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

• Bachelor’s degree in Business, Marketing, Sustainability, Environmental Management, or a related field.
• Typically 5–8 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 BV’s 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.