Head of Business Development

About the Role:

• Lead the overall Business Development function and growth strategy.

• Identify and develop new business opportunities that support the company's long-term growth objectives.

• Evaluate opportunities across new markets, channels, products, partnerships and business models.

• Build strategic partnerships with customers, distributors, principals and other business partners.

• Develop business cases and commercial proposals for new growth initiatives.

• Work closely with senior management and cross-functional teams to convert opportunities into sustainable and profitable businesses.

• Balance strategic planning, commercial analysis, relationship management and hands-on business development.

Key Responsibilities:

1. Business Development Strategy & Planning

• Develop and lead the overall business development strategy.

• Identify new growth opportunities aligned with the company's business objectives.

• Develop short-term and long-term business development plans.

• Identify opportunities across:

  • New markets.

  • New channels.

  • New customer segments.

  • New products and categories.

  • Strategic partnerships.

  • Distribution opportunities.

  • New business models.

• Assess industry trends, market developments and competitive activities.

• Develop market-entry and go-to-market strategies for new business opportunities.

• Present business opportunities and recommendations to senior management.

1. New Business & Opportunity Development

• Identify, evaluate and prioritize potential business opportunities.

• Build a structured pipeline of new business opportunities.

• Develop business cases, feasibility assessments and commercial proposals.

• Evaluate potential revenue, profitability, investment requirements and risks.

• Lead commercial discussions with potential customers and business partners.

• Negotiate commercial terms and partnership arrangements.

• Convert viable opportunities into executable business plans.

• Monitor new initiatives from concept through implementation and commercialization.

1. Strategic Partnerships & Business Relationships

• Identify and develop relationships with potential strategic partners.

• Build strong relationships with key customers, distributors, principals and other business partners.

• Explore collaboration opportunities that can expand the company's market presence.

• Lead commercial negotiations for new partnerships and business arrangements.

• Maintain strong relationships with existing strategic partners.

• Identify opportunities to expand existing partnerships into new categories, channels or markets.

• Represent the company in relevant business discussions, networking activities and industry engagements.

1. Market & Commercial Analysis

• Conduct market assessments to identify growth opportunities.

• Analyse market size, competitive landscape, customer trends and industry developments.

• Assess the commercial attractiveness of potential markets, products and partnerships.

• Develop revenue, margin and profitability projections for new opportunities.

• Evaluate potential investment requirements and expected returns.

• Translate market and commercial data into actionable business recommendations.

• Monitor the performance of newly developed businesses and initiatives.

1. Business Case & Financial Evaluation

• Develop comprehensive business cases for proposed initiatives.

• Establish clear commercial assumptions, investment requirements and expected financial returns.

• Work closely with Finance to evaluate:

  • Revenue potential.

  • Gross profit.

  • Operating costs.

  • Investment requirements.

  • Break-even period.

  • ROI.

• Conduct scenario and sensitivity analysis where required.

• Recommend whether opportunities should be pursued, modified or discontinued.

• Monitor actual performance against approved business cases.

1. Cross-Functional Leadership

• Work closely with Sales, Marketing, Trade Marketing, Finance, Supply Chain and Operations.

• Coordinate the implementation of approved business development initiatives.

• Ensure new opportunities are operationally and financially feasible.

• Align commercial opportunities with supply chain and operational capabilities.

• Facilitate cross-functional collaboration during new product, channel or market launches.

• Act as the key coordinator between external business partners and internal stakeholders.

• Ensure clear ownership, timelines and deliverables for strategic initiatives.

1. Team Leadership & Development

• Lead and manage the Business Development team.

• Set clear objectives, priorities and performance expectations.

• Coach and develop team members.

• Build team capability in:

  • Opportunity identification.

  • Market research.

  • Commercial analysis.

  • Business-case development.

  • Financial evaluation.

  • Partnership management.

  • Negotiation.

  • Project management.

• Establish clear KPIs for business development activities and outcomes.

• Build a commercially driven and opportunity-focused Business Development function.

1. Business Performance & Governance

• Establish measurable KPIs for new business initiatives.

• Track opportunity pipeline, conversion and business performance.

• Monitor the financial performance of newly launched initiatives.

• Conduct regular reviews of business development projects.

• Identify potential commercial, operational and financial risks.

• Recommend corrective actions when initiatives are not achieving expected results.

• Provide regular business development updates and recommendations to senior management.

Requirements:

• Bachelor's Degree in Business Administration, Marketing, Finance, Economics, Commerce or related discipline.

• Approximately 8-12 years of relevant commercial experience, preferably within the FMCG, consumer goods, distribution or related industries.

• Strong experience in one or more of the following areas:

  • Business Development.

  • Commercial Strategy.

  • Sales.

  • Strategic Partnerships.

  • Market Development.

  • Distribution.

  • New Business / New Ventures.

• Preferably 3-5 years of people-management or functional leadership experience.

• Strong understanding of the Malaysian FMCG and distribution landscape.

• Proven experience identifying and developing new business opportunities.

• Strong experience in commercial negotiation and partnership development.

• Experience preparing business cases, financial projections and commercial proposals.

• Strong understanding of revenue, margin, profitability, ROI and investment evaluation.

• Strong analytical and strategic-thinking capabilities.

• Ability to convert opportunities into practical and executable business plans.

• Strong stakeholder-management and cross-functional collaboration skills.

• Strong networking, relationship-management and negotiation skills.

• Strong leadership and team-development capabilities.

• Strong communication and presentation skills.

• Proficient in Microsoft Excel and PowerPoint.

• Strategic thinker with strong commercial acumen and hands-on execution capability.

Why Join Us:

• Lead the Business Development function within an established FMCG organisation.

• Play a key role in identifying and building the company's next areas of growth.

• Influence new market, channel, product and partnership strategies.

• Work closely with senior management and cross-functional business leaders.

• Build strategic relationships with key customers, partners and industry stakeholders.

• Lead the development of new revenue streams and commercial opportunities.

• Develop and strengthen Business Development capabilities within the organisation.

• Play a key role in driving sustainable and profitable long-term business growth.

Please refer to job description.