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Job Purpose and Impact

The Business Development Manager for Asia Pacific & Middle East will translate and implement tactical strategy by building and expanding partnerships with assigned large customers across the marine fuels (bunkers) value chain. In this role, you will create demand for Seascale Energy’s products and services by raising our profile with customers, originating and converting new opportunities, and collaborating with internal teams to ensure defined customer needs and strategies are met. You will engage senior decision-makers, advise customers on today’s market dynamics and the future fuel landscape, and help deliver measurable commercial outcomes in a highly competitive, fast-changing environment.

Key Accountabilities

• Develop and implement strategy for designated key customers to expand demand, improve margin growth and extend strategic partnerships.
• Build and maintain mutually beneficial, long-term partnerships with customers; clarify mid- to long-term customer needs and define and agree to a specification of customer requirements.
• Originate and progress opportunities through senior stakeholder engagement, including executive (C-suite/VP/Head of Procurement) relationships within shipping organisations.
• Define and deliver compelling value propositions through the collection of insights from the external market to understand competitors and influencing trends.
• Demonstrate strong knowledge of the future fuel landscape (e.g., low/zero-carbon fuels and evolving regulations) and translate this into customer-ready strategies and proposals.
• Persuade and influence customers through tailored storytelling, creating excitement around our role in achieving their strategic objectives.
• Build an internal network to deliver optimal solutions by leading collaboration with key stakeholders; define longer-term strategy and anticipate challenges to ensure effective resolution of issues.
• Develop plans and deliver results in a fast-changing business or regulatory environment; show resilience, learn quickly from setbacks, and maintain a strong ‘desire to win’ mindset.
• Be a strong team player and role model: collaborate across functions and geographies to win and deliver for customers.
• Other duties as assigned.

Qualifications

MINIMUM QUALIFICATIONS

• Minimum 7 years of experience in the bunker (marine fuels) industry in a commercially accountable role.
• Demonstrated business development and/or key account growth experience in highly competitive, mature markets.
• Experience understanding customer context, uncovering customer key performance indicators, articulating customer objectives and adding value to partnerships.
• Experience developing and executing strategy.
• Experience leading in a multicultural, cross-functional and multi-location team environment.
• Strong negotiation, influencing and persuasive skills.
• Strategic stakeholder management skills at senior level, with a proven ability to engage executive decision-makers.
• Strong team player with collaborative, low-ego working style.
• Fluent English (written and spoken) AND professional working proficiency in at least one Asian language (any Asian language).

PREFERRED QUALIFICATIONS

• Preferably 10+ years of experience in key account activities in managing upstream and downstream sales in the bunker industry.
• Preferably experience from both the buying and selling sides of the bunker industry (e.g., procurement and trading/brokering/sales exposure).
• Experience in managing credit profiles and counterparty risks.
• In-depth knowledge of the future fuel landscape and decarbonisation pathways relevant to shipping.
• Comfort working with data/insights to shape customer strategy and commercial decisions.

This position will be part of Cargill Joint Venture, Seascale Energy