Senior Business Development Manager, HVA

It's fun to work in a company where people truly BELIEVE in what they're doing!

We're committed to bringing passion and customer focus to the business.

A. Market and opportunity strategy

• Analyse markets, applications and customer segments to decide where Thai Wah should compete, using market size, growth, margin, capacity fit and our ability to win.

• Build and maintain a prioritised list of target segments, countries and accounts, and agree it with the VP and Commercial Director.

• Make clear recommendations on what to pursue and what not to pursue, with the business case behind each.

• Track competitors, substitutes and customer trends, and translate them into actions for Sales and TSTD.

B. Pipeline and win-rate management

• Own the health of the new-business pipeline: clear stage definitions, entry and exit criteria, qualification rules and data quality in the CRM.

• Run a regular pipeline review rhythm (weekly deal reviews, monthly reviews with management) and make sure every priority opportunity has an owner, a next step and a date.

• Analyse win/loss and conversion by stage, source, segment and owner; find the root causes of lost deals and fix them.

• Shift lead generation toward sources that convert (distributors, referrals, cross-sell), and measure cost and quality of leads.

C. Cross-functional project leadership

• Lead new-business projects end to end - from qualification, sample and application work, customer trial, pricing and contract to first commercial order.

• Agree priorities with TSTD so that technical capacity goes to the opportunities that matter most; ensure every sample request has a complete customer brief.

• Work with plant and supply planning so that new business matches available capacity and grades, and feed new-business forecasts into S&OP.

• Prepare business cases with Finance for pricing, investment or resource decisions.

D. Partners and new channels

• Identify, assess and onboard distributors and partners in new or under-served markets.

• Set up partner plans: target accounts, technical support model, sample logistics, performance review.

E. Team and capability

• Build and lead the BD team: hiring, coaching, goals and performance.

• Share tools and methods (opportunity scoring, account plans, win/loss reviews) with the wider commercial team.