Working closely with the Associate Director and the Vice-President for the APAC region, this role serves as the Business Development Manager for Kent Data Centres in Thailand.
With a strong knowledge of data centre MEP infrastructure, the candidate will play a key role in accelerating business growth in Thailand. In addition to consulting, a crucial aspect of this role is proactive client engagement and business development for new projects. This includes, but is not limited to, developing strategies for new business, acting on new leads, and attending industry conferences
The Business Development Manager will have an extensive data centre network and a proactive approach, opening doors to new opportunities and leading contract negotiations, backed by strong technical expertise - both local and remote
The Business Development Manager may also have their duties extended to other areas across the Asia-Pacific region on a project-to-project basis
Requirements
- Manage the sales process by generating business leads, responding to RFPs, developing and delivering client proposals, presenting ICD's competitive advantages, and following up with prospects/clients until contract closure, working closely with the bid manager and senior team members
- Interface directly with clients and contractors during the bidding, award, execution, and project closeout/punch list phases
- Develop ecosystem partnerships, including government entities, real estate, power, connectivity, and construction
- Set strategy, establish priorities, hire and mentor top technical talent, and implement systems and processes to develop a world-class global technical team
- Support the technical team with client engagement on projects, actively managing accounts and key customer stakeholders
- Work with data centre ecosystem partners to ensure the Kent Data Centres team delivers efficient and high-quality projects
- Continuously expand industry knowledge by monitoring trends, participating in events, and staying informed about the competitive landscape in the data centre business
- Develop strong personal and business relationships with key data centre clients in the region
- Manage internal and external consultants as required
- Collaborate with the regional team to leverage expertise and resources, replicating successful business models and best practices where appropriate
- Represent Kent Data Centres at key industry events, including speaking engagements to promote the company's brand and reputation for excellence
- Demonstrate knowledge of electrical and mechanical equipment and technical risk
- Work closely with different departments to ensure smooth contract handover
- Report and communicate activities effectively and appropriate
- Develop new end users and engage in commercial negotiate
- Follow up on tender submissions, managing tender correspondence and coordination with clients
- Collaborate with the Associate Director and other company departments to develop innovative solutions
- Work closely with key staff across the business to address complex client requirements
- Maintain regular contact with existing customers
- Lead design projects, actively managing each subject matter expert to ensure timely delivery within allocated resources
- Take responsibility for quality control of design deliverables
- Work closely with the Design Department to ensure seamless contract handover
- Conduct site surveys and prepare reports
- Engage directly with consultancy services, including data centre audits and best practices
- Act as the design lead on consultancy and data centre design projects
- Support the business across its full range of professional services, including design, consultancy, site supervision, testing & commissioning, and auditing
- Liaise with subcontractors and ensure that all drawings contain the required information
- Prepare reports following on-site consultancy, presenting findings, and providing a roadmap for change while assessing risks and opportunities for improvements
- Successfully manage key client accounts, exceeding expectations and responding promptly to queries and tasks
- Prepare proposals and quotes for customers with the support of the bid team
- Study tender documents and understand client requirements to compile the technical response for bids, proposals, and quotations
- Evaluate client enquiries, specifications, and drawing
- Contribute to bid/no-bid decisions
- Formulate technical and commercial responses with input from relevant departments
- Prepare and review technical and commercial responses, ensuring the highest standards of accuracy, presentation, and punctuality, in line with company and client requirements
- Prepare and submit technical and commercial clarifications and revised bid documents as required throughout the tendering process
- Maintain complete and accurate records during and after bid submission
- Attend client, supplier, and third-party meetings on-site and off-site traveling as necessary
Qualifications/Training & Experience
- Degree in Electrical, Mechanical, or a related Engineering field (BEng or higher).
- 10+ years of experience in data centre infrastructure (power and cooling)
- Fluent in Thai and English and strong communication skills, both written and verbal, with the ability to engage effectively with customers and stakeholders
- Be a registered by Council of Engineers Thailand (COET) or BICSI is preferred
- Proactive and results-driven individual with an excellent work ethic
- Ability to work independently and as part of a team in a fast-paced environment
- Strong communication skills, both written and verbal, with the ability to engage effectively with customers and stakeholders
- Proficient in MS Office Suite (Word, PowerPoint, Outlook, Excel) and familiarity with project management and business development tools
- Technical expertise in proposal and submission management
- Excellent technical review skills to oversee designs and ensure compliance with industry standards
- Experience in pre-sales, design project management, and client engagement
- Ability to conduct site surveys and develop concept-to-schematic designs
- Working knowledge of Uptime Tiers & TIA 942-B (ATD certification is beneficial but not essential)
- Willingness to travel within and outside of Thailand as required
- Proven track record in business development and commercial negotiations
- Ability to build and maintain strong relationships with key data centre clients
