Job Description
- Develop and execute sales strategies to establish Malaysia market presence, achieve business growth objectives, sales targets, and revenue budgets.
- Manage the complete sales cycle from opportunity identification, specification, quotation, negotiation, order confirmation, and project completion.
- Identify and develop new business opportunities, build sustainable sales pipelines, and increase sales revenue and market share.
- Develop sales forecasts, monitor sales performance, and provide regular sales reporting, forecasting, and market updates to management.
- Establish brand presence within Malaysias plumbing and building solutions market by targeting industries including healthcare, government projects, commercial developments, hospitality, education, and industrial sectors.
- Research market trends, competitor activities, customer needs, and emerging opportunities to support market expansion strategies.
- Promote product solutions through a consultative and technical approach to architects, consultants, M&E engineers, developers, contractors, and project stakeholders.
- Secure product specifications during the design stage and ensure products are retained through procurement and installation phases.
- Deliver product presentations, technical briefings, CPD sessions, Lunch & Learn sessions, and product training for consultants, architects, contractors, distributors, and sales partners.
- Support marketing activities including industry exhibitions, trade events, customer engagement programs, technical seminars, and Malaysia-specific sales initiatives.
- Utilise project lead platforms (BCI, EstimateOne, Cordell) to identify, assess, and target commercial projects.
- Track project opportunities from early-stage design through procurement and installation while maintaining accurate project records and progress updates.
- Build and maintain strong relationships with architects, M&E consultants, engineers, healthcare organisations, government agencies, developers, contractors, distributors, and end users.
- Conduct regular customer visits, stakeholder engagement activities, and represent the company professionally at meetings, events, exhibitions, and networking activities.
- Maintain accurate CRM records (Odoo), including contacts, opportunities, sales activities, project pipeline status, and progress updates.
- Provide territory updates, sales activity summaries, and market insights to the National Sales Manager.
- Support merchant branches and trade partners through regular visits, product training, and sales support activities.
- Work closely with sales, engineering, marketing, and operations teams to support project transition from specification to order.
- Provide technical and commercial input during project reviews and account handovers.
- Attend trade shows, expos, architecture and design forums, and networking events to enhance company visibility and market presence.
- Collaborate with the marketing team to support campaign execution and asset development.
Key Performance Indicators (KPIs)
- Achieve annual sales revenue targets, sales budget, and agreed sales growth objectives.
- Achieve gross margin and profitability targets.
- Develop and maintain a strong qualified sales pipeline.
- Improve market share and brand presence in Malaysia.
- Achieve targeted number and value of product specifications.
- Convert projects into purchase orders and improve specification-to-order conversion rate.
- Successfully track and convert major project opportunities.
- Develop new customer relationships and expand architect, consultant, contractor, and distributor networks.
- Identify new market opportunities and develop strategic partnerships.
- Conduct customer meetings, stakeholder engagements, product presentations, technical sessions, and CPD activities.
- Maintain customer satisfaction and strengthen relationship development.
- Ensure accurate CRM management and opportunity tracking.
- Provide timely sales forecasting and reporting.
Qualifications
- Minimum 5+ years experience in specification sales, architectural liaison, or commercial B2B technical sales.
- Experience in plumbing, building materials, construction products, engineering solutions, or related industries.
- Proven success in influencing specifications, managing project pipelines, and converting opportunities into revenue.
- Strong technical knowledge of plumbing or building product solutions.
- Demonstrated ability to build and manage relationships within the A&D community and construction industry.
- Existing network within Malaysias construction, healthcare, commercial, or government sectors.
- Proficient in project lead generation tools (BCI, EstimateOne, etc.) and CRM systems (Odoo preferred).
- Relevant tertiary qualifications in architecture, engineering, construction, sales, or marketing.
- Experience delivering CPD presentations, technical presentations, and product training.
- Familiarity with public and private sector specification and procurement processes.
- Understanding of compliance and technical standards relevant to commercial plumbing and construction.
- Strong hunter mentality with proven ability to develop new markets independently.
- Self-driven, proactive, results-oriented, and comfortable operating in a greenfield environment.
- Strong commercial awareness, business judgement, negotiation, and influencing skills.
- Proven ability to achieve sales targets through consultative selling and relationship management.
- Strong networking and stakeholder engagement capability with the ability to build trust and credibility with senior decision-makers.
- Excellent communication, presentation, and organisational skills.
- Ability to understand technical products and communicate solutions effectively to both technical and commercial audiences.
- Strong pipeline management capability with the ability to manage multiple projects and priorities.
- Disciplined approach to CRM management, reporting, and sales forecasting.
Why Is This a Great Opportunity
- Opportunity to Build and Lead Malaysia Market Expansion
- Play a key role in establishing brand presence, developing new markets, and driving business growth within Malaysias plumbing and building solutions industry.
- Exposure to High-Value Commercial Projects and Industry Networks
- Engage with major stakeholders including architects, consultants, engineers, developers, government agencies, healthcare organisations, and contractors across diverse sectors.
- Career Growth in Strategic B2B Technical Sales
- Gain valuable experience managing the full sales cycle, from project identification and product specification to negotiation, order conversion, and project completion.
- Opportunity to Influence Product Adoption and Market Positioning
- Work closely with industry professionals through technical presentations, CPD sessions, product training, and solution-based selling to drive product specifications.
- Autonomous Role with Strong Business Impact
- Take ownership of sales strategies, customer relationships, pipeline development, and revenue growth while contributing directly to the companys expansion and market success.
