Manager (Business Development & Commercial)
PETRONAS · Kuala Lumpur
Job Purpose:
To lead end-to-end business development and commercial activities, including client acquisition, proposal development, pricing coordination, and partnership management, while ensuring alignment with client needs and organisational priorities. It plays a key role in strengthening industry relationships, expanding market reach, and contributing to revenue generation through responsive, value-driven, and client-centric executive education offerings. The Manager also supports the effective execution of commercial strategies and ensures seamless coordination between clients and internal stakeholders to deliver impactful learning solutions.
Key Accountabilities:
Benchmarking and Market Analysis
Conduct ongoing market research and competitive benchmarking to identify industry trends, client needs, and emerging opportunities in executive and professional education.
Analyse market intelligence, pricing structures, and competitor offerings to support informed business development and positioning decisions.
Support the identification of high-potential sectors, clients, and programme areas aligned with CAPE’s growth strategy.
Provide data-driven insights and recommendations to enhance portfolio relevance, market responsiveness, and commercial effectiveness.
Business Development & Sales Execution
Execute business development activities to identify, pursue, and convert new opportunities across corporate, government, and industry sectors.
Develop tailored proposals, quotations, and value-driven solutions aligned with client requirements and organisational capabilities.
Manage the end-to-end sales process, including lead generation, opportunity tracking, negotiation support, and deal closure.
Support achievement of revenue targets through effective pipeline management and conversion of strategic opportunities.
Commercial Conduct and Financial Stewardship
Manage the development of commercial packages, programme proposals and customised solutions in collaboration with Learning Innovation and Development teams.
Establish pricing strategy, costing and commercial evaluations to ensure competitiveness and financial viability.
Coordinate contract documentation, renewals and commercial negotiations within approved authority limits.
Promote financial discipline and practices across the team to safeguard financial performance.
Strategic Alliances & Partnerships
Manage strategic partnerships with industry, government agencies, professional bodies, and academic institutions to enhance CAPE’s ecosystem and market reach.
Participate in negotiating and managing partnership frameworks, collaboration agreements, and strategic engagement models to support organisational objectives.
Maintain long-term stakeholder relationships that strengthen CAPE’s reputation, industry relevance, and strategic positioning.
Client Engagement & Account Management
Build and maintain strong relationships with clients to understand their learning needs, workforce priorities, and strategic objectives.
Manage assigned accounts to ensure client satisfaction, repeat business, and long-term partnership development.
Coordinate closely with internal teams to ensure successful delivery of client solutions and seamless customer experience.
Act as a key liaison between clients and internal stakeholders to support effective communication and issue resolution.
Sales Performance & Pipeline Management
Manage overall sales performance and business development pipelines conversion to ensure achievement of revenue targets and growth objectives.
Maintain performance tracking mechanisms and reporting frameworks to track commercial outcomes and market traction and support data-driven commercial decision-making.
Monitor and report overall business development and commercial performance including sales performance and pipeline conversion supported by the marketing implementation for management reviews and decision making.
Governance, Quality and Compliance
Ensure all commercial activities, proposals, and agreements comply with institutional policies, governance frameworks, and approval processes.
Support accurate documentation and maintenance of contracts, pricing records, and client agreements in accordance with organisational standards.
Uphold integrity and quality standards in all client-facing materials and business development outputs to ensure professionalism and consistency.
Ensure adherence to ethical business practices and risk management requirements in all commercial engagements.
Qualification & Experience:
Recognised Bachelor’s Degree in Business, Marketing, Management, Economics or related fields.
Minimum 7–10 years of relevant experience in business development, sales, commercial or account management, preferably in executive education, professional services, training or B2B environments.
Experience in proposal development, client engagement and revenue generation.
Good communication, presentation and interpersonal skills.
Strong coordination, analytical and commercial support capabilities.
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