Solva Business Development Lead

SANDVIK MINING AND CONSTRUCTION (M) SDN. BHD.; Subang Jaya; On-site; MYR 250,000 - 500,000; Full time

Job summary

SANDVIK MINING AND CONSTRUCTION (M) SDN. BHD. in Malaysia seeks a Solva Business Development Lead to drive front-end growth by identifying high-value opportunities within targeted strategic segments. You will engage senior decision-makers and shape compelling value propositions.

You will work closely with Regional Sales, Project Leads, Engineering, and Operations to secure opportunities and hand over to delivery teams after contract signature, maintaining strategic customer relationships.

Qualifications

• Proven track record in new business development or hunting roles.
• Strong experience engaging C-suite and senior decision-makers.
• Background in industrial, manufacturing, or related sectors.

Responsibilities

• Engage C-suite stakeholders and build executive relationships.
• Translate executive discussions into structured opportunity hypotheses and value propositions.
• Qualify opportunities and guide through proposal, contracting, and handover.
• Maintain a robust Solva pipeline and drive progression from lead to pursued opportunities.
• Collaborate cross-functionally with Regional Sales, Project Leads, Engineering, Product Management, Operations, and partners.

Skills

C-suite engagement

Value-based selling

Strategic account management

Market intelligence

Cross-functional collaboration

Education

University degree or equivalent in Engineering/Manufacturing/Business

Job description

SANDVIK MINING AND CONSTRUCTION (M) SDN. BHD. 4.5 View all jobs

Seco is a global metal cutting and machining solutions provider with a strong heritage in innovation, precision tools, and lasting partnerships. With sustainability at the heart of how we work, we help manufacturers solve complex challenges and shape the future of manufacturing through collaboration, technology, and customer-focused solutions.

Seco SOLVA is transforming manufacturing by going beyond cutting tools to deliver holistic, end-to-end solutions that improve efficiency, profitability, and competitiveness across the full production process. Built on Seco’s strong legacy, strategic partnerships, and innovative thinking, SOLVA helps manufacturers unlock their full potential through fast, easy, and sustainable solutions.

We are now looking for a Solva Business Development Lead to drive front-end growth by identifying, shaping, and progressing high-value opportunities within targeted strategic segments. In this role, you will engage senior decision-makers, uncover strategic customer challenges, and position Seco Solva’s integrated end-to-end solutions to create measurable customer and business value.

Job Summary: As Solva Business Development Lead, you will serve as the primary entry point into customer organizations and build trusted relationships with C-suite and senior decision-makers. You will translate customer priorities into qualified Solva opportunities, shape compelling value propositions, and remain engaged through solution development, proposal, and contractualization. Working closely with Regional Sales, Business Development, Project Leads, Engineering, Product Management, Operations, technical specialists, Machining brands, and external partners, you will support a seamless handover to delivery teams after contract signature while maintaining the strategic customer relationship.

This role is part of Machining – Seco – Global Sales – Seco Solva and operates as an individual contributor.

Key responsibilities of the role:

C-suite engagement and executive relationship development

• Proactively engage C-suite stakeholders, including CEOs, COOs, CTOs, and senior manufacturing leaders, positioning Seco as a strategic partner early in the buying journey.
• Partner with Regional Sales to extend existing contacts into executive relationships and lead value-based conversations on productivity, cost, quality, sustainability, operational transformation, and digital or process optimization.
• Sustain executive engagement throughout opportunity shaping and support continuity of the relationship after contract signature.

Strategic opportunity creation and shaping

• Translate executive discussions into structured opportunity hypotheses, clearly defining the customer challenge, value pool, and strategic fit with the Solva offering.
• Identify latent demand and unmet needs, shaping opportunities before formal RFQ stages.
• Qualify opportunities and collaborate with the Project Lead through solution shaping, proposal development, contractualization, and delivery handover.

Pipeline ownership and deal development

• Build and maintain a robust, strategically aligned Solva pipeline and drive progression from lead to qualified opportunity and approved pursuit.
• Maintain clear pipeline visibility and reporting, focusing effort on opportunities with strong customer value and strategic fit.
• Support commercial development and value capture while aligning customer expectations with solution feasibility.

Cross-functional collaboration

• Nurture relationships with Regional Sales and Market teams, Solva Project Leads, Engineering, technical specialists, Product Management, Operations, Machining brands, partners, and distributors.
• Maintain awareness of relevant offerings and opportunities and enable commercial collaboration across Seco, Sandvik, and external networks.
• Ensure a coordinated approach from customer discovery through agreement and delivery handover.

Segment focus and strategic account entry

• Prioritize accounts and tailor value propositions within strategic segments such as Aerospace, Automotive, Medical, Energy, and Defense.
• Develop entry strategies, map customer stakeholder ecosystems, and unlock multi-site opportunities and long-term partnerships that may transition toward key account management.
• Assess market trends and potential growth segments, including emerging high-value areas, through a structured view of attractiveness and strategic fit.

Market intelligence and thought leadership

• Capture insights from executive interactions on strategic priorities, investment trends, market developments, and competitive positioning.
• Share insights with Business Development and Innovation or Offer Development teams to strengthen solutions, market focus, and internal capability.
• Contribute to market-facing thought leadership and stronger segment understanding across the organization.

Seco ambassador and ways of working

• Represent Seco professionally with customers, partners, and colleagues, in line with our Code of Conduct, values, and principles.
• Take ownership of high-quality execution, transparent reporting, and ethical commercial practices.
• Continue developing knowledge of customer operations, strategic segments, Solva offerings, manufacturing technologies, and value-based solution selling.

Skills and strengths we hope you bring

• Strong executive presence and the confidence to engage and influence C-suite and senior decision-makers.
• Advanced value-based selling skills and a strong drive to create and develop new business.
• Strong strategic and commercial acumen, with the ability to recognize value pools and shape compelling solution opportunities.
• Excellent communication, presentation, negotiation, stakeholder management, and influencing skills.
• Strong industry and segment understanding, supported by market and competitive intelligence.

Behavior

• Proactive, opportunity-focused, and comfortable creating momentum where no established pipeline exists.
• Resilient, persistent, and adaptable when navigating long, complex sales cycles and senior stakeholder environments.
• Collaborative and customer-focused, building trust across functions and balancing strategic ambition with disciplined follow-through.

Experience:

• Proven track record in new business development or hunting roles, including substantial experience engaging C-suite and senior decision-makers.
• Strong machining or manufacturing engineering background.
• Consulting or advisory experience in industrial or manufacturing environments.
• Demonstrated ability to build a qualified pipeline from scratch and develop opportunities in industrial, manufacturing, or solution-based environments.
• Experience shaping value-based solutions, qualifying opportunities, and collaborating through proposal and contractual stages.
• Strong market awareness and senior-level customer engagement experience in areas such as Aerospace, Automotive, Medical, Energy, or Defense.

Qualification:

• A university degree or equivalent higher education in Engineering, Manufacturing, Business, or a related field is preferred; relevant industry experience may be considered in place of formal education.

Contact information

John ODonoghue, recruiting manager,

email: @secotools.com

Suparna Ray, HR Business Partner, email: @secotools.com