Role purpose
This is a leadership role focused on executing our sales and marketing strategies in the newly established Malaysia geomarket.
The primary goal of this role is to focus, coordinate, and align all client engagement activities in the geomarket with our strategic objectives, ultimately fostering new business development, account growth and achieving commercial goals.
This role will also include support and mentorship for the consultants based in the Malaysia geomarket to ensure alignment, employee engagement and coordinated operations, and will require a certain level of governance and compliance oversight.
Ultimately, this role is responsible for realising the full potential of the geomarket.
Tasks and responsibilities
Strategy
- Contribute to the evolving vision of Control Risks business in Malaysia, providing insights and expertise to help shape, grow and future-proof the business.
- Develop and implement the business development strategy across Malaysia, working with the Geomarket Head for South-East Asia and the wider Asia Pacific Partner group to maximise regional success and alignment across all business areas and to meet the company’s commercial goals.
- Reinforce a client-centric and client-solutions culture, leading by example.
- Promote Control Risks in Malaysia to ensure the company is consistently presented as a strong, positive brand to relevant stakeholders
- Reinforce status as a provider of choice by being seen as a thought leader on strategic risk matters in Malaysia, working collaboratively with the Service Line Heads for the Asia Pacific region and Marketing lead for Asia Pacific.
- Gather insights on clients’ operations and on new projects of interest and market activity to ensure informed and opportunistic business development.
Leadership
- Serve as the head of the Malaysia office, ensuring the effective, efficient and compliant running of the office, and serving as the escalation point and in-country support and advice for all business-enabling functions.
- Lead from the front in sales, market engagement and account management, driving a culture of business development and high performance in Malaysia.
- Ensure commercial opportunities are optimised and managed smoothly and successfully.
- Provide leadership for the Malaysia geomarket team, including those in Group, APAC regional, and embedded roles based in Malaysia. Ensure alignment, employee engagement, and coordinated operations through regular all-hands meetings and other formal and informal communications as needed.
- Create and manage our overall culture: attract diverse talent with shared values, lead inclusively, nurture using feedback and coaching, focus own time, and respond appropriately to challenges.
- Oversee local governance requirements for the Malaysia office.
Business development and client management
- Support the origination of sales and fee-earning opportunities from within the geomarket through both direct (personal) sales and enabling other client-facing colleagues to originate sales within the geomarket.
- In collaboration with Partners and business leaders, drive innovative profitable client solutions and business development initiatives, including proactively initiating new client relationships.
- Independently and in collaboration with the Geomarket Head of South-East Asia, identify high-impact potential clients and be involved in nurturing them as appropriate.
- Work with the South-East Asia management team to both identify and directly manage individual clients and a portfolio of clients within Malaysia, focused on attraction, retention and growth.
- In conjunction with Marketing, manage the implementation of the marketing and sales strategy including the networking of clients within the Group.
- In conjunction with Geomarket Head of South-East Asia, set business development targets that will meet top-line budgeted sales and allow for measurement of team and individual performance
- Act as a brand ambassador for Control Risks in Malaysia by being present within business leader groups, attending regular networking events, external conferences and be an active participant within the business and media communities.
Business Management
- Monitor and evaluate top-line sales performance in the Malaysia geomarket to ensure that the financial return to Control Risks is as planned.
- Work closely as need be with the South-East Asia Financial Controller on cash collection and other commercial issues.
- Working with the Service Line Heads, ensure widespread compliance in the Malaysia geomarket with company processes and systems, most particularly CRM and D365, and be a champion for their use and their benefit.
Risk Management
- Monitor risks to the Malaysia business and report as appropriate (including maintaining the geo-market Risk Register) to the CEO Asia Pacific, HR Director Asia Pacific and Group Risk and Insurance Manager.
- Ensure that all Control Risks activities are compliant with federal and state laws and regulations in Malaysia.
- Excellent knowledge of, and demonstrable experience in Malaysia, and a proven recent commercial track record in the geomarket.
- Extensive knowledge of the risk industry, clients and competitors.
- Experience of having developed key, high-value client relationships and accounts.
- Experience in setting up and building workplace environments which aligns to company culture and values.
- Proven ability of devising and implementing successful strategies to drive business growth and profitability.
- Experience of having worked effectively across service lines and regions to deliver set objectives.
- Proven strong commercial acumen with understanding of delivering higher value / margin services and developing value propositions.
- Proven experience of inspiring leadership and people management.
- Ability to work in a complex, challenging and matrix business environment.
- Business fluency in both English and Bahasa (preferred).
Control Risks is committed to a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, colour, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age or veteran status.
If you require any reasonable adjustments to be made in order to participate fully in the interview process, please let us know and we will be happy to accommodate your needs.
