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.