Business Development Manager (APAC)

• The Opportunity

A globally operating solutions provider for the Hospitality. Aviation and Access control industry is scaling its presence in APAC.

The Business Development Manager will play a key role in driving growth, building strong customer relationships, and shaping the go-to-market strategy in this region.

• About the Role

This is a pivotal, customer-facing role with high autonomy. You will engage with clients across our vertical markets to understand their process needs, propose solutions, negotiate and secure contracts, and establish long-term partnerships. Serve as a bridge between local market dynamics and internal teams.

You will be provided with dedicated support with the company resources when engaging with proposals and client requirements.

Key Responsibilities

• Client Needs Assessment:

Conduct discovery calls and client-facing meetings to deeply understand business objectives and pain points, ensure that Customer success is both quantitative and qualitative.

• Solution Development:

Collaborate with internal teams, such as engineers or peers, to customize and propose the most effective business solutions.

Sales Strategy & Planning:

Develop and execute sales strategies for specific territories or client segments, focusing on both new business development and existing account growth, including working with Co-workers on joint projects.

Sales Cycle Management:

Manage the entire sales process, from lead generation and prospect qualification to proposal delivery and final negotiation.If coworking on projects, open discussion with Account Holder is essential.

• Customer Relationship Management:

Build and maintain strong, long-term relationships with clients, acting as a trusted advisor and point of contact. Build and nurture relationships with new and existing customers, including direct and indirect channels and partners.

• Product & Market Expertise:

Maintain up-to-date knowledge of products, industry trends, and competitor landscapes to strategically position solutions. Represent the company at trade shows, conferences, and forums to build visibility and market credibility.

• Sales Performance:

Achieve and exceed personal and team sales targets by effectively demonstrating the value and business outcomes of proposed solutions (H/W and S/W), both in the capacity as a single contributor and team player.

Essential Skills and Qualifications

• Strong Communication & Presentation Skills:

Ability to articulate complex technical details and business benefits clients clearly.To provide consultative selling Need to interface with R&D, Engineering and Management to ensure that the business case is both valid and viable.

• Technical Aptitude:

A strong understanding of the technical products or services being sold, particularly in hardware, software, or complex solutions.

• Analytical Skills:

Ability to analyze client needs, market data, and competitive landscapes to develop effective strategies to ensure we can service our vertical markets.

• Sales Experience:

Proven experience in a sales role, with a focus on understanding customer needs and providing value-based solutions.Ability to explain the value propositions and seek buy in from customers.

• Relationship Building:

Excellent people skills to build rapport and trust with clients and internal stakeholders.Ability to manage cultural sensitivity.

• Problem-Solving:

An initiative-taking and professional approach to identifying client challenges and developing creative, effective solutions and bridge between internal and external stakeholders.

Perseverance is a virtue.

• Requirements

• Diploma/Degree in Business, Sales, or related field.
• Proven record of 58 years in sales, with at least 23 years in a single contributor role.
• Strong understanding of Hospitality, Aviation and Access Control markets.
• Excellent Stand up to challenge attitude, negotiation, and presentation skills.
• Ability to build long-term customer relationships and manage key accounts.
• Strong business acumen with experience in sales forecasting and pipeline management using Salesforce CRM.
• Self-motivated, target-oriented, and adaptable to a challenging environment.
• Monitor market trends, regulatory developments, and competitor activity; feed insights into strategy.
• Ensure customer satisfaction and long-term loyalty by being the trusted point of contact for clients.
• Self-starter, entrepreneurial mindset; comfortable working with few constraints but focused on results.
• Willingness to travel within APAC and to engage clients on site.
• Singapore Citizen / Singapore Permanent Resident
• Travel 30 to 50% of the time.
• Generate and execute sales plans in existing customer base and in assigned competitively held accounts, to meet profit increase goals.
• Work closely with current and prospective customers to understand business needs and recommend continuous improvement and innovation plans that will maintain and grow sales.

• What is on Offer

• The opportunity to gain experience and make a strong impact in a Global Company's success.
• European organization.
• Supportive cross-functional environment (Engineering, R&D, Management).

• Company Description

DESKO GmbH has been a leader in the development of data capture solutions for over 30 years, specializing in document scanning and authentication technologies for ID cards, barcode tickets, and magnetic stripe or chip cards. The company offers a diverse range of products, from simple document readers to standalone self-service solutions, tailored to meet customer-specific requirements. DESKO's Made in Germany commitment ensures high-quality, reliable products built in collaboration with regional partners. Leveraging decades of expertise, DESKO delivers innovative hardware and software solutions that address various industries needs.

• Role Description

This is a full-time on-site role for a Business Development Manager (APAC), located in Singapore. The role involves identifying and pursuing new business opportunities across the APAC region, maintaining and expanding relationships with existing clients, and understanding customer needs to offer tailored DESKO solutions. The responsibilities also include developing and executing strategic plans to drive growth, conducting market research, collaborating with internal teams for customized product solutions, and representing DESKO at industry events and trade shows.

• Qualifications

• Expertise in market research, strategic planning, and building long-term client relationships
• Proven experience in sales, business development, or a related field, preferably in technology solutions
• Strong interpersonal, communication, and presentation skills
• Ability to identify customer needs and collaborate with internal teams to deliver tailored solutions
• Willingness to travel extensively within the APAC region
• Familiarity with the technology sector, specifically document scanning and authentication solutions, is a plus
• Bachelor's degree in Business Administration, Marketing, or a related field
• Proficiency in English is required; additional APAC language skills are an advantage