Senior Business Development Manager - Strategic Growth & Account Expansion

Senior Business Development Manager – Strategic Growth & Account Expansion

Kuala Lumpur, Malaysia  

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The Business Development Manager – Strategic Growth & Account Expansion is responsible for early-stage opportunity creation and long-term strategic growth impact for Honeywell Process Automation. The role focuses on identifying, shaping, and influencing large, complex, multi-year opportunities before they enter formal sales execution within Strategic Accounts.

The role carries an indirect quota, measured through influenced revenue generated from opportunities originated and developed by the role and successfully executed through the organization.

Key Responsibilities:

Early-Stage Opportunity Creation

• Identify white-space opportunities beyond existing business footprint
• Engage customer stakeholders during strategy definition, concept development, FEL, and pre-budget stages
• Develop multi-year growth hypotheses aligned with customer business objectives and capital investment cycles
• Translate customer challenges into integrated Honeywell solution concepts across automation, digital, lifecycle, and services portfolios
• Work closely with the partners and strategic growth accounts.

Opportunity Development & Revenue Influence

• Originate and develop complex strategic opportunities ahead of formal sales pursuits
• Shape solution concepts, commercial approaches, and value propositions
• Build business cases, ROI analyses, and strategic justifications
• Align internal stakeholders on opportunity prioritization and strategic fit
• Enable effective transition of mature opportunities into execution pipelines

Executive Engagement & Strategic Positioning

• Establish and sustain executive-level relationships within the strategic accounts.
• Position Honeywell as a strategic partner in transformation, modernization, and expansion initiatives
• Facilitate executive discussions, roadmap workshops, and long-term planning engagements
• Represent customer strategic priorities within internal leadership forums

Ecosystem & Partner Strategy

• Identify and engage EPCs, licensors, and strategic ecosystem partners
• Enable early collaboration to strengthen opportunity positioning and differentiation
• Support partner-enabled growth models aligned to account needs
• Ensure ecosystem engagement aligns with Honeywell governance and market strategy

Internal Collaboration & Orchestration

• Work across Sales, Presales, Software, Services, Projects, Marketing, Finance, and Legal teams
• Drive alignment around strategic growth initiatives within given strategic accounts
• Influence decisions through insight, data, and strategic perspective
• Support disciplined opportunity progression and execution readiness

Governance, Cadence & Discipline

• Maintain structured opportunity documentation and tracking in CRM
• Participate in cadence reviews focused on opportunity maturity, scale, and growth potential
• Provide leadership visibility on influenced pipeline and long-term growth outlook
• Operate in full alignment with Honeywell ethics, governance, and compliance standards

Key Performance Measures

• Indirect quota achievement based on influenced revenue outcomes
• Value and quality of early-stage opportunity pipeline created
• Conversion of developed opportunities into executable pursuits
• Strategic depth of customer engagement and growth impact

Networks & Key Interfaces

Internal:

• Sales, Presales, Digital, Services, Projects, Marketing, Finance, Legal, and Leadership teams. 

External:

• Customer executive leadership, EPCs, licensors, ecosystem and industry stakeholders. 

Key Experience & Capabilities:

• Must have Bachelor’s degree in chemical engineering or equivalent. 
• MBA or postgraduate management qualification preferred
• 15+ years in process automation, industrial markets, or adjacent industries.
• Proven experience in strategic business development and early-stage opportunity creation.
• Executive-level customer engagement capability.
• Regular travel within Malaysia (40% - 50%). 

We Value  

• Strategic thinking and long-term value creation.
• Executive presence and influence.
• Commercial and financial acumen.
• Ecosystem and stakeholder management.
• Comfort with ambiguity and long sales cycles.
• Strong ethical standards and professionalism.

Who We Are

The Future Is What We Make It at Honeywell. From sustainable aviation fuel and life-saving healthcare sensors to collaborating on every NASA space mission since the 1950’s, over 100 years of innovation has always been driven by an investment in our people. Learn more about Honeywell: https://www.youtube.com/watch?v=CG-rmG0eKLk 

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Our focus at Honeywell is innovation that drives business, improves the bottom line and creates solutions for our customers and communities around the world. There’s a lot for you to discover. Our solutions, our case studies, our #Futureshapers, and so much more. 

Honeywell is an equal opportunity employer. Qualified applicants will be considered without regard to age, race, creed, color, national origin, ancestry, marital status, affectional or sexual orientation, gender identity or expression, disability, nationality, sex, religion, or veteran status.

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