Commercial Manager (Malaysia)

Koch; Seberang Perai; On-site; MYR 120,000 - 180,000; Full time

Job summary

A leading industrial solutions provider in Malaysia seeks an experienced Commercial Manager to lead commercial activities in the John Zink combustion and Koch Glitch mass transfer businesses. The ideal candidate will develop Key Account Plans and implement strategies to enhance customer retention and market share. An engineering degree and several years of relevant sales experience are required for this role.

Qualifications

• Few years of relevant industrial and/or sales experience in Petrochemicals, Oil & Gas sectors.
• Ability to develop and implement sales strategies.
• Strong Commercial Acumen and Economic Thinking.

Responsibilities

• Lead all commercial activities for John Zink and Koch Glitch businesses.
• Develop and implement Key Account Plans.
• Provide sales forecasts and long-term country business plans.

Skills

Sales experience in Petrochemicals

Customer relationship management

Strategic planning

Fluency in English and Bahasa Melayu

Opportunity management

Education

Bachelor's degree in Chemical or Mechanical Engineering

Tools

SFDC CRM

Job description

Overview

Your Job

The Equipment Technology and Services (ET&S) business for Koch Engineered Solutions (KES) is seeking an experienced Commercial Manager for Malaysia, focusing on the John Zink combustion business and the Koch Glitch mass transfer business. The successful candidate will lead the Koch ET&S commercial activities within Malaysia, develop and implement effective Key Account Management strategies for our key customers to achieve mutually beneficial solutions. We are looking for a candidate who will work in mutually beneficial ways to drive results and is comfortable challenging the status quo. The candidate will apply Koch\'s Principle Based Management (PBM) philosophy to develop a results-oriented team that achieves results through economic thinking, innovation, and collaboration.

What You Will Do

• Lead and own all commercial activities for the John Zink combustion business and the Koch Glitch mass transfer business in Malaysia.
• Develop and implement strategies to create value across the entire portfolio and collaborate with integrated product and engineering teams to continuously grow profitable sales.
• Develop Key Account Plans, implement actions and track progress to continuously improve customer retention and increase our market share profitably.
• Nurture strong, long-lasting relationships with customers and internal teams.
• Share up-to-date knowledge on market trends, competitive intelligence and implications to our business.
• Measure and deliberately grow qualified sales pipeline.
• Provide and deliver accurate sales forecasts and long term country business plans.
• Diligently update market intelligence, customer information and opportunities updates in CRM.
• Build a network outside and within the organization to enable you to get support and coaches to achieve the desired goals.

Who You Are (Basic Qualifications)

• Few years of relevant industrial and/or sales experience in the sectors of Petrochemicals, Oil & Gas, Offshore or Refining sectors, Fertilizer/Ammonia plants, Power, Utilities.
• Demonstrated capability to develop, implement go-to-market, sales strategies and key account management plan in Malaysia.
• Demonstrated capability to effectively construct mutually beneficial relationships – assessment of customer needs, intelligence gathering, bid development and strong economic thinking.
• Results oriented individual. Constantly strive for results, innovative in trying different methods to achieve the desired results. Make things happen type of attitude. Hungry for success.
• Customer Focus. Know customer’s short term and long term goals.
• Strong Commercial Acumen. Proactively understand business drivers, margin levers, and customer’s financials.
• Strong Opportunity Management Skills. Able to manage multiple opportunities in different sales stages.
• Ability to quickly grasp technical concepts, understand industries trends and customers business drivers.
• Fluency with English and Bahasa Melayu.
• Excellent communication and report writing skills.
• Well organized and able to work independently.
• Strong adherence for compliance, safety and demonstrated safe work habits.

What Will Put You Ahead

• Chemical or Mechanical Engineering degree.
• Technical & Product Knowledge. Understanding of combustion/mass transfer solutions.
• Experience in commercial and business development role in Malaysia.
• Passionate about our products, capabilities and our company reputation. Ability to transfer that passion to the person we are talking to.
• Experience in using SFDC CRM, sales forecasting and tracking process vs goals.
• Currently living and working in Malaysia.
• Knowledge and experience in working within a Principle Based Management (PBM) environment.

At Koch companies, we are entrepreneurs. This means we openly challenge the status quo, find new ways to create value and get rewarded for our individual contributions. Any compensation range provided for a role is an estimate determined by available market data. The actual amount may be higher or lower than the range provided considering each candidate\'s knowledge, skills, abilities, and geographic location. If you have questions, please speak to your recruiter about the flexibility and detail of our compensation philosophy.

Who We Are

As a Koch company, Koch Engineered Solutions (KES) specializes in process and pollution control equipment and digital technologies to help industries reduce emissions, save energy and get the most from their resources. From pollution control to advanced filtration, we’re focused on providing customers with products and solutions to help them optimize, transform and succeed. Industries we serve include refineries, chemicals, municipalities, pharmaceutical, pulp and paper, food and dairy, utilities and automotive.

At Koch, employees are empowered to do what they do best to make life better. Learn how our business philosophy helps employees unleash their potential while creating value for themselves and the company.