Business Development Manager, Platforms

Build a market with numbers, not just a pipeline

This is a technical sales role: you will win platform accounts by understanding their operations and labour economics better than any competing supplier. Every 11.11 and 12.12, millions of parcels move across Malaysia and Singapore, and each one depends on crews who pick, pack, sort and deliver it. Alphaeus keeps those operations running.

We already deliver more than 10,000 workforce hours a month for a major grocery client in Singapore. Now we are taking that model into the regional platform and e-commerce market, and we need a commercially technical hunter to lead the way.

You will map the market, build the cost models and rate cards, design site trials with measurable SLAs, and negotiate the MSAs that turn trials into multi-site contracts. If you can walk a fulfilment centre floor, read a volume forecast and translate it into headcount, shifts and a margin-safe price, this role is for you.

About Alphaeus

Alphaeus supplies operational workforce solutions to leading e-commerce platforms, grocers and logistics providers across Singapore and Malaysia. Our trained temporary crew's support:

• Fulfilment and warehouse operations: inbound, put away, picking, packing and outbound
• Parcel sorting and hub operations: manual and semi-automated sortation, cross-dock and line-haul handover
• Last-mile delivery support: station operations, route preparation and delivery helpers
• Peak-season surge cover for 11.11, 12.12, Ramadan, Chinese New Year and other major sales events

We compete on measurable delivery: fill rate, attendance, productivity and cost per unit. That approach has earned the trust of one of Singapore's major grocery operators, and it is the model you will bring to the platform market.

The technical core of this role

You will be the person who connects a client's operational reality to a price Alphaeus can deliver profitably. Five technical domains sit at the heart of the job.

• Labour cost engineering: Build fully loaded cost-per-hour and cost-per-unit models covering wages, Malaysian statutory contributions (EPF, SOCSO, EIS, HRDF), Singapore CPF and SDL, overtime, rest-day and public-holiday multipliers, shift allowances, transport, accommodation, PPE, training and supervision ratios. Outputs: cost-build model, margin waterfall, rate card.

• Workforce planning: Convert client volume forecasts (orders, units, parcels per day) and productivity rates (UPH, parcels per hour) into headcount, shift patterns, ramp-up curves and buffer staffing for absenteeism and attrition. Outputs: headcount model, shift roster, peak ramp plan.

• Operations knowledge: Understand fulfilment, sortation, cross-dock and last-mile processes well enough to scope roles, spot productivity risks and speak credibly with site managers. Outputs: site assessment, process scoping notes.

• SLA and KPI design: Define measurable service levels for trials and contracts, covering fill rate, on-time attendance, productivity, accuracy, attrition and safety incidents, plus the credits or incentives tied to them. Outputs: SLA schedule, trial scorecard, QBR dashboard.

• Commercial structuring and compliance: Choose and price the right model (hourly, per-unit, per-parcel, fixed plus variable, peak premiums), negotiate MSA terms, and ensure compliance with Malaysian and Singapore employment, overtime and foreign worker rules. Outputs: pricing options paper, MSA and rate card, deal approval pack.

What you'll do

1. Map and qualify the market

• Build a data-driven target map of platform, e-commerce and 3PL sites across Malaysia and Singapore, including fulfilment centers, sort hubs and last-mile stations, with estimated volumes, headcount and current labour suppliers.
• Track new site openings, automation projects, expansions and peak ramp-ups so Alphaeus reaches decision makers before demand peaks.
• Engage heads of fulfilment, hub operations and workforce planning, and work with regional procurement on vendor onboarding and tenders.
• Qualify every opportunity against clear criteria: economic buyer, site, daily volume, headcount requirement, shift profile, decision timeline and incumbent supplier.

2. Scope the operation and build the numbers

• Run site visits and process walk-throughs to understand flows, roles, productivity benchmarks, shift patterns and peak profiles.
• Translate client volume forecasts into headcount plans, including productivity assumptions, absenteeism buffers, training time and supervisor ratios.
• Build fully loaded cost models covering wages, statutory contributions (EPF, SOCSO, EIS, HRDF in Malaysia; CPF and SDL in Singapore), overtime, rest-day and public-holiday rates, allowances and overheads.
• Present the client's total cost of labor transparently and show how Alphaeus improves cost per unit compared with in-house hiring or the incumbent.

3. Price, trial and prove

• Design rate cards and pricing structures (hourly, per-unit, per-parcel, blended or peak-premium) in line with Alphaeus margin guidelines, and escalate exceptions to the Director, Commercial before quoting.
• Design paid site trials with delivery coordinators, agreeing headcount, shift patterns, fill-rate and productivity SLAs, success criteria and pricing upfront.
• Track trial performance weekly against the agreed scorecard and present results to the client with clear data.
• Model peak-season scenarios for 11.11, 12.12 and other sales events, including surge headcount, overtime exposure and premium pricing.

4. Contract and scale

• Negotiate master service agreements and rate cards, including SLA definitions, service credits, indexation for minimum wage or statutory changes, payment terms, liability and compliance clauses.
• Convert successful trials into multi-site, longer-term agreements with clear volume commitments.
• Ensure every deal is compliant with Malaysian and Singapore employment, working-hours, overtime and foreign worker regulations.

5. Hand over and report

• Transition accounts to account management with a complete handover pack: contacts, contract terms, rate cards, cost model, SLAs, site requirements, KPI baselines and account risks.
• Remain executive sponsor through each new account's first peak season.
• Keep the CRM current and deliver accurate monthly pipeline, revenue and gross-margin forecasts.
• Share market intelligence with leadership, including competitor rates, pricing models, site openings and buyer movements.

What you bring

Technical knowledge (essential)

• Labor cost modelling: you can build a fully loaded cost-per-hour model from scratch, including EPF, SOCSO, EIS, HRDF, overtime and rest-day multipliers in Malaysia, and CPF, SDL and foreign worker levies in Singapore.
• Employment regulation: working knowledge of the Malaysian Employment Act and minimum wage rules, the Singapore Employment Act and MOM requirements, and how they affect working hours, overtime caps and contractor compliance.
• Operations metrics: fluency in fill rate, attendance, UPH, parcels per hour, order accuracy, attrition and cost per unit, and how each move with volume and shift design.
• Workforce planning: you can turn a volume forecast into headcount, shifts and a peak ramp plan, with sensible buffers for absenteeism and training.
• Commercial structuring: experience designing rate cards, per-unit and hybrid pricing, peak premiums, indexation clauses and SLA-linked credits that protect margin.
• Contracting: experience negotiating MSAs and SLA schedules with procurement and legal teams.

Tools and data skills

• Advanced Excel or Google Sheets: scenario models, sensitivity tables, pivot analysis and clear client-facing outputs.
• Disciplined CRM use (for example Salesforce or HubSpot) for pipeline, forecasting and activity tracking.
• Ability to present data clearly in proposals, trial reviews and business cases. Familiarity with WMS or workforce management systems is an advantage.

Experience

• 6 to 10 years of B2B sales or commercial experience, with at least 3 years in e-commerce, logistics, 3PL, last-mile or volume blue-collar staffing.
• A proven, evidenced record of closing multi-site, high-volume deals worth RM1 million or more a year.
• Experience selling to operations-led buyers and managing procurement-led processes and tenders.
• Background in operations, workforce planning or solutions design before moving into sales is a strong advantage.

Network

• Established relationships with operations or fulfilment leaders at major regional players such as Shopee, Lazada, Grab, TikTok Shop, J&T, Ninja Van or DHL eCommerce.

Personal qualities

• A natural hunter, energized by new logos and first contracts.
• Analytical and disciplined: you would rather walk away from an unprofitable deal than win it at any cost.
• Credible on the warehouse floor and in the boardroom alike.
• Organized, accountable and comfortable working independently.

Practical requirements

• The right to work in Malaysia.
• Willingness to travel to Singapore 1 to 2 days a week [travel costs covered by Alphaeus].
• Fluency in English and Bahasa Malaysia. [Mandarin is an advantage, if relevant.]

Bonus points

• Experience selling staffing, outsourcing or managed services.
• Experience negotiating regional MSAs with procurement teams in Singapore.
• A degree or certification in supply chain, logistics, industrial engineering, finance or a related field.

What success looks like in your first year

• First 90 days: You've built the Malaysia and Singapore target map, agreed a standard cost model and rate card template with the Director, Commercial, and opened qualified conversations with priority sites.
• Measured by target map coverage, qualified opportunities in CRM, approved pricing tools.
• By six months: You've launched the first paid site trials, each with a documented headcount plan, SLAs and success criteria.
• Measured by number of trials live, trial fill rate and productivity against target.
• By twelve months: You've signed [X] accounts under MSA, steered them through their first 11.11 / 12.12 peak, and handed them over smoothly to account management.
• Measured by new annual contract value, gross margin within guidelines, peak SLA performance, forecast accuracy.

Why you'll want this job

• Build from the ground up: the target map, the pricing playbook, the first wins and the reference sites will all be yours.
• Stay a hunter: a dedicated account management team runs accounts long-term.
• Real backing: you report to our Director, Commercial and work with delivery coordinators who turn your wins into successful trials.
• Sell something proven: a model already trusted at scale in Singapore.
• Rewarded for growth: [competitive base salary of RM X–Y per month, plus commission / OTE on new accounts won, and benefits such as medical cover, travel allowance and annual leave].

Our selection process

1. Initial screening with our recruitment team [approx. 30 minutes].
2. Technical case exercise: you'll receive a sample site brief (volumes, shifts, productivity rates) and build a headcount plan, fully loaded cost model and proposed rate card.
3. Business case presentation: present your case to the panel, including your approach to opening a platform account in Malaysia and how you'd structure the site trial.
4. Reference checks, including clients you've sold to, at the final stage and only with your consent.
5. Final interview with our commercial leadership.

Ready to open the next market

Send your CV and a short cover note covering your platform and logistics relationships, and one example of a deal where you built the pricing or cost model yourself.

Alphaeus is an equal opportunity employer. All applications will be treated in strict confidence.