Business Development Manager

Key Roles & Responsibilities: 1. New Business Development & Client Acquisition - Identify, prospect and develop new business opportunities within the sports, running, mass participation, corporate event, government event and related event industries. - Build a structured prospect pipeline covering event organisers, corporations, government agencies, local authorities, associations, sports bodies, universities, clubs and potential strategic partners. - Conduct proactive outreach through calls, emails, networking, industry events, referrals, meetings and other appropriate business development channels. - Arrange and conduct client meetings to understand event objectives, expected participant numbers, operational requirements, commercial expectations and decision-making timelines. - Convert qualified opportunities into confirmed projects through professional follow-up, proposal development, negotiation and relationship management. - Maintain an appropriate balance between new client acquisition and development of recurring business from existing accounts. 2. Sales Pipeline, Forecasting & Revenue Growth - Maintain an accurate and updated sales pipeline showing prospect, opportunity stage, estimated project value, probability/status, expected closing date and next action. - Prepare periodic sales forecasts and provide Management with visibility of expected new business and potential revenue. - Follow up all active opportunities consistently and ensure that no proposal or qualified lead remains unattended without a documented next action. - Work towards agreed monthly, quarterly and annual sales targets, subject to targets approved by Management. - Focus on commercially sustainable business and not solely on topline revenue; pricing and scope should support the Company’s required margins and delivery capabilities. 3. Client Relationship & Account Development - Develop professional, long-term relationships with clients and key decision-makers. - Act as a commercial point of contact during the business development stage and ensure client requirements are accurately understood before commitments are made. - Identify opportunities to expand existing accounts through additional services, recurring events, multi-year relationships or regional collaboration. - Conduct post-event commercial follow-up where relevant to obtain feedback, identify future events and improve client retention. - Escalate material client concerns, commercial disputes or service issues promptly to the appropriate internal owner and Management. 4. Solution Selling & Cross-Selling - The Business Development team must understand Checkpoint Spot’s available solutions sufficiently to recommend an appropriate package based on the client’s event requirements. The role is not limited to selling a single product or service. - Online event registration platform and participant registration solutions. - Online payment collection and related payment gateway solutions. - Race timing services and timing technology, including applicable MYLAPS solutions. - Race Event Pack Collection (REPC) solutions and related participant servicing. - Event photography and other digital event services. - Merchandise, race materials and event-related solutions where offered by the Company. - Technology, data, participant engagement and other products or services introduced by Checkpoint Spot from time to time. - Before offering a bundled or customised solution, Business Development must obtain confirmation from the relevant internal department on feasibility, scope, timeline, resource requirements and commercial impact. 5. Proposal, Quotation & Commercial Management - Prepare clear and professional proposals, quotations, presentations, pitch decks and commercial documentation. - Ensure proposed scope, deliverables, quantities, assumptions, exclusions, event dates and commercial terms are clearly stated. - Coordinate with Finance and relevant departments before finalising pricing for significant, customised or non-standard projects. - Protect the Company’s commercial position by considering expected cost, gross margin, payment terms, resource requirements and potential operational risks. - Obtain the required internal approval before offering discounts, special pricing, complimentary items, extended credit terms, additional scope or other non-standard concessions. - Maintain proper records of quotations, proposal versions, approvals and key client correspondence. - Support commercial negotiations while ensuring that final commitments remain within the Company’s approved authority framework. 6. Market Intelligence & Competitor Monitoring - Monitor upcoming running events, marathons, sporting events, corporate programmes, government initiatives and other relevant opportunities. - Track market developments, competitor offerings, pricing trends and changes in client requirements. - Identify gaps in the market and communicate potential new products, services or partnership opportunities to Management. - Maintain a practical database or opportunity calendar of upcoming events and target accounts. - Provide Management with relevant market feedback obtained from clients and industry stakeholders. 7. Regional Business Expansion - The role may support Checkpoint Spot’s regional growth, including current and potential opportunities in Malaysia, Singapore, Cambodia, Laos, Vietnam and other markets identified by Management. - Identify potential event organisers, clients, partners and commercial opportunities in regional markets. - Support initial market assessment, business introductions, meetings and partnership discussions. - Coordinate with Management on country-specific commercial arrangements, local partners and delivery considerations. - Ensure regional proposals are reviewed internally for operational feasibility, legal/commercial requirements, payment arrangements and currency considerations before commitment. - Maintain professional communication with regional clients and partners and provide clear internal updates on opportunity status. 8. Internal Coordination & Project Handover - Coordinate closely with Operations, Technology/Product, Finance, Marketing and other relevant teams during the sales process. - Confirm operational and technical feasibility before promising customised requirements, special timelines or non-standard deliverables to a client. - Once a project is confirmed, conduct a structured handover to the responsible internal team. - Ensure the handover clearly states the confirmed scope, event date, venue, participant volume, deliverables, commercial terms, special requirements, client contacts, key deadlines and any approved exceptions. - Remain available for commercial clarification after handover while respecting the assigned project owner’s operational responsibility. - Avoid creating conflicting instructions by ensuring that changes requested by the client after confirmation are properly documented and approved before implementation. 9. Contract, Documentation & Governance - Ensure the appropriate service agreement, quotation, purchase order, letter of award or other required commercial documentation is obtained before project commencement, where applicable. - Coordinate with Management, Finance and/or the appropriate adviser on contractual matters that require review. - Ensure client information, pricing and commercial documents are handled confidentially. - Comply with the Company’s approval matrix, finance procedures, data protection requirements, conflict-of-interest requirements and other internal policies. - Do not make verbal or written commitments outside the authority granted to the position. 10. Payment Terms, Collection Support & Commercial Follow-Up - Ensure payment terms, deposit requirements, billing milestones and relevant commercial conditions are clearly communicated to clients. - Coordinate with Finance on invoicing requirements, deposits and outstanding amounts for BD-managed clients. - Assist Finance in commercial follow-up where client relationship involvement is required to facilitate collection. - Do not independently approve extended credit, payment deferment, contra arrangements, waivers or settlement terms unless specifically authorised. - Escalate payment concerns that may create financial or operational exposure before additional commitments are made. 11. Authority & Limitations - The Business Development role is authorised to develop opportunities, engage prospective clients, present approved Company solutions, prepare proposals and negotiate within approved commercial parameters. However, the role does not have independent authority to bind the Company to non-standard commitments. Prior approval must be obtained for matters including: - Pricing or discounts outside approved rates or approved quotation parameters. - Free services, complimentary items, sponsorships, rebates or commercial waivers. - Extended credit terms, deferred payments or unusual collection arrangements. - Changes that materially affect scope, cost, margin, timeline or operational resources. - Custom technology development or functionality not confirmed by the Technology/Product team. - Operational commitments not confirmed by the responsible Operations team. - Contractual, legal or financial commitments outside the approved delegation of authority. 12. Reporting Requirements - Maintain an updated sales pipeline and opportunity tracker. - Provide weekly or periodic BD updates as required by Management. - Report significant opportunities, risks, lost deals and key client developments. - Provide revenue forecasts and expected closing dates based on realistic opportunity status. - Maintain records of client meetings, proposals, quotations and agreed next actions. - Participate in management, commercial or interdepartmental meetings when required. Requirements: - Diploma or Bachelor’s Degree in Business Administration, Marketing, Sales, Management, Sports Management, Event Management or a related discipline is preferred. - 5 to 7 years experience and above in business development, B2B sales, account management, partnerships or commercial roles. - Experience in events, sports, technology, SaaS/platform solutions, payment solutions or related industries is an advantage. - Experience dealing with corporate clients, event organisers, government agencies or regional clients will be an added advantage.