Businesses in Malaysia are poised for growth in the coming year, bolstered by the growing confidence in the Malaysian economy and its governance as a result of political change in the country. On top of its long-standing reputation for its business-friendly infrastructure, multilingualism, and relatively lower cost of human capital, the promise of corporate tax reliefs and incentives is also enticing local and foreign investments in Malaysia. Companies are therefore increasingly dependent on their salesforce to propel growth and maintain lasting relationships with clients.
Demand for sales candidates is highest in the following areas:
- CRM or ERP software solutions
- Oil and Gas (O&G)
- Automotive
On the IT front, despite the stigma that Malaysia generally lags behind when it comes to adopting new technology, new smart digital solutions are being introduced in the country to keep pace with both business needs and the international scene. Companies are increasingly offering cloud solutions and software services, which is in stark contrast to declining hardware sales. Sales candidates with relevant technical knowledge are at great advantage, especially those experienced in CRM or ERP software solutions.
Besides affecting the customer-facing aspect of the business, technology is also disrupting internal processes of a business’ salesforce. The use of automation tools to streamline sales processes has been growing in popularity in Malaysia. As such, sales talent are required to stay adaptable and pivot to where opportunities lie in the foreseeable future.
“In a digital age, regardless of the position or area in which a sales candidate operates, employers will always be on the lookout for individuals who are articulate, hands on, quick on their feet to thrive in the fast-paced world of sales in Malaysia,” says Patrick Yap, Team Manager at Hays Malaysia.
In addition, in the Oil and Gas (O&G) industry, the recovery of oil prices and improved economic conditions have led to a positive outlook for the coming year. O&G sales professionals therefore stand to benefit from such favourable conditions. However, with big data and automation progressively playing a critical role to the O&G value chain, candidates are encouraged to be on their toes over the next few years when it comes to such developments, to be able to assess how much power they have in the employment market.
Last but definitely not least, Malaysia’s automotive industry, the third largest in Asia, is an exciting arena especially for passenger vehicle salespersons and Business Development Managers. In response to improved consumer sentiments, global and local manufacturers have been revving up their engines to compete amongst each other, thereby actively developing an adept salesforce to support their market share expansion plans.
“To improve their employability, sales candidates can also take proactive steps in their professional development to stay competitive in Malaysia. With digital disruptions affecting products and services, employers are increasingly seeking sales professionals with deep product understanding to drive their businesses,” notes Patrick.
An overview of what other trends have been observed in Malaysia’s sector can be viewed below:
- For businesses headquartered in Malaysia with a presence in Asia, regional business management remains a hot function.
- Generally, senior salespersons –– especially those in the managerial and directorial roles –– with a strong network, deep product knowledge and market penetration expertise are highly coveted by employers in Malaysia. Their sphere of influence also gives them leverage because of their access to key decision makers, which potentially enables them to open doors for the businesses they are in.
- Sales persons in senior positions are also required to possess skills such as people management, leadership strategy and the experience in improving sales processes.
- While the sales sector continues to be an employer’s market, businesses have been diligent in attracting and securing the best talents through ramping up efforts in employer branding, particularly to showcase their corporate culture.
- Of late, employers have been emphasising their stance on work-life balance, amongst other non-monetary benefits such as flexi work and lifestyle perks. In certain industries such as industrial and manufacturing, sales candidates may also look forward to extensive training programmes and regional exposure.
To read the full Inside Story of Sales in Malaysia, please click here.