Business Development Manager - Functional Electronic Coatings

About the role

Atotech, a brand of MKS, is looking for a Business Development Manager in Kuala Lumpur to drive profitable growth and expand the market presence of its Functional Electronic Coatings (FEC) business in the assigned region. The role develops and executes business strategies, leads key customer engagements, manages strategic accounts and oversees a team of Technical Sales Engineers. It works closely with Global Product Management, Application Support, R&D, Manufacturing, Supply Chain and Marketing.

Key responsibilities

• Develop and implement regional business strategies, identify high-growth segments in semiconductor packaging, leadframe, connector, power electronics, automotive, consumer and industrial electronics, and build annual business plans and sales forecasts.
• Achieve regional sales revenue, profitability and market share targets, lead new business from prospecting to commercial implementation, manage major customer negotiations and optimise the sales pipeline.
• Build long-term relationships with executive, engineering, operations, quality and procurement teams at strategic customers, run account growth plans and business reviews, and identify cross-selling opportunities.
• Lead and coach Technical Sales Engineers, set performance goals, run regular reviews and foster a customer-focused sales culture.
• Guide customer process requirements and technology roadmaps, support complex technical discussions and major qualification projects, and collaborate with the Application Team on critical issues.
• Oversee customer qualification projects and commercialization, coordinate cross-functional resources and ensure timely milestones.
• Work with Product Management, R&D, Manufacturing, Supply Chain and Marketing on product positioning, launches, new product priorities and trade events, and prepare budgets, forecasts and business reviews.

Required profile

• Bachelor's degree in Chemical Engineering, Chemistry, Materials Science, Metallurgy, Electrochemistry, Mechanical Engineering or a related technical discipline; MBA or postgraduate qualification in Business Management is an advantage.
• 8-15 years of experience in technical sales, business development, product management or commercial leadership in electronics materials, electroplating, semiconductor or surface finishing industries.
• Minimum 3-5 years of leadership or team management experience.
• Proven success in developing new business and managing strategic customer accounts.
• Willingness to travel internationally about 30-50% of the time to customer sites, regional offices, trade exhibitions and seminars; the role covers Malaysia, Singapore and the Philippines, with possible expansion to Vietnam.

Required skills

• Functional electronic coatings, electroplating chemistry, selective and reel-to-reel plating, high-speed cut strip plating, semiconductor packaging, lead frame and connector manufacturing, surface preparation and adhesion promotion.
• Process optimization, quality systems, reliability requirements for automotive and electronics, SPC, DOE, 8D and 5 Why root cause analysis.
• Strategic planning, commercial acumen, negotiation, financial analysis and forecasting, project management and presentation skills.