Senior Business Development Manager

Agensi Pekerjaan WOBB Sdn Bhd; Subang Jaya; On-site; MYR 120,000 - 180,000; Full time

Benefits offered by this job

Car allowance

Mobile allowance

Medical benefits

Annual leave

Job summary

Agensi Pekerjaan WOBB Sdn Bhd is seeking a senior professional to drive new business development in Klang Valley, focusing on FMCG, building materials, chemicals, and 3PL/freight forwarding. You will own the sales cycle from prospecting to closing and lead tender responses with operations and finance to secure profitable commitments.

The role requires 8+ years in BD/KAM with a strong transport/logistics background in Malaysia, English and Bahasa Malaysia fluency, and willingness to travel ~80%

Qualifications

• 8+ years in business development/sales/KAM with at least 5 years in land transport/logistics in Malaysia.
• Proven track record opening new accounts in complex B2B environments (MNCs, GLCs, large manufacturers).
• Fluent in English and Bahasa Malaysia; valid driving license; willingness to travel up to 80% including trips to the East Coast.

Responsibilities

• Build and own the Klang Valley target account map across FMCG, building materials, chemicals, agri-commodities, retail distribution, and 3PL/freight forwarding.
• Lead end-to-end sales cycle—from prospecting and site studies to pricing, proposals, negotiation, and closing.
• Lead RFQ, RFP, and tender responses through award.
• Negotiate and structure transport agreements; manage cost-to-serve, fuel and backhaul considerations; ensure contract execution.

Skills

Business development

Key account management

Negotiation

Cost analysis

Education

Bachelor's degree

Job description

Jora Malaysia will close on 9th September 2026. Thank you for being with us, we are cheering you on as you continue your career journey.

• Location: Taman Teknologi Subang, Selangor (with periodic travel to Kuala Terengganu)
• Reporting To: General Manager, Timur Transport
• Travel: Approximately 80% field-based
• Team Growth: Direct reports initially nil; expected to build a 2–3 person commercial team by Year 2.

Key Responsibilities

1. New Business Development

• Build and own the Klang Valley target account map across FMCG, building materials, chemicals, agri-commodities, retail distribution, and 3PL/freight forwarding.
• Lead the end-to-end sales cycle—from direct prospecting and site/route studies to pricing collaboration, proposal creation, negotiation, and closing.
• Lead RFQ, RFP, and tender responses, managing clarification and BAFO (Best and Final Offer) rounds through to award.
• Achieve annual targets for new revenue, account acquisition, share of wallet, and gross margin contribution.

2. Key Account Management & Relationship Cultivation

• Map decision architectures across complex B2B accounts (Procurement, Supply Chain, Logistics, Plant/Warehouse Ops, Finance, HSE, and executive buyers).
• Build multi-threaded relationships to develop internal champions and executive sponsorships.
• Conduct structured monthly/quarterly business reviews (evaluating OTIF, cost per trip, claims, and utilization) to defend rates and expand scope.
• Serve as the main escalation point for commercial and service disputes while protecting profitability.
• Prepare rate proposals in collaboration with operations and finance based on true cost-to-serve (fuel, tolls, driver costs, backhaul availability, utilization, and claims).
• Model diesel price movements and integrate fuel adjustment mechanisms into commercial terms.
• Negotiate and structure transport agreements (scope, service levels, liability caps, payment terms, rate triggers).
• Ensure proper contract execution, maintaining accurate quotation records and rate cards before service rollout.
• Track competitor pricing, capacity, service models, and emerging regulatory or licensing changes (APAD, JPJ, telematics, weight/axle-load enforcement).
• Provide market insights to guide hub investment decisions (fleet mix, trailer types, cross-dock capability, and lane balance).
• Contribute to annual business planning, sales forecasting, and hub budgeting.

5. Internal Partnership & Governance

• Collaborate closely with operations, fleet, workshop, and finance to ensure sold business can be executed profitably and reliably.
• Support credit assessments and collections, sharing accountability for receivables and DSO on owned accounts.
• Maintain disciplined CRM pipeline hygiene, submitting weekly pipeline and monthly forecast reports.

Job Requirements

Must-Have Criteria:

• Experience: Minimum 8 years in business development/sales/key account management, with at least 5 years in land transport, logistics, 3PL, freight forwarding, or supply chain in Malaysia.
• Track Record: Proven ability to open new accounts from a cold start in complex B2B environments (MNCs, GLCs, large manufacturers, retail/distribution groups).
• Commercial Acumen: Strong numeracy—able to analyze cost-per-trip models, backhaul economics, and hold rate margins under pressure.
• Industry & Geographic Knowledge: Sound knowledge of Klang Valley/Peninsular Malaysia freight geography, port/industrial nodes, and route economics.
• Education: Bachelor’s degree in Business, Supply Chain, Logistics, Marketing, or equivalent industry experience.
• Languages: Professional fluency in English and Bahasa Malaysia (written and spoken).
• Mobility: Valid driving license and willingness to travel extensively (~80%), including trips to the East Coast.

Good-to-Have Criteria:

• Experience in a greenfield or start-up branch/hub environment.

Who Succeeds Here? (Behavioral Profile)

• Politically Intelligent: Able to read organizational dynamics with integrity.
• Meticulous: Takes professional pride in precise contracts, quotations, and service details.
• Operationally Honest: Refuses to sell what the fleet cannot deliver.
• Builder's Mindset: Energized by creating processes from scratch.

What We Offer

• Executive access and fast decision-making in a family-owned group environment.
• Competitive base salary paired with a performance incentive scheme tied to revenue, margin, and collections.
• Car allowance, mobile allowance, travel expense coverage, EPF/SOCSO/EIS, medical benefits, and annual leave.
• Strong balance sheet and fleet backing from an established carrier to support new business.
• Long-term opportunity to recruit, build, and lead the Klang Valley commercial team.