Business Manager - north Malaysia

POSITION

This position is responsible for managing the industrial gas businesses in north Malaysia which comprises of on-sites and liquid bulk. The incumbent has responsibilities for top-line revenue growth, relationship management, contract management and collection of the account receivables. The incumbent is also expected to work closely with other functions in the organization for asset management, project and business development, CI and supply chain activities, and budgeting. In addition, the incumbent is required to supervise and develop 5 direct reports i.e. one (1) Asset Management Specialist, three (3) LB Commercial Executives and one (1) Business Support Executive.




Nature and Scope

This position, Business Manager for North Malaysia, who reports to the Business Manager for on-sites and liquid bulk for Malaysia and Singapore and is the focal point for all business and commercial aspects of Air Products’ industrial gases presence in north Malaysia. The incumbent must manage:

The on-sites business in north Malaysia comprising of the pipeline franchises in Prai.
The 3 HYCO customers.

The joint-venture in the Kulim Industrial Park.

The liquid bulk business in north Malaysia.




The Business Manager is to optimize the existing assets for maximum long-term profitability, through:

Sales – growth the industrial gas business in north Malaysia through active sales:

Generating leads on the potential prospects leading to the eventual signing of new accounts.

Customer stewardship – ensuring high customer satisfaction levels through AP’s professional expertise, which includes:

Engaging the customers.

Being the ‘go-to’ person within both the customer organization and within AP for matters concerning the supply relationship. This implies detailed knowledge of both the customer and AP organizations and processes.

Seeking opportunities for supply of additional product and services to enhance revenues.

Managing accounts receivable position.

Contract Management:

Understanding and applying contractual terms in a clear fashion.

Ensuring timely and profitable extensions of supply agreements.

Cross-functional P&L optimization

Working closely with Operations and Supply Chain to seek opportunities to reduce operating costs. A significant amount of collaboration is required with the operations teams at each asset location and this means attaining agreed performance targets through indirect control of and aligning and influencing such teams.

Liaising with Business Development for any major new sales opportunities for operational economization.

The incumbent must have strong personal and influencing skills, business acumen and ability to be self-driven.

PRINCIPAL ACCOUNTABILITIES

Maintain excellent customer relations through continuous on-going engagement, whether face-to-face or calls, with our existing customers. This is to allow Air Products to have updated information on the current situation with our customers i.e. if they are expanding, growing or they are facing difficulties.
Need to understand the customers’ supply chain from their manufacturing processes to their end products and end customers. It is important to have knowledge on: (a) how the industrial gases that we supply are being applied in the manufacturing processes; (b) how the prices of our supplies impact their total of cost of production; (c) how the prices of their end products are affecting their margins.
Seek to resolve issues thoroughly and speedily through engaging the customers’ key senior managers. To have a good understanding of the customers’ “pain points” and resolving the disputes while protecting Air Products’ interest.

To keep track of the contract expiry dates of our accounts. And to strategically renew and extend our supply contracts.

Support contract administration by ensuring that all internal processes are complied with and all documentation are promptly provided to our sales support executive for upload onto the contract library.

Incumbent is to work through the team to meet all yearly targets (new signing, EBITDA, DSO) to grow the business in the direction set by the Company.

Actively participate in CI and Supply Chain initiatives to enhance profitability

To lead a team of 5 persons where the incumbent is to motivate, develop and lead the team. The incumbent is to develop the skills of the team members, in each and every opportunity, to strategize, think through how to engage the customers and prospects.

MINIMUM REQUIREMENTS AND QUALIFICATIONS

Degree in Science/Eng./Business discipline

Minimum 14 years related work experience in commercial management

Sound understanding of business finance

Good communicator and team player

Strong business management focus.

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