Principal Business Development Consultant

The primary objective of this role is to drive and accelerate profitable growth for KBC's consulting and technology business across assigned countries and clients in APAC by consistently achieving or exceeding annual business targets.

Responsibilities:
Business Development - Participate in formulating the strategy and identifying, evaluating, and structuring key transactions to ensure continued financial health and maximum value creation through the entire product life cycle. Transactions may involve alliances, collaborations, mergers and acquisitions, in- and out-licensing initiatives, and other activities.

Customer Relationship Development / Prospecting - Develop and implement a relationship management plan for strategic, complex potential accounts to build key relationships at local and national levels. Coordinate the engagement of own organization with the customer organization to ensure effective two-way flow of information and resolution of issues.

Customer Needs Clarification - Consult with a range of customer representatives at different levels to identify the outcomes they require, introducing relevant internal specialists and utilizing their expertise to gather and analyze complex customer data, clarify medium- to long-term customer needs, and develop and agree to a specification of customer requirements.

Sales Opportunities Creation - Develop a personal network of senior managers within the business sector and represent the organization at business sector events. Obtain market intelligence, promote the organization, and enhance its reputation.

Sell Customer Propositions - Lead a cross-functional internal team (e.g., technical, commercial, and legal) to configure a complex tailored or bespoke product-and-services solution and associated contractual terms that meet the customer's mid- to long-term needs at a national/key operating-unit level. Negotiate agreement with the customer and internally with commercial colleagues to ensure that customer requirements are met at an acceptable level of profitability and cash flow, or, alternately, review and authorize complex sales proposals from team members that deviate from standard terms, escalating issues to senior management where appropriate.

Promoting Customer Focus - Develop internal marketing plans and work collaboratively with other departments to improve internal relationships and build strong external customer relationships.

Customer Relationship Management / Account Management - Develop and implement relationship management plans for complex existing customer accounts to identify and build relationships with relevant decision-makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues. Manage ongoing relationships with identified customer segments to ensure their needs are met, providing themes, summary analyses, and recommendations for changes based on customer input.

Customer Relationship Management (CRM) Data - Oversee the implementation and maintenance of the CRM system within the area of responsibility, identifying and communicating opportunities for system improvement that may enhance the management of customer relationships.

Operational Compliance - Monitor and review performance and behaviors within area of responsibility to identify and resolve noncompliance with the organization's policies and relevant regulatory codes and codes of conduct.

Personal Capability Building - Act as subject matter expert in an area of technology, policy, regulation, or operational management for the team. Maintain external accreditations and in-depth understanding of current and emerging external regulation and industry best practices through continuing professional development, attending conferences, and reading specialist media.

Requirement:
Education: Master's Degree or Equivalent Level in a related Engineering or Science Discipline.

Experience:
. Proven sales experience ( 15 years) in consulting, technical solutions or enterprise software within the hydrocarbon sectors.

. Proven track record in closing large, complex enterprise software deals in energy, oil & gas, or chemicals.

. Extensive experience in Malaysia and SE Asia, including knowledge of cultural, economic, and legal differences across the region.

. Demonstrated experience in engaging C-level stakeholders, managing long sales cycles, and influencing strategic decisions.

. Experience working cross-functionally with marketing, engineering, and delivery teams to co-develop client strategies.

. Ability to translate technical offerings into high-level business outcomes.

. Skilled in long sales cycles, opportunity management, and stakeholder engagement.

. Proactive and networked self-starter with an entrepreneurial mindset.