Role Summary
The Key Account Manager will drive revenue growth for coal & coke inspection, sampling, surveying, testing, and related services in Malaysia. The primary focus is on acquiring and managing key accounts in the coal/coke supply chain, with an immediate emphasis on bringing transferable business and relationships that deliver quick revenue impact.
Key Responsibilities
- Business Development & Revenue Generation (Critical) – need to identify, pursue, and close new and existing opportunities for coal & coke inspection, quantity surveys (BQS), sampling, and analysis services.
- Leverage personal network to bring immediate or near-term coal & coke business upon joining - target measurable revenue contribution within the first 3–6 months.
- Develop and execute account plans to grow share of wallet with key clients (traders, importers, steel mills, cement plants, power utilities, and port operators).
- Key Account Management - build and maintain strong, long-term relationships with senior decision-makers across the coal & coke value chain.
- Manage the full client lifecycle where needs assessment, proposal/tender preparation, negotiation, contract management, and ongoing service delivery oversight.
- Ensure high client satisfaction, retention, and expansion of services (e.g., from basic sampling to full quality analysis or mechanical sampling system support).
- Market & Competitor Intelligence - monitor coal & coke import trends, major shipments through Malaysian ports (e.g., Port Klang), and competitor activities.
- Provide insights on quality specifications, regulatory requirements, and client pain points to refine service offerings.
- Collaboration & Operations - work closely with internal teams (operations, lab, surveyors, chemists) to ensure seamless service delivery and issue resolution.
- Prepare quotations, RFQs responses, technical proposals, and commercial offers.
- Track performance against targets (revenue, margin, client acquisition).
- Other duties from time to time and represent the company at industry events, client meetings, and port-related activities.
- Travel as needed to client sites, ports, and regional suppliers
Requirements
- Experience - minimum 5–8 years in business development, key account management, or sales in commodities (coal/coke preferred), bulk cargo inspection, trading, or TIC services.
- Proven track record of generating and transitioning coal & coke-related business in Malaysia or SEA.
- Network & Impact - established relationships with coal/coke traders, importers, steel/cement manufacturers, or other key players active in the Malaysian market.
- Demonstrated ability to influence and migrate client business quickly.
- Strong understanding of coal & coke supply chain, quality testing (e.g., total sulphur ASTM D4294, calorific value, proximate/ultimate analysis), sampling procedures, quantity determination, and international standards (ASTM, ISO).
- Excellent negotiation, tendering, and contract management skills and commercial acumen with P&L awareness.
- Education & Languages - Bachelor's degree in business, Marketing, Engineering, Chemistry, or related field.
- Fluent in English and Bahasa Malaysia. Mandarin or Bahasa Indonesia is a strong advantage.
- Personal Attributes - results-driven hunter with strong relationship-building (farmer) skills.
- Self-motivated, resilient, and able to work independently in a target-driven environment.
- Willingness to travel frequently.
- Knowledge of Malaysian port operations and import dynamics (strong Indonesia/Australia supply routes).
