Summary
The Business Development Manager Southeast Asia is responsible for driving profitable growth across Thailand, Malaysia, Philippines, Vietnam, and Indonesia through distributor channel leadership and strategic market development. This role will lead and expand OPW PESs distributor network by strengthening the performance of existing partners while identifying, onboarding, and developing new distributors within established and adjacent market segments. The position will execute territory growth plans aligned with OPWs commercial strategy, Dover performance expectations, and enterprise governance standards. Reporting to the Regional Commercial Leader, this role is accountable for revenue growth, market penetration, distributor capability development, and disciplined commercial execution across the assigned markets.
Key Responsibilities
1. Develop and execute annual and multi-year territory growth plans aligned with OPW PES strategic priorities.
2. Deliver revenue, margin, and share growth targets across Southeast Asia markets.
3. Identify and prioritize growth opportunities across LPG storage, distribution, and utilization of product lines.
4. Translate regional strategy into actionable distributor execution plans.
5. Drive performance management of existing distributors through structured business reviews, joint account planning, and KPI tracking.
6. Establish clear expectations related to sales targets, inventory management, market coverage, technical capability, and customer service standards.
7. Provide commercial coaching and product training to elevate distributor capability and drive value-based selling.
8. Ensure disciplined pipeline management and forecast accuracy.
9. Identify and qualify new distributor partners in priority geographies or segments.
10. Lead due diligence, onboarding, and commercial agreement processes in alignment with Dover governance and compliance standards.
11. Develop ramp-up plans to accelerate new partner productivity.
12. Expand channel coverage to increase market access and reduce channel risk.
13. Monitor competitive activity, pricing trends, regulatory developments, and customer demand shifts.
14. Provide structured market intelligence to support pricing strategy, product positioning, and new product development.
15. Identify gaps in portfolio or channel coverage and escalate business case recommendations when appropriate.
16. Partner with Supply Chain, Operations, Customer Service, Engineering, and Finance to ensure delivery excellence and customer satisfaction.
17. Support forecasting, S&OP inputs, and working capital discipline within the territory.
18. Align with global product management to ensure localized execution of global portfolio strategy.
19. Ensure distributor agreements and commercial practices comply with Dover Code of Conduct, trade compliance, and regional regulatory requirements.
20. Maintain disciplined CRM utilization and commercial reporting standards.
21. Support structured price management and margin discipline across the territory.
Qualifications and Experience
22. Bachelors degree in business, engineering, or related discipline preferred; equivalent relevant experience in international sales, channel management, or business development may be considered in lieu of degree.
23. Minimum 7+ years of experience in international sales, channel management, or business development.
24. Proven experience managing distributor networks across Southeast Asia markets.
25. Strong understanding of industrial, LPG, energy, or related B2B markets preferred.
26. Demonstrated success in building new channels and driving revenue growth.
27. Strong financial acumen and margin management capability.
28. Experience working within a global matrixed organization preferred.
Key Competencies
29. Strategic territory planning
30. Distributor development and performance management
31. Negotiation and commercial acumen
32. Value-based selling
33. Cross-cultural communication
34. Data-driven decision making
35. Enterprise mindset with operational discipline
Travel
36. Significant travel within the Southeast Asia region (50%).
37. Periodic travel to regional or global OPW PES meetings as required.