Business Development Manager (Food Services )

The ideal candidate will lead initiatives to generate and engage with business partners to build new business for the company. This candidate will be focused and have strong communication skills. They should be able to think critically when making plans and have a demonstrated ability to execute a particular strategy.

About the role

Drive profitable growth for Sodexo by proactively winning new food service contracts with suitable manufacturing MNC clients in northern Malaysia. Based in Penang and reporting to the Head of Business Development in Shah Alam, you will own the sales cycle from prospecting and qualification through proposal development, negotiation, contract signature and handover to Operations.

This is a proactive sales hunting role requiring an established decision-maker network, persistent follow-through and independent execution. Food services are the main priority. Large facilities management (FM) opportunities with clear strategic value may also be pursued in alignment with the Head of Business Development.

Key Responsibilities:

Business Growth & Sales

• Develop and execute a territory sales plan for the target region and segment. Build a ranked list of target clients and clear actions for each account.
• Generate opportunities and build pipeline through direct outreach, existing relationships, referrals and industry engagement. Initiate conversations ahead of tender announcements and contract renewals.
• Own opportunities from first contact to signed contract. Maintain momentum, secure client commitments to next steps and meet agreed new business revenue and margin targets.

Proposals & Presentations

• Personally develop compelling, client-specific presentations and proposals, turning client needs into clear recommendations, relevant evidence and a persuasive commercial story.
• Lead RFP and tender responses, executive summaries and presentation meetings. Tailor the message to senior management, procurement and operational stakeholders. Handle objections and follow-up questions confidently.
• Coordinate costing and pricing inputs with relevant specialists. Understand revenue, costs, margin, investment assumptions and commercial risks well enough to explain and defend the proposal.
• Check proposal accuracy, consistency, completeness and compliance with client requirements. Obtain internal approvals before submission and allow time for review and rehearsal.

Client & Market Engagement

• Use and expand established relationships with decision makers in Procurement, HR, Facilities and plant or country leadership. Build access to budget owners, influencers and final approvers.
• Understand client priorities, employee dining needs and service gaps. Position Sodexo through a clear business case for food quality, employee experience, safety, service reliability and cost control.
• Represent Sodexo at relevant industry associations and networking events, converting introductions into qualified meetings and opportunities.

Market Intelligence & Positioning

• Assess each opportunity against Sodexo's target client profile, workforce and meal volumes, service scope, budget, commercial potential, credit and payment terms, operational feasibility and mobilization timeline.
• Confirm decision makers, buying criteria, procurement process and expected award date. Identify risks early and recommend whether to proceed through the applicable bid approval process.
• Track manufacturing investments, plant expansions, incumbent providers, contract expiry dates and competitor positioning. Use this intelligence to priorities pursuits and advise management on pricing and service opportunities.
• Understand the positioning and capabilities of competitors in the market.
• Evaluate occasional large FM opportunities for scale, strategic fit, profitability and delivery capability. Agree their pursuit with the Head of Business Development while maintaining the food service focus.

Internal Collaboration

• Lead each pursuit as a structured project, with named owners, deliverables, internal review dates and submission deadlines. Follow up proactively and escalate delays with practical recovery actions.
• Coordinate Operations, Culinary, Supply Management, HR, HSE, and other stakeholders to develop practical, costed solutions that can be delivered as promised.
• Lead negotiations within approved commercial and contractual parameters. Resolve outstanding issues and maintain ownership until the contract is signed, securing the required approvals for any exceptions.
• Provide a documented handover to Operations covering scope, service levels, pricing, assumptions, investment, risks and client commitments. Support mobilization discussions and maintain continuity of client communication.
• Execute all required governance processes related to development of an opportunity into a signed contract

Independent Working & Governance

• Plan your own prospecting, meetings, travel and priorities with limited day-to-day supervision. Take ownership of outcomes, communicate progress proactively and seek guidance on material decisions.
• Maintain CRM records with opportunity value, stage, probability, decision makers, next action and expected close date. Provide weekly pipeline updates and support monthly forecasts and win or loss analysis.
• Follow Sodexo's sales governance, approval limits, confidentiality and ethical business requirements. Raise commercial or delivery concerns early and make only commitments approved by the relevant stakeholders.

Key Requirements

• At least 8 years of relevant B2B business development experience in contract food services or selling outsourced services to multinational manufacturers, with clear personal responsibility for winning new clients.[R1.1]
• A demonstrable record of originating and closing comparable contracts, meeting sales targets and managing long sales cycles. Be able to explain your own contribution, contract scale, sales cycle and results.
• An established, active network of relevant decision makers in manufacturing MNCs across the northern region, with demonstrable access in Penang, Kedah and Perak and the ability to secure meetings independently.
• An assertive, persistent sales approach, professional maturity and sound judgement. Able to work independently from Penang, remain accountable to a manager in Shah Alam and manage setbacks constructively.
• Strong coordination and deadline management across several opportunities. Able to influence internal stakeholders without direct authority and follow through until actions are completed.
• Strong proposal writing, negotiation and senior stakeholder presentation skills. Confident creating and delivering persuasive PowerPoint presentations, using Excel for commercial analysis and maintaining CRM data.
• Commercial understanding of outsourced service contracts and the ability to learn food service operations, cost drivers, food safety, health and safety, and client procurement requirements.
• Fluent spoken and written English and Bahasa Malaysia. Able to be based in Penang and travel regularly across the northern territory, with travel to elsewhere in Malaysia as required.

Preferred Background

• Direct experience winning manufacturing MNC contract catering business, especially in semiconductor, electronics, medical device or other industrial environments.
• Experience with strategic FM contracts and Mandarin proficiency are advantagous.
• A qualification in business, marketing, hospitality or a related discipline is advantageous; equivalent relevant experience and proven sales results are valued.