Relations and Account Manager

Purpose of the position

The Relations and Account Manager for Malaysia responsible for advancing Linde's position in Malaysia for all the investment from China or existing China's companies. This includes developing presence in Chamber of Chinese in Malaysia, developing new Chinese accounts investing into Malaysia, establishing relationships with Linde's existing customers. This will include all segments from merchant, Application technologies and onsite business. All activities are aligned with market trends, emerging technologies, and the organization's strategic priorities to build, manage and strengthen relationships with Chinese manufacturing investors operating or planning to invest in Malaysia. The role focuses on proactive engagement, investment support, issue resolution, contract negotiations and ensuring long-term satisfaction and retention of Chinese clients.

Principal responsibilities

• Liaison and cross regional support

- Act as the primary liaison between the organization and Chinese manufacturing companies.

- Connect and seek for support from Linde China team for any common customers pool and leverage on their relationship

- Develop and maintain strong, trust-based relationships with key decision-makers from Chinese corporates and industrial groups.

- Provide timely and accurate information on Malaysia's or China's regulatory framework, incentives, and industrial infrastructure.

- Facilitate end-to-end investment support from enquiry to implementation (e.g., site visits, licensing, partnerships).

- Coordinate with internal and external stakeholders (e.g., ministries, state agencies, industrial park operators).

- Monitor account activities, resolve post-investment issues, and ensure smooth business operations.

- Prepare client reports, investment briefs, and market insights relevant to Chinese investors.

- Represent Linde at trade events, roadshows, and Chinese business forums (in Malaysia and China).

- Track trends in China's outbound investment and recommend engagement strategies to management.

- Work with OPD for any new investment and win in the market

• Leads Generation and Contract Negotiation
• Seeking new prospects and search for any new investors in the country across all segments
• Sign any BCP contracts with customers and negotiate with customers.
• Execute any pricing actions or additional contractual requirement implement by the country

• Analyse and Grow the Chinese Market
• Collaborate closely with local teams to analyse the merchant market segments, identifying barriers and growth opportunities.
• Identify and engage with potential new Chinese investors across strategic manufacturing sectors (e.g. EV, semiconductors, green tech etc).

• Relationship Management
• Serve as the main point of contact for existing Chinese acounts in Malaysia.
• Build strong, trust-based relationships with senior executives of Chinese companies.
• Provide responsive solutions, support to the customers
• Regular engagement with customers, courtesy visits, and business reviews with key Chinese accounts.

Required critical behaviours or competencies

• Customer Focus
• Excellence in stakeholder, project & risk management
• Cross-cultural communication, collaboration, and change leadership
• Commitment to sustainability, innovation, and creating long-term value
• Negotiation & Conflict Resolution
• Highly organized, adaptable individual with effective time management and prioritization skills
• Ability to manage multiple activities in a deadline-oriented environment

Required key skills

• Growth mindset and strategic thinking
• Excellent project and program management skills
• Strong business acumen in Sales and Operations
• Proven stakeholder management skill set and strong result-orientation
• Able to communicate efficiently across every level of management
• Excellent persuasion and conflict resolution skills

Required qualifications/experience

• Chinese Speaking is a must
• University degree in Engineering or Business
• Track record in product management or technology projects across different countries
• Strong analytical skills and the competence to understand complex dependencies
• Broad understanding of the PGP and Retail Business
• Knowledge and experience the SME business model, Rental and Package Technologies
• Fluent in English as well as any other language of the RSW region
• Candidates of Chinese nationality are preferred.