Business Development, APAC

TOMRA SINGAPORE PTE. LTD.; Singapore; On-site; SGD 120,000 - 150,000; Full time

Job summary

A leading environmental solutions company is seeking a Business Development Manager for Asia Pacific. The role focuses on developing new business opportunities in deposit return schemes and other sustainability initiatives. Candidates should possess over 15 years of leadership experience with in-depth knowledge of the Circular Economy. This position requires engagement with government stakeholders and strategic partners to navigate complex regulations and drive business growth.

Qualifications

• 15+ years of leadership experience, including 5–10 years in business development.
• Proven track record in emerging markets market entry strategies.
• Deep knowledge of Circular Economy, Waste Management, or Environmental Regulations.

Responsibilities

• Identify and win new DRS business opportunities.
• Develop TC business strategies for developing countries.
• Engage with government and stakeholders for favorable outcomes.
• Oversee tenders and proposals for business opportunities.

Skills

Leadership experience

Business development

Negotiation skills

Strategic planning

Stakeholder engagement

Education

Bachelor’s Degree in Business, Engineering, Environmental Science

Executive leadership programs in Strategy, Sustainability, or Public Policy

Deep knowledge of Circular Economy, Waste Management, or Environmental Regulations

Job description

Role

Under the direction of the Head of Strategy and Business Development for Asia Pacific, develop and realise opportunities for new business development (participation in legislated deposit return schemes and potentially investigation of non‑legislated DRS arrangements or models). While the geographic scope is Asia Pacific, the role has a focus on opportunities in developing Asian countries with identified opportunities. The successful candidate would play a supporting role, if required, for markets with existing operations in the Asia Pacific region (including Singapore, China, Japan, Taiwan, Korea, Australia, NZ).

Responsibilities

• Identify, develop and win new DRS business opportunities in the region for TOMRA Collection (TC), working in conjunction with the TOMRA Public Affairs team.
• Take a lead role in development and oversight of the TC business strategy for developing countries in Asia, including input into the development of region‑specific solutions and business models.
• Provide leadership and guidance to the TC APAC BD team as it grows (including country heads for business development).
• In a strategic and targeted manner, identify, engage and negotiate commercial arrangements with companies and other organisations as partners who can support TC’s ambitions in Asia Pacific with a particular focus on developing Asia. Help maintain constructive long‑term relationships with TC commercial partners in the region.
• Engage with government and scheme stakeholders to favourably position TC for a role in deposit return schemes (in conjunction with Public Affairs).
• Provide direction to and participate in tenders, proposals and bids which TC is involved in, including but not limited to opportunities to participate in DRS.
• Where viable (and not a direct threat to DRS opportunities) develop non‑DRS business opportunities which may add value to the TC business in the APAC Region.
• Participate in Asia Pacific Leadership Team meetings to provide input on business strategy and business development activities.
• Develop business cases as needed in relation to commercial opportunities.

International travel as required (significant).

Qualifications

Academic Qualifications

• Bachelor’s Degree in Business, Engineering, Environmental Science, or related discipline.
• Executive leadership programs or certifications in Strategy, Sustainability, or Public Policy.
• Deep knowledge of Circular Economy, Waste Management, or Environmental Regulations (formal coursework or certifications preferred).

Professional Experience

• 15+ years of progressive leadership experience, including 5–10 years in senior roles focused on business development or strategy.
• Proven track record in developing and executing market entry strategies in emerging or developing markets.
• Experience in Asia Pacific region, with strong understanding of cultural, regulatory, and economic dynamics.
• Demonstrated success in government engagement, policy advocacy, and navigating legislative frameworks.
• Expertise in negotiating complex commercial agreements and building strategic partnerships.
• Background in tender management, proposal development, and bid leadership for large‑scale projects.
• Experience leading cross‑functional and geographically dispersed teams.

Industry & Functional Expertise

• Deep knowledge of Deposit Return Schemes (DRS), recycling systems, or related sustainability initiatives.
• Familiarity with Reverse Vending Systems, incentive system integration and fraud prevention as well as logistics and land transport of waste or commercial items and transport optimisation.
• Experience in public‑private partnerships, regulatory compliance, and stakeholder management.
• Understanding of business models for environmental solutions and circular economy principles.

Leadership & Strategic Skills

• Strong strategic planning and execution capabilities for regional growth.
• Ability to influence and collaborate with government bodies, NGOs, and corporate partners.
• Exceptional communication and negotiation skills for high‑level stakeholder engagement.
• Proven ability to develop business cases, assess risk, and drive profitable outcomes.