Business Development Manager

Key Responsibilities
1. Business Development & Sales
- Develop and execute sales strategies to grow CIBUS within the Malaysian F&B market.
- Identify and acquire restaurants, cafes, bars, cloud kitchens, franchises, restaurant groups and multi-location F&B brands.
- Build and maintain a healthy pipeline of qualified opportunities.
- Prospect through cold calling, WhatsApp, LinkedIn, referrals, networking, restaurant visits, partnerships and industry events.
- Identify restaurant owners, founders, directors, operations managers and other key decision-makers.
- Understand each prospect's existing restaurant operations, ordering, POS, kitchen, payment and reporting workflows.
- Identify operational pain points and position the appropriate CIBUS solutions.
- Conduct CIBUS product presentations and demonstrations for prospects.
- Manage proposals, commercial negotiations and closing of strategic accounts.
- Develop larger opportunities involving restaurant groups, franchises and multi-location brands.
2. Sales Team Management
- Lead, coach and support Senior Sales Executives and Sales Executives.
- Assign territories, leads and target customer segments where appropriate.
- Establish clear sales activities and performance expectations.
- Conduct regular pipeline and opportunity reviews with the sales team.
- Support sales executives during important presentations, negotiations and closing.
- Coach team members on prospecting, product demonstrations, objection handling and closing.
- Monitor individual and team performance against agreed targets.
- Help develop a disciplined and performance-driven sales culture.
3. Pipeline & CRM Management
- Maintain accurate sales pipeline information in the company's CRM.
- Ensure sales executives update leads, opportunities, activities and follow-up actions.
- Track sales stages from prospecting through demo, proposal, negotiation and closing.
- Forecast potential sales and identify pipeline risks.
- Report sales activities, conversion rates, pipeline value and results to management.
- Analyse reasons for won and lost opportunities and recommend improvements.
4. Market Development
- Build relationships within Malaysia's restaurant and F&B industry.
- Develop relationships with restaurant groups, franchise operators and industry partners.
- Identify potential strategic partnerships and referral channels.
- Monitor competitors and developments within the restaurant technology market.
- Gather customer and market feedback and communicate relevant insights internally.
- Identify new customer segments and opportunities for CIBUS.

Job Requirements
Required
- Minimum 5 years of B2B sales or business development experience, preferably with experience managing the full sales cycle.
- Demonstrated ability to generate new business rather than relying only on inbound leads.
- Strong prospecting, presentation, negotiation and closing skills.
- Experience dealing directly with business owners and senior decision-makers.
- Ability to manage a sales pipeline and provide reliable sales forecasts.
- Experience coaching, mentoring or managing sales team members.
- Comfortable conducting both online and face-to-face product demonstrations.
- Self-driven, target-oriented and comfortable working in a fast-moving environment.
- Strong communication and relationship-building skills.
- Good command of English and Bahasa Malaysia. Mandarin or other Malaysian languages/dialects are an advantage.
- Willing to travel locally for restaurant visits, customer meetings and industry events.