Business Development Manager, Short Cycle Business

Summary

As a Business Development Manager for Services, you are responsible for growing the share of the wallet with our installed base and identifying new business opportunities with existing and new customers to generate revenue, improve profitability, and help the business grow. You will work closely with the respective industry Business Units and with the sales and marketing team, driving mid/ long-term growth of the dedicated customer base and key accounts (market share, profit). In addition, you will deploy and roll-out the required capabilities together with the services operations teams to deliver the services solutions accordingly in the target markets. You ensure competitiveness, define value-adding services solutions and services features, and proactively market the solutions via the marketing and communication community.

Job Responsibilities

• Responsible for the annual targets for services and execute services business strategies.
• Regular customer visits to create & follow-up on opportunities.
• Understand the customers’ needs, pain points and desires, and translate these into services solutions to create customer outcomes and grow the share of wallet in a profitable way through penetration of the customers’ range of businesses.
• Analyze equipment installed base, local market trends, growth opportunities, services requirements, competitors, and new service technologies to form a sales activities action plan.
• Identify and build direct / indirect relationships to all decision makers, as well as build a strong network within the customer’s organization.
• Represent Bühler service capabilities (spare & wear parts, maintenance services, agreements, service projects, consulting and digital services) during customer visits and events.
• Manage the Services product portfolio and lead new products to market success.
• Develop strong relationships with customers, suppliers, internal stakeholders, including exchange of information with the Sales team and Service Operations team.
• Open communication and frequent update of market information to the Line Manager and other teams e.g. Quotation.
• High accountability and transparency on sales pipeline and consistently use the CRM platform to consolidate verified data about leads and opportunities.

Qualifications

• Degree in Mechanical or Electrical Engineering, Business Administration or Management related field of study.
• Minimum 10 years of business development, sales and account management experience with proven track record in Services business.
• Demonstrate strong learning agility, extraordinary ownership and results driven.
• Strong entrepreneurial spirit and business acumen, especially in B2B industries.
• Curiosity questioning towards customers’ business needs and good listening skills.
• Ability to connect the dots, interpret and communicate complex information to external and internal stakeholders.
• Strong problem-solving skills, negotiation, and decision-making abilities.
• High emotional intelligence, strong networking skills and good relationship management.
• Able to translate solutions into outcomes and financial benefits for the customers, e.g., understanding and capability to address “Total Cost of Ownership” and ROI with target decision makers.
• Knowledge of strategic pricing, value selling, and understanding of customer value chains and their business drivers.
• Skills in formulating business ideas, developing business plans and marketing strategies.
• Experience in cross-business selling, including automation and digital solutions and capability to manage multi market segment assignments.
• Proficiency in written and oral communication skills English due to the nature of the role
• Proficiency in written and oral communication skills in Bahasa Melayu and Mandarin will be a bonus due to the nature of the scope
• Willingness to travel within Malaysia & Singapore