Head of Sales

SEGI PERKASA (M) SDN BHD; Kuala Lumpur; On-site; MYR 180,000 - 360,000; Full time

Job summary

SEGI PERKASA (M) SDN BHD is seeking a Head of Sales to lead sales and business development, driving revenue growth and expanding market presence in Oil & Gas, Petrochemical, and industrial sectors. The role focuses on translating technical capabilities into commercial opportunities, managing major accounts, and steering tenders and strategic partnerships across Malaysia. The successful candidate will build a high-performing team and align sales with engineering execution.

Qualifications

• Bachelor's Degree in Business, Engineering, Marketing, Management, or related discipline.
• Minimum 10 years of relevant sales and business development experience in Oil & Gas or related industries.
• Proven track record in B2B technical sales, project sales and business development.
• Strong network within Malaysian Oil & Gas, Petrochemical, Energy, Marine, or industrial sectors.
• Experience with tenders, quotations, commercial negotiations, and project-based sales.
• Ability to translate technical capabilities into commercially viable solutions.
• Strong leadership, presentation, and stakeholder management skills.

Responsibilities

• Develop and implement the overall sales and business development strategy for both companies.
• Identify new markets, customers, and applications contributing to growth.
• Manage key accounts and senior commercial contacts; act as senior commercial POC for major opportunities.
• Lead tenders, RFQs, RFPs, and project opportunities with engineering teams.
• Establish partnerships with technology providers, EPC contractors, and industry partners.
• Monitor sales performance, pipeline, and revenue projections; manage forecasts.
• Collaborate with Engineering, Operations, and Finance to ensure smooth handover to projects.

Skills

Leadership

Negotiation

Stakeholder management

Business acumen

Networking

Education

Bachelor's Degree in Business, Engineering, Marketing, Management, or related discipline

Job description

About the Role

The Head of Sales will lead the sales and business development functions, driving revenue growth, expanding market presence, and developing long-term relationships with key customers.

The role will be responsible for developing and executing the overall sales strategy covering industrial cleaning, chemical cleaning, maintenance services, robotic tank cleaning, waste recovery, solids control, industrial systems, and related engineering solutions.

The ideal candidate will have strong commercial and technical sales experience, an established network within the Oil & Gas and industrial sectors, and the ability to translate technical capabilities into commercially viable projects, contracts, and recurring business opportunities.

Key Responsibilities

1. Sales Strategy & Leadership

• Develop and implement the overall sales and business development strategy for both companies.
• Establish clear sales targets, revenue objectives, pipeline requirements, and business development priorities.
• Identify new markets, industries, customers, and applications that can contribute to business growth.
• Develop strategies to increase market share and strengthen the companies' positioning within the industrial and Oil & Gas sectors.
• Lead, coach, and develop the sales and business development team to achieve agreed targets.
• Establish structured sales processes, reporting mechanisms, and performance tracking.

2. Business Development

• Identify and pursue new business opportunities across Oil & Gas, Petrochemical, Refinery, Power Generation, Marine, and Industrial sectors.
• Develop relationships with EPC contractors, asset owners, operators, plant owners, engineering companies, and other strategic customers.
• Generate and qualify new leads through direct engagement, industry networks, tenders, referrals, strategic partnerships, and market intelligence.
• Build long-term customer relationships and identify opportunities for repeat and recurring business.

3. Key Account Management

• Develop and maintain strong relationships with key strategic accounts.
• Act as the senior commercial point of contact for major customers and high-value opportunities.
• Understand customers' operational challenges and identify suitable technical and commercial solutions.
• Conduct regular account reviews and develop account growth plans.
• Identify cross-selling and up-selling opportunities across the combined capabilities of both companies.

4. Tender & Project Sales

• Lead the commercial strategy for major tenders, RFQs, RFPs, and project opportunities.
• Review tender requirements and assess commercial viability before submission.
• Work closely with engineering, operations, and project teams to develop technically and commercially competitive proposals.
• Oversee the preparation of quotations, proposals, commercial submissions, and presentations.
• Lead commercial negotiations with customers, contractors, and strategic partners.
• Ensure appropriate pricing, margins, payment terms, and commercial conditions are maintained.
• Track submitted proposals and actively manage opportunities through to contract award.

5. Strategic Partnerships

• Identify and establish strategic partnerships with technology providers, equipment manufacturers, EPC contractors, and industry partners.
• Develop commercial opportunities around technology and equipment solutions, including sales, rental, lease, and service-based models.
• Work closely with existing technology partners to identify opportunities for market expansion and customer adoption.
• Explore new technologies and solutions that can complement the companies' existing service portfolio.

6. Market Expansion

• Conduct market research and identify emerging opportunities within the Oil & Gas, Energy, Petrochemical, Marine, and Industrial sectors.
• Identify potential customers, projects, plants, refineries, tank farms, FPSOs, and industrial facilities requiring the companies' solutions.
• Develop market-entry strategies for new services, technologies, and geographical markets.
• Monitor competitor activities, market trends, customer requirements, and industry developments.

7. Commercial & Revenue Management

• Own the sales pipeline and ensure sufficient coverage to achieve revenue targets.
• Monitor sales performance, conversion rates, sales cycles, and projected revenue.
• Review and manage sales forecasts regularly.
• Ensure sales activities are aligned with company profitability and commercial objectives.
• Provide management with regular updates on pipeline, major opportunities, tenders, risks, and expected sales closures.
• Negotiate commercial terms while protecting company margins and contractual interests.

8. Internal Collaboration

• Work closely with Engineering, Operations, Project Management, Finance, and Management to ensure a smooth transition from sales to project execution.
• Ensure customer requirements are clearly communicated to the relevant technical and operational teams.
• Participate in project discussions and customer meetings where required.
• Provide market and customer feedback to management to support business and service development.

Requirements

• Bachelor's Degree in Business, Engineering, Marketing, Management, or a related discipline.
• Minimum 10 years of relevant sales and business development experience, preferably within Oil & Gas, Petrochemical, Engineering, Industrial Services, Energy, Marine, or related industries.
• Proven track record in B2B technical sales, project sales, and business development.
• Strong network and established relationships within the Malaysian Oil & Gas, Petrochemical, Energy, Marine, or industrial sectors.
• Experience dealing with major operators, EPC contractors, plant owners, engineering companies, and industrial customers will be an advantage.
• Strong understanding of tendering, quotations, commercial negotiations, and project-based sales.
• Experience selling technical services, engineered solutions, industrial equipment, or maintenance solutions is highly preferred.
• Strong commercial acumen with the ability to understand technical requirements and translate them into commercially viable solutions.
• Demonstrated ability to develop new markets and generate business from new accounts.
• Strong leadership, negotiation, presentation, and stakeholder management skills.