Job Description

Company Background

Our client is a warehouse and intralogistics equipment manufacturer specializing in steel pallet racking, industrial/commercial shelving, storage systems, cabinets, workshop equipment and roller conveyor systems. Its facility manufactures and exports storage/racking systems for distribution, logistics and manufacturing industries across international markets, including Asia-Pacific, Australia and the Middle East.

Job Summary

The role focuses on identifying, developing, and converting new business opportunities across data centres, industrial, engineering, M&E, infrastructure, automotive, EV, E&E, manufacturing, and material-handling sectors. The manager will build strategic relationships, identify projects early, and develop a sustainable sales pipeline. Key objectives are to diversify the customer base and revenue streams, increase market penetration within Malaysia's growing industrial and data-centre ecosystems, and drive sustainable sales growth through new and recurring business opportunities while reducing reliance on existing customers and markets.

Job Description

1. Market Development

• Develop, maintain, and continuously expand a comprehensive database of target accounts across Malaysia.
• Identify new market segments, potential customers, business opportunities, and emerging industry trends.
• Map key stakeholders and decision-makers across the data centre, industrial, engineering, manufacturing, infrastructure, and related ecosystems.
• Conduct market, competitor, and industry analysis to identify growth opportunities and potential risks.
• Monitor upcoming construction, infrastructure, fabrication, engineering, and industrial projects.
• Identify and engage potential projects 6–24 months ahead of purchasing or tender decisions.
• Develop market intelligence and provide regular reports, insights, and recommendations to management.

1. Business Development & New Customer Acquisition

• Identify, qualify, and acquire new customers and strategic accounts.
• Generate new sales enquiries, RFQs, tenders, and project opportunities.
• Identify and develop fabrication, engineering, infrastructure, and industrial project opportunities.
• Establish strategic partnerships with contractors, EPC companies, fabricators, engineering firms, system integrators, and other relevant stakeholders.
• Develop new accounts from initial prospecting through qualification, solution development, commercial negotiation, and closing.
• Convert qualified opportunities into profitable and sustainable sales.
• Build new revenue streams across targeted market segments to support long-term business growth.

1. Relationship & Stakeholder Management

• Build and maintain strong, long-term relationships with key decision-makers and influencers, including:
• Business Owners / Directors
• Procurement Managers
• Engineering Managers
• Project Managers
• Construction Managers
• Operations Managers
• Plant Managers
• Technical and Engineering Decision-Makers
• Develop relationships and engage stakeholders before formal RFQs or tenders are released.
• Position Schaefer as a preferred partner during the early stages of project development.
• Develop a strong network within the Malaysian industrial, construction, engineering, and data-centre ecosystems.

1. Sales Pipeline & Account Management

• Maintain an accurate, up-to-date, and actively managed sales pipeline.
• Qualify opportunities based on project value, timing, customer requirements, decision-making process, competition, and commercial potential.
• Track RFQs, tenders, projects, customer requirements, and sales activities throughout the sales cycle.
• Prepare regular sales forecasts, pipeline reports, and market-development updates.
• Develop and implement account-development plans for strategic customers.
• Monitor opportunity progress and ensure timely follow-up and conversion.
• Maintain sufficient pipeline coverage to achieve agreed annual sales targets.
• Identify opportunities for repeat business, cross-selling, and customer expansion.

1. Internal Coordination & Project Support

• Work closely with Engineering, Production, Operations, Project Management, and Senior Management to:
• Understand and assess customer requirements.
• Develop suitable technical and commercial solutions.
• Coordinate technical discussions and solution development.
• Prepare quotations and commercial proposals.
• Ensure effective handover of awarded projects.
• Support successful project execution and customer satisfaction.
• Provide market and customer feedback to support product and business development.

Job Requirements

• Diploma or Degree in Business, Engineering, Sales, Marketing, or a related discipline.
• Proven experience in B2B industrial sales, business development, or technical sales.
• Strong understanding of the Malaysian industrial and commercial market.
• Good knowledge of technical, engineering, manufacturing, or industrial products and solutions.
• Demonstrated experience working with:
• Contractors
• Fabricators
• EPC companies
• Engineering companies
• System integrators
• Industrial and manufacturing customers
• Data-centre or infrastructure-related companies
• Proven ability to develop new accounts and generate business from a cold market.
• Strong business networking and relationship-building capabilities.
• Willingness to travel within Malaysia.

Location: Simpang Renggam, Johor

Salary Range: Up to RM15k