。相较于完整的履历，我们更看重真实的市场经验、成熟的商业判断，以及将机会逐步转化为业务的能力。

这个岗位需要做什么

1. 了解当地市场

深入了解美国或新加坡当地的公司服务市场，包括：

·   哪些客户正在产生新的跨境服务需求

·   客户在设立公司、银行开户、税务协调、公司秘书和持续合规方面面临哪些问题

·   市场上现有服务机构如何获取和服务客户

·   客户为什么选择某一家服务机构，又为什么更换服务机构

·   ICS的现有能力可以解决哪些问题

·   哪些服务需要通过当地合作伙伴共同完成

我们不希望市场研究停留在报告中。候选人需要通过持续的客户交流、合作伙伴拜访和业务实践，逐步形成对市场的真实理解。

2. 寻找潜在客户和业务机会

主动接触和了解可能需要ICS服务的企业及个人客户，包括但不限于：

·   计划进入美国或新加坡市场的国际企业

·   正在开展跨境业务的中国及亚洲企业

·   科技、互联网、电商及专业服务公司

·   企业创始人和跨境创业者

·   私人客户和家族企业

·   需要公司设立、持续合规或跨境架构支持的客户

候选人需要从客户的实际业务出发，识别客户真正需要解决的问题，而不是简单介绍公司服务清单。

3. 建立当地合作网络

逐步建立并维护长期、稳定的当地合作网络，例如：

·   律师事务所

·   会计师事务所及税务顾问

·   公司注册及公司秘书服务机构

·   注册代理和持牌服务机构

·   银行、支付机构及金融服务合作伙伴

·   投资、移民及跨境商务顾问

·   商会、行业协会及企业家社群

·   其他可以形成客户转介或联合服务的专业机构

候选人需要判断哪些机构适合建立长期合作，并与合作伙伴明确客户关系、服务范围、质量标准和合作方式。

4. 设计市场进入方式

与ICS管理团队共同讨论和验证：

·   ICS应当优先服务哪些客户群体

·   应当从哪些服务切入市场

·   哪些服务可以由ICS直接提供

·   哪些服务需要当地合作伙伴支持

·   什么样的价格和服务模式更容易被客户接受

·   如何建立稳定的客户转介和渠道合作机制

·   如何逐步形成具有持续收入的客户基础

候选人不需要在入职第一天就给出完整答案，但需要能够通过小规模尝试、客户反馈和实际业务结果不断调整方向。

5. 推动业务落地

这个岗位不仅负责建立联系，还需要推动机会真正落地，包括：

·   了解并澄清客户需求

·   协调内部团队设计服务方案

·   准备或参与客户提案和商务沟通

·   跟进报价、合作条件及合同安排

·   协调客户准入、KYC及合规流程

·   与服务交付团队保持沟通

·   跟进客户体验和后续服务需求

·   识别追加服务和长期合作机会

候选人需要对整个客户过程负责，而不是在客户签约后立即退出。

我们看重的能力

创业者心态

愿意从0到1建立业务，而不是等待成熟的品牌、团队和客户资源全部准备好。面对信息不完整、需求不明确或流程尚未成熟的情况，能够主动寻找解决方案并推动进展。

商业敏感度

能够识别真正有价值的客户和合作机会，并判断哪些机会值得长期投入。关注收入的同时，也关注客户质量、服务成本、合规风险、持续收入和长期合作价值。

建立信任的能力

能够与企业创始人、专业顾问和合作伙伴进行成熟、可信的沟通。善于倾听、理解问题，并使客户愿意持续交流。

资源整合能力

不一定亲自掌握所有专业知识，但知道如何找到合适的人和资源，并协调不同专业团队共同解决客户问题。

落地能力

能够把市场想法转化为具体行动，包括明确目标客户、建立名单、安排有效会谈、形成合作方案、推动签约、复盘结果并持续优化。

跨文化沟通能力

能够理解不同国家和地区客户的沟通方式、决策习惯及服务期望，并与ICS现有团队顺畅合作。

理想背景

·   在公司服务、信托、会计税务、法律、移民、家族办公室、财富管理或跨境商务服务领域拥有8年以上经验

·   在美国或新加坡具有较为稳定的工作和生活经验

·   熟悉当地企业服务生态和专业机构网络

·   曾经负责业务拓展、客户关系、渠道合作或市场进入

·   曾经对一个市场、业务线或客户组合承担收入责任

·   能够使用英语进行成熟的商务沟通和客户谈判

·   能够理解专业服务中的合规要求和风险边界

·   熟悉中国或亚洲企业的跨境需求者优先

·   曾经经营过自己的业务，或具有类似经营者经历者优先

我们也欢迎曾经创立过公司、现在希望加入更大国际平台的候选人。过去的创业经历不一定非常成功，我们更关注候选人是否真正经历过客户开发、商业决策、现金流压力、服务交付和长期客户关系管理。

这个岗位的成功标准

在入职后的第一阶段，我们希望候选人能够：

·   建立对目标市场、客户需求和竞争环境的初步判断

·   明确一至两个最值得优先验证的客户群体

·   建立一批有实际交流基础的客户和合作伙伴关系

·   完成若干真实客户需求或合作机会的验证

·   与ICS团队共同形成初步的市场进入方案

随着业务进一步发展，我们希望候选人能够：

·   建立稳定的客户来源

·   形成可持续的渠道合作网络

·   推动一定数量的客户和项目落地

·   建立适合当地市场的业务拓展方法

·   逐步组建或管理当地业务团队

·   成为ICS在当地市场的重要业务代表

我们可以提供什么

·   一个已经具备跨境公司服务经验的专业服务平台

·   来自不同司法管辖区的服务能力和专业团队支持

·   与管理层直接讨论市场策略和业务方向的机会

·   较高的市场拓展自主性

·   根据实际市场反馈共同设计业务模式的空间

·   与业务成果相匹配的激励安排

·   随着市场发展承担更大业务和团队责任的机会