Job Grade: Assistant Manager (AM)

Role Definition: Act as a Subject Matter Expert who executes, improves, and stabilizes B2B sales, community channels, and tendering practices while enabling others to perform effectively.

Role Summary

The Strategic Partnerships Lead is a hands-on commercial expert responsible for driving institutional growth and building scalable revenue channels for Verdant Solar across Malaysia. Operating at the intersection of developer account acquisition, community channel access, and formal tendering, this role turns strategic targets into structured, repeatable business.

You will design standardized Tendering SOPs, secures high-value developer partnerships, unlocks Gate & Guard (G&G) community access through Joint Management Bodies (JMBs/MCs), and cultivates adjacent referral networks (M&E consultants, contractors, architects, smart home installers). While the role does not primarily focus on formal line management, you will play a vital role in enabling internal teams, mentoring junior executives, and establishing operational frameworks that stabilize and scale the B2B function.

Key Accountabilities

• Developer Account Acquisition & Project Roll-Out

  • Lead direct outreach and high-level meetings with property developer decision-makers (Project Directors, Heads of Sales, Sustainability Leads, M&E firms).

  • Map out and maintain a qualified pipeline of landed residential development projects across Malaysia.

  • Structure, negotiate, and close developer agreements to bundle solar PV, BESS, and smart home solutions into new landed housing roll-outs.

• Gate & Guard (G&G) Community Channel Development

  • Map, prioritize, and secure written access agreements with Joint Management Bodies (JMB), Management Corporations (MC), and Residents Associations (RA) for gated landed communities (Klang Valley first, expanding nationwide).

  • Ensure all access agreements cover resident engagement and data collection frameworks in strict compliance with PDPA guidelines.

  • Plan and execute community activation events within secured G&G communities to generate direct resident conversions.

• Partner Network Expansion & Lead Yield

  • Onboard and cultivate non-retail B2B partner categories: M&E consultants, renovation contractors, architects, interior designers, and smart home installers.

  • Enforce partnership playbooks, commercial referral terms, and enablement sessions to drive a steady monthly volume of valid Notice of Choice (NOC) leads beyond traditional digital channels (Meta/Google).

• Tendering Pipeline Architecture & Pre-Sale Execution

  • Own the pre-sale tendering pipeline for Solar PV, BESS, and smart home packages issued by property developers and main contractors.

  • Design, formalize, and continuously improve the company's Tender SOP and standardized Pre-Qualification Pack (incorporating ST/SEDA, CIDB, ISO registrations, and project portfolios).

  • Lead end-to-end tender submissions, coordinating site assessments, technical BOQs, compliance documentation, and post-bid clarifications to secure contract awards.

• Commercial Revenue & Channel Attribution Control

  • Drive signed contract value across all owned B2B channels, taking accountability for multi-million Ringgit targets (RM 1M - RM 4M+).

  • Enforce strict first-touch CRM channel attribution tagging at source to eliminate conflicts with retail sales funnels.

  • Maintain live pipeline tracking, CRM currency, and win-loss analytics, delivering weekly pipeline reports directly to executive management.

Definition of Success

The Strategic Partnerships Lead is successful when:

• Property developer projects are signed and transitioned smoothly into operational roll-out stages.

• Written JMB/MC/RA agreements unlock gated communities, driving active resident events and valid NOC lead flows.

• A formalized Tender SOP and master pre-qualification pack enable high-volume, error-free bid submissions with strong win rates.

• B2B signed contract value targets (RM 1M-RM 4M+) are met consistently with high CRM data hygiene and clear channel attribution.

• Internal technical teams and management trust the AM's commercial judgment, execution discipline, and workflow improvements.

Success Measures

Stakeholder Map

• Internal

  • Chief of Staff & Executive Leadership: Weekly pipeline reporting, strategic alignment, and monthly performance reviews.

  • Engineering & Technical Teams: Partner to synthesize system designs, precise compliance documentation, and accurate BOQs.

  • Project Management & Site Ops: Coordinate site surveys, pre-bid site assessments, and project handovers.

  • Marketing & Customer Experience (CX): Coordinate G&G community activation events and joint partner enablement collateral.

  • Finance & Legal: Manage commercial terms, contractual risk reviews, and PDPA compliance frameworks.

• External

  • Property Developers & M&E Firms: Engage Project Directors, Procurement Heads, and Sustainability Leads.

  • JMB/MC/RA Office Bearers: Build trust with residential management committees to secure legal access agreements.

  • B2B Partner Network: Nurture architects, interior designers, main contractors, and smart home integrators.

  • Industry Regulators (Indirect): Ensure documentation matches CIDB, ST, SEDA, and TNB compliance standards.

Critical Experiences

• B2B Solution Sales & Account Management: Minimum 3-5 years of hands-on experience in B2B project sales, property development, construction, M&E subcontracting, building materials, or smart home automation.

• End-to-End Tendering & SOP Creation: Proven track record compiling formal RFPs/tenders, managing pre-qualification packs, building BOQs, and designing bidding workflows.

• Community & Institutional Stakeholder Management: Direct experience engaging formal committees (e.g., JMB/MC boards, developer procurement panels) and negotiating access or service agreements.

• Process & Tool Improvement: Demonstrated experience creating operational templates, CRM workflows, referral playbooks, or pipeline tracking systems.

• Revenue Target Accountability: History of managing and achieving multi-million Ringgit contract value targets in structured sales environments.

Professional & Leadership Mindsets

• Subject Matter Expert: Trusted across the organization for commercial acumen, tendering mechanics, and structured channel building.

• Systems & SOP Architect: Focuses on creating repeatable SOPs, trackers, and templates rather than relying solely on individual hustle.

• Multi-Stakeholder Navigator: Adept at building trust across diverse groups-from corporate developer boards to residential JMB committees.

• Attribution & Revenue Owner: Driven by signed contract value and pipeline hygiene, showing strict respect for attribution rules and channel clarity.

Relevant candidates from other industries:

• HVAC, Elevator & Building Systems (High Tender & BOQ Discipline)

  • Companies: Daikin Malaysia, Panasonic Air-Conditioning, KONE, Otis, Schindler, Mitsubishi Electric.

  • Why: Their project sales teams pitch directly to property developer project heads, handle detailed Bill of Quantities (BOQs), and navigate formal corporate RFP submissions.

• M&E Subcontracting & Electrical Distribution

  • Companies: Schneider Electric, Legrand, ABB, Kinergy Advancement Berhad (KAB), Bintai Kinden, local M&E consulting firms.

  • Why: Candidates possess structural technical literacy, understand CIDB/ST regulatory frameworks, and routinely prepare multi-million Ringgit tender packages for main contractors and developers.

• Smart Home & Building Automation

  • Companies: Johnson Controls, Honeywell, Aqara/Homekit commercial distributors, Bosch Building Technologies.

  • Why: Their BD managers bundle technology packages directly into new residential developments and deal with smart community setups.

• Building Materials & Architectural Specification Teams

  • Companies: Nippon Paint (B2B/Project Sales Division), Saint-Gobain, USG Boral, AGC Glass, Facade/Roofing system manufacturers.

  • Why: "Specification" teams are trained to get their products specified into property developers' master plans and tender blueprints by engaging architects and M&E consultants early.