Role Purpose
The Material Reliability Business Development Manager will drive SGS Malaysia’s market entry and commercial growth in semiconductor material reliability testing, with focus on the semiconductor and automotive supply chain. The role is responsible for assessing market opportunity and technical feasibility, developing new service offerings, building customer and ecosystem relationships, generating qualified pipelines, and supporting SGS Malaysia’s strategic evaluation of local capability development, partnerships or M&A opportunities for reliability testing services currently performed outside Malaysia.
Business Context
- This role supports SGS Malaysia’s new market opportunity in the AI-era semiconductor supply chain, where demand for reliability testing, qualification, validation and material performance assurance continues to grow.
- The position is expected to support revenue growth by identifying market share potential, customer needs, competitor landscape and feasible go-to-market options for semiconductor reliability testing in Malaysia.
PRIMARY RESPONSIBILITIES
- Develop and execute business development strategy for semiconductor material reliability testing and related advisory / testing services in Malaysia.
- Assess market opportunities, technical feasibility, customer demand, service gaps and commercial potential for establishing local reliability testing capability.
- Conduct market intelligence and competitive analysis to identify target customers, market share potential, pricing expectations, competitor strengths and strategic entry options.
- Build and manage a qualified pipeline across semiconductor manufacturers, wafer fabs, OSATs, IC design houses, electronics manufacturers, automotive supply chain players and materials suppliers.
- Work with SGS technical teams and regional laboratories to define service scope, technical value proposition, test portfolios, customer requirements and delivery models.
- Support development of new service offerings, including reliability testing solutions, partnership models, outsourcing / subcontracting arrangements and potential M&A opportunity assessment.
- Prepare business cases, commercial recommendations, market analysis reports, proposals and customer presentations to support management decision-making and revenue growth.
SPECIFIC RESPONSIBILITIES
- Conduct structured market analysis for semiconductor material reliability testing, including customer segments, industry trends, addressable market, competitor capabilities and growth potential.
- Identify, approach and develop relationships with potential customers in Prai / Penang, Kulim, Senai, Shah Alam and other key semiconductor and electronics industrial locations in Malaysia.
- Develop customer account plans, opportunity pipelines, sales forecasts and action plans to achieve agreed market development and revenue objectives.
- Lead customer discovery discussions to understand reliability testing needs such as qualification, validation, environmental stress testing, failure analysis, materials performance, automotive supply chain expectations and test outsourcing requirements.
- Coordinate with SGS China, Taiwan or other regional laboratories to align technical capabilities, sample handling, turnaround expectations, quotation inputs and customer communication where services are fulfilled regionally.
- Support M&A and partnership exploration by identifying potential local laboratories, technology partners, equipment providers, capability gaps and commercial risks for management review.
- Prepare proposals, commercial offers, presentations, business cases, market entry papers and management updates in collaboration with technical and commercial stakeholders.
- Monitor competitor activity, including local and regional testing providers, and provide recommendations to differentiate SGS through quality, technical credibility, turnaround time and customer service.
- Maintain accurate CRM records, customer information, opportunity status, sales activities, win/loss analysis and business development reports.
- Ensure all business development activities comply with SGS Code of Integrity, confidentiality requirements, commercial policies and professional conduct expectations.
- Adherence to SGS Health, Safety and Environment (HSE) Policy by upholding good safety behaviour and exercising necessary standards and processes when carrying out responsibilities at all times to ensure compliance with the HSE requirements.
- Perform any other responsibilities as assigned by your reporting manager and/or Senior Management.