Regional Business Development Manager- Apac

3 months ago

Kuala Lumpur, Malaysia Mettler Toledo Full time

Regional Business Development Manager
- APAC - OEM Refinish & SKA

**Location** Kuala Lumpur, Kuala Lumpur

**Date posted** September 10, 2024

**Job ID** 17290

**Our Opening and Your Responsibilities**

The Strategic Business Unit (SBU) OEM is responsible for developing and executing growth strategies, encompassing both short-term and long-term initiatives, to drive the achievement of SBU OEM growth targets. The SBU OEM contributes to generating over $150 million in sales through automation solutions, including weigh modules, precision weighing sensors, compact automation indicators, and accessories.

Business Development Managers support the market organizations (MOs) to execute on key growth initiatives for the defined OEM and Refinish customers and support the business with market and segment feedback.

Your role will involve in developing strategies on how to address the OEM and Refinish markets and subsequently determining the right approach to drive growth within the region. Collaborating closely with Product Managers and Marketing, you will play a vital role in advancing our most important initiatives. The key segments for SBU OEM are Engineering, Machinery and Equipment Manufacturer. Within this segment, you will be responsible for maximizing opportunities across the entire Industrial DIV products and cross-divisional opportunities.
- Responsibilities:

- Understanding of different countries and customer's key processes to determine the right approaches to drive growth with new and existing products.
- Establish how MOs gain confidence in sales tools to sell new solutions.
- Regularly participate in key customer visits alongside with the MOs (in person or virtually), including product demonstrations.
- Work directly with leaders in our MOs to establish and activate go-to-market strategies.
- Support the management of larger EPC customer projects through extra pre-proposal assessment and planning, targeted guidance for lead salespeople, or post-sale engagement.
- Regular communication with MOs for understanding their needs, support them where needed based on defined initiatives and driving increased conversion rates of MO's opportunity pipelines. Personally, engaging in larger opportunities and projects to increase the probability to win by facilitating SBU OEM support to the MO.
- Contribute to product and service developments and support during M100 and M200. Support SPGs with business justification of segment related products.
- Initiate and coordinate post-launch activities especially during the time after the M500 in order to ensure fast ramp up of new products.
- Support the various Spinnaker initiatives in collaboration with the Marketing team to support MOs with lead generation and value selling.
- Provide input to the Marketing team where needed (eg. for campaigns and newsletters) and collaborate closely for creation of sales tools (eg. SFG packages, eDemos).
- Actively and especially pro-actively develop customers by personally contacting regional and global decision makers with the clear goal to expand the business penetration and sales volume. Provide budgetary quotations where a globally coordinated pricing is necessary to win the business. Close collaboration with involved MOs to developing and closing the deals.
- Where desired and needed develop supplier agreements and contracts. Do this involving the GKAM team, respective MOs and the legal department. Try to enter into continuous business with prepaid, long term service contracts.
- Add value to target accounts by networking with internal stakeholders or solution providers such as GWP and industry specialists, plus networking with external bodies in the field such as regulatory bodies or associations.

**What You Need to Succeed**
- Bachelor degree (ideally in engineering) or master's degree in marketing or business development with at least 2+ years of work experience in B2B marketing, business development, key account management or other sales related functions. Proven track record is required.
- Having experience with the following segments is desirable: Refinish, Machine Building and Automation.
- Highly organized, with acute ability to set priorities and achieve goals.
- Ability to network with excellent interpersonal skills and to communicate cross-culturally with colleagues and customers.
- Good sense for business opportunities and an entrepreneurial attitude.Leadership skills enabling to motivate people in a matrix organization to get things done.
- Possess an ability to present complex matter in an understandable way to an array of audiences, combined with excellent oral and written communication skills in English. More languages, particularly Chinese, are a plus.
- Readiness to travel internationally.

**Our Offer to You**

We offer:

- 1.5 months contractual bonus
- Medical benefits and life insurance

You can expect challenging, interesting, and varied tasks in an innovative and international environment, with the oppor

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