Senior Sustainability Sales & Business Development Lead

Senior Sustainability Sales & Business Development Lead

Reports to: SEA Sustainability Advisory Manager
Location: Thailand

Role Purpose

The Senior Sustainability Sales & Business Development Lead owns an assigned annual sales target for Sustainability Advisory and Non-Accredited Assurance services. The role builds and converts a qualified pipeline leads pricing and commercial negotiations and works with technical specialists to develop credible deliverable solutions and secure profitable contracts that support subsequent revenue recognition in accordance with applicable BV policies and delegated authority.

Key Responsibilities

1. Sales & Market Development

• Own and achieve the assigned annual sales target supported by agreed objectives for pipeline coverage gross margin conversion new-client acquisition and forecast accuracy.
• Generate and qualify opportunities through targeted prospecting networking partnerships campaigns referrals existing-client expansion and cross-selling across the organisation.
• Develop priority accounts and sectors by identifying client needs decision-makers buying triggers competitor activity and suitable sustainability services.

2. Solution Proposal & Pricing Leadership

• Lead qualified opportunities from discovery through solution development proposal submission negotiation contract award handover or formal closure.
• Work with technical specialists to translate client requirements into clear differentiated and deliverable proposals ensuring methodology resource needs technical risks assumptions and scope are appropriately validated.
• Determine recommended pricing using appropriate cost-plus margin-based value-based competitive benchmark or strategic-account methods and obtain required reviews and approvals under applicable BV policies and delegated authority.

3. Client Engagement & Contract Conversion

• Build trusted relationships with prospects clients partners account owners and regional teams serving as the commercial point of contact throughout the sales cycle.
• Lead client meetings presentations objection handling win strategies and commercial negotiations on price scope assumptions payment terms and value proposition within delegated authority.
• Coordinate contract award client onboarding and structured handover to the delivery team ensuring commitments scope commercial terms risks and dependencies are clearly communicated.

4. Commercial Management & Collaboration

• Maintain accurate CRM records opportunity stages close dates next actions ownership pricing assumptions and forecasts and provide timely commercial reporting.
• Monitor market regulatory competitor and client developments and provide insight to support service positioning campaigns pricing and go-to-market planning.
• Collaborate effectively with country and regional Sales Sustainability Advisory Assurance Finance Legal Marketing and technical teams to coordinate opportunities and improve commercial practices.

Qualifications & Experience

• Bachelors degree in Business Marketing Sustainability Environmental Management or a related field.
• Typically 58 years of relevant B2B sales business development account management or complex proposal experience preferably in professional technical assurance or sustainability services.
• Proven record of personally owning sales targets building qualified pipelines developing pricing negotiating commercial terms and winning contracts.
• Working knowledge of sustainability services and the ability to learn technical concepts quickly lead credible introductory discussions and engage specialists when validation is required.
• Professional fluency in English and strong Thai communication skills; experience working effectively in a regional or cross-country team is an asset.
• Strong proposal writing presentation numerical CRM Microsoft Office prioritisation and stakeholder-management skills.

Key Competencies

• Sales ownership takes personal accountability for target achievement pipeline creation and profitable contract conversion.
• Consultative selling understands client needs and positions suitable differentiated solutions.
• Commercial judgement balances price value competitiveness delivery cost margin and risk.
• Negotiation and closing handles objections protects value and secures clear contract commitments.
• Collaboration and influence coordinates technical and regional contributors effectively without direct authority.

Indicative Performance Measures

• Achievement of the assigned annual sales target.
• Gross margin and commercial quality of awarded work.
• Qualified pipeline coverage and health.
• Win rate and new-client acquisition.
• Forecast accuracy and CRM discipline.

QHSE & Other Requirements

• Support BVs QHSE commitments policies regulatory requirements and continuous-improvement objectives.
• Willingness to travel within Thailand and internationally and to work at client or project sites when required.