Business Development Director, South Pacific Asia Marine

Business Development Director – South Pacific Asia

About the Role

This role will need to provide strategic commercial direction for the South Pacific Asia region which includes Singapore, Malaysia, Australia, New Zealand, Indonesia, Phillips and Thailand. He/she will also be required in driving growth and expanding business opportunities for the organization including leading of the business development teams in the region.

Key Accountabilities

Job Responsibilities:

1. Sales Forecasting and Planning

Collaborate with regional teams to develop realistic and effective sales forecasts to contribute to short-term and long-term sales and marketing strategies of the company. Ensure alignment of sales plans with overall organizational goals and objectives.

2. Opportunity Pipeline Management

Build and maintain a steady, accurate pipeline of potential sales opportunities and regularly updating of the pipeline with new leads, prospects, and opportunities. Ensure the pipeline reflects the organization's business objectives and sales priorities.

3. Customer Engagement

Engage with existing and potential customers to understand their needs, pain points, and goals to use customer insights to develop sales strategies that resonate with the target audience. Drive relationships to enhance customer loyalty and maximize revenue opportunities.

4. Order Intake Pipeline

Manage and monitor the order intake pipeline to ensure a consistent flow of business and track progress on key deals and adjust forecasts and strategies as necessary. Ensure timely and efficient movement through the sales process.

5. Contracts, Tenders, and Quotations

Lead the preparation and submission of major contracts, tenders, and quotations to collaborate with relevant teams to drive contract closure. Collect feedback and conduct post-deal analysis for continuous improvement.

6. Strategic Alliances and Partnerships

Explore, support and develop opportunities for partnerships that support business growth including working with internal teams to identify potential synergies and business opportunities in new markets. Establish strategic relationships that can drive mutual success for the company and partners.

7. Competitor Analysis

Track and monitor competitor activity in the industry and provide regular updates on competitor trends, strengths, and weaknesses. Leverage competitive insights to refine sales strategies and stay ahead in the market.

8. Pipeline Qualification and Prioritization

Evaluate and qualify sales opportunities to ensure alignment with business objectives and prioritizing high-value opportunities that have the greatest potential for success. Regularly review the pipeline for accuracy and strategic fit.

9. Cross-Selling and Synergies

Identify cross-selling opportunities within the organization to enhance customer value and work across departments to maximize synergies and leverage collective expertise. Foster collaboration to ensure that mutual opportunities are pursued effectively.

10. Technology Solutions and Offerings

Stay up to date with the company’s technology solutions and product offerings and understand customer-tailored tools and be able to communicate their value proposition to clients. Support the sales process by effectively conveying technical solutions in a customer-centric manner.

11.  Management of commercial team in South Asia Pacific

Provide leadership, coaching and management of a team of BDMs in the region. Ensure BDMs deliver the necessary set targets for the region.

Education

Qualifications

•    Around 7 to 10 years in business development, sales, or related roles.
•    Deep understanding of market trends and organisation services.
•    Strong skills in identifying opportunities and trends.
•    Proven ability to negotiate and close deals successfully.
•    Strong ability to build and maintain relationships with internal and external clients, partners, and industry influencers.
•    Track record of consistently exceeding sales targets and business goals.
•    Familiarity with global and local markets where organisation operates.
•    Will be require for business travel within the region responsible for.
•    Experience in Marine, Classification, Testing, Inspection, Certification will be an advantage.
•    Good relations and wide network with ship owners, ship managers, shipyards and other stakeholders within the marine industry is essential to this role.