Key Account Manager - Coal & Coke

Role Summary

The Key Account Manager will drive revenue growth for coal & coke inspection, sampling, surveying, testing, and related services in Malaysia. The primary focus is on acquiring and managing key accounts in the coal/coke supply chain, with an immediate emphasis on bringing transferable business and relationships that deliver quick revenue impact.

Key Responsibilities:

1. Business Development & Revenue Generation (Critical) – need to identify, pursue, and close new and existing opportunities for coal & coke inspection, quantity surveys (BQS), sampling, and analysis services.
2. Leverage personal network to bring immediate or near-term coal & coke business upon joining - target measurable revenue contribution within the first 3–6 months.
3. Develop and execute account plans to grow share of wallet with key clients (traders, importers, steel mills, cement plants, power utilities, and port operators).
4. Key Account Management - build and maintain strong, long-term relationships with senior decision-makers across the coal & coke value chain.
5. Manage the full client lifecycle where needs assessment, proposal/tender preparation, negotiation, contract management, and ongoing service delivery oversight.
6. Ensure high client satisfaction, retention, and expansion of services (e.g., from basic sampling to full quality analysis or mechanical sampling system support).
7. Market & Competitor Intelligence - monitor coal & coke import trends, major shipments through Malaysian ports (e.g., Port Klang), and competitor activities.
8. Provide insights on quality specifications, regulatory requirements, and client pain points to refine service offerings.
9. Collaboration & Operations - work closely with internal teams (operations, lab, surveyors, chemists) to ensure seamless service delivery and issue resolution.
10. Prepare quotations, RFQs responses, technical proposals, and commercial offers.
11. Track performance against targets (revenue, margin, client acquisition).
12. Other duties from time to time and represent the company at industry events, client meetings, and port-related activities.

1. Travel as needed to client sites, ports, and regional suppliers

Requirements:

1. Experience - minimum 5–8 years in business development, key account management, or sales in commodities (coal/coke preferred), bulk cargo inspection, trading, or TIC services.
2. Proven track record of generating and transitioning coal & coke-related business in Malaysia or SEA.
3. Network & Impact - established relationships with coal/coke traders, importers, steel/cement manufacturers, or other key players active in the Malaysian market.
4. Demonstrated ability to influence and migrate client business quickly.
5. Strong understanding of coal & coke supply chain, quality testing (e.g., total sulphur ASTM D4294, calorific value, proximate/ultimate analysis), sampling procedures, quantity determination, and international standards (ASTM, ISO).
6. Excellent negotiation, tendering, and contract management skills and commercial acumen with P&L awareness.
7. Education & Languages - Bachelor’s degree in business, Marketing, Engineering, Chemistry, or related field.
8. Fluent in English and Bahasa Malaysia. Mandarin or Bahasa Indonesia is a strong advantage.
9. Personal Attributes - results-driven hunter with strong relationship-building (farmer) skills.
10. Self-motivated, resilient, and able to work independently in a target-driven environment.
11. Willingness to travel frequently.
12. Knowledge of Malaysian port operations and import dynamics (strong Indonesia/Australia supply routes).