Business Development Manager Asia Pacific SBU T&L

Our Opening and Your Responsibilities

Role Description:
  • The Business Development Manager (BDM) is responsible for ensuring sales and profitability growth of the transport and logistics (T&L) market segment for the Asia Pacific region (excluding China).
  • A comprehensive market understanding, technical solution expertise, a focused strategy and leadership approach towards MO's and partners are key elements of success. The BDM AP operates at a critical intersection between the customer, market organization, SBU and PO in order to position Mettler-Toledo well within the respective market. The BDM is responsible for the entire SBU T&L product and service portfolio within the defined AP market, not including China.
  • This role is a commercial role, requiring a strong technical background.

Key areas of engagement:

Strategic Engagement:
- Based on market potential and readiness, the BDM develops and implements a successful growth strategy for the region.
  • Knows most important market players (big companies, trend setters, rising stars) and competition per industry segment. Understands common business models and technical, as well as commercial, market trends and regulations.
  • Understands the processes and applications within each industry segment. Understands (existing and potential) MT products and services and can apply them to each application at the expected pricing level.
  • Has a good understanding of the competitive landscape. Develops and implements the right regional strategy to win against competition and grow market share.
  • Works closely with market organizations on reviewing and implementing country specific T&L strategies.

Direct Customer Engagement:
  • Acts as a direct facilitor for demonstrating MT solutions to key customers in the region. The BDM is responsible for running (e)Demos, Webinars, (e)GTC’s and other marketing events in cooperation with the MO.
  • Helps to build long-term relationships with key customers by driving standardizations and decisions on MT solutions. Leverages corporate alignments and cross-regional experience to strengthen MT's position.
  • Builds own relationships with key customers and understand the strategy, business model, technology and pain points within these accounts.
  • Radiates within large,regional and international accounts to extend success from one country to another.
  • Supports in the event of escalation and helps to find solutions for the benefit of both the customer and MT.

MO Engagement:
  • In direct collaboration with MO leaders, the BDM proposes strategies on how to address the market, including required products and services, marketing and channels. Works with MOs to define country-specific go-to-market strategies and supports with the execution.
  • Supports implementation and monitoring of account penetration in-line with the Spinnaker approach. Proposes new P Accounts and creates radiation alerts.
  • Communicates regularly with MOs to understand their needs. Provides support where needed to execute defined initiatives and increase the conversion rate of opportunities in the pipeline.
  • Personally engages in larger opportunities and projects to increase the probability of winning the project by facilitating SBU T&L support for the MO.
  • Promotes success stories in other regions and (for larger accounts) creates radiation 2-pagers to help other MOs to leverage successes.
  • Drives webinars, seminars, eDemos and (e)GTC's to support account penetration and differentiate MT. As a segment expert, helps the MO to sell the value of MT solutions and increase sales success.
  • Supports MOs with P-Site Engagement Training.
  • Leverages product and market expertise to support sales and value selling training.

Education and Skills:
  • Sound commercial and technical background, ideally with engineering qualification (BS). 
  • Good knowledge about weighing, dimensioning, or computer vision technology and general material handling systems.
  • Good sense for business opportunities and an entrepreneurial attitude. Strong networking skills. Leadership skills required to motivate people in a matrix organization to get things done.
  • Very strong intercultural skills and business communication. Good presentation skills in front of customers and camera.
  • Possess an ability to present complex matter in an understandable way to an array of audiences, combined with excellent oral and written communication skills in English, additional AP regional languages are appreciated.
  • Experience in an international sales, key account management or business development position of >5 years, with successful track record.
  • Structured and pragmatic with ability to get things done.
  • MS Office, ERP-Systems (ideal SAP), Social Media (LinkedIn).
  • Willing to regularly travel internationally.

What You Need to Succeed

Our Offer to You

About Mettler Toledo

METTLER TOLEDO is a leading global supplier of precision instruments and services. We are recognized as an innovation leader and our solutions are critical in key R&D, quality control, and manufacturing processes for customers in a wide range of industries including life sciences, food, and chemicals. We operate throughout the world with a culture shaped by innovation and international flair.

Equal Opportunity Employment

We promote equal opportunity worldwide and value diversity in our teams in terms of business background, area of expertise, gender and ethnicity. For more information on our commitment to Sustainability, Diversity and Equal Opportunity please visit us here.

For those who prioritize precision, Mettler Toledo is precisely where you belong.

Job Reference #

11474

Location

Selangor

Shah Alam

Job Type

Full-time

Legal Entity

Mettler-Toledo Services Asia-Pac Sdn. Bhd.

1st Floor, Lot 8, Jalan Astaka U8/84 Seksyen U8, Bukit Jelutong 40150 Shah Alam, Selangor Malaysia

+60 3 7844 5800