Alan Hok — Business Development Executive

With a foundation in engineering and experience as a technical advisor at Shell, I've progressed into sales leadership, now serving as Country Manager for Australian distributor markets in the industrial lubricants sector (>$120M USD revenue). Operating virtually from Kuala Lumpur, I'm passionate about empowering distributors. This involves close cross-functional collaboration with Supply Chain, Marketing, and Technical teams to enhance business models, ensure supply security, define multi-sector strategies (Transport, Mining, Manufacturing, etc.), and deliver unique value propositions. Since 2021, I've consistently driven 8% YoY market growth and 10% YoY premium synthetic lubricant growth, successfully navigating supply chain challenges and strengthening key stakeholder relationships along the way. My approach is collaborative and data-driven. I leverage sales data mining for strategic insights, build strong partnerships through stakeholder management, and enhance distributor capabilities via targeted coaching. I focus on both achieving immediate results and identifying long-term opportunities, including advancements in synthetic and biodegradable lubricants, to ensure sustainable business development. I am actively seeking opportunities to take on greater leadership responsibilities and tackle complex business challenges, applying my strategic planning and team development skills to contribute to overall organizational success as I build towards senior general management roles. Connect to discuss market trends, distributor strategies, or collaborations in lubricants and downstream.

Stackforce AI infers this person is a B2B sales leader in the industrial lubricants sector.

Location: Kuala Lumpur, Federal Territory, Malaysia

Experience: 11 yrs 11 mos

Skills

Sales
Leadership
Business Strategy
Business Development
Technical Advisory

Career Highlights

Achieved 8% YoY market growth since 2021.
Increased premium synthetic lubricant sales by 10% YoY.
Led cross-functional teams for strategic initiatives.

Work Experience

Shell

B2B Indirect Sales Manager - Malaysia (4 mos)

Distributor Markets Country Manager - AU (4 yrs 4 mos)

B2B Lubricants Distributor Account Manager (4 yrs)

Lubricants Technical Advisor (1 yr 11 mos)

Hitachi Chemical (Selangor) Sdn. Bhd.

Manufacturing Process Engineer I (6 mos)

Manufacturing Process Engineer II (2 mos)

Production Technical Support Engineer II (7 mos)

Boilermech Sdn Bhd

Project Engineer (3 mos)

Education

Master of Business Administration (MBA) at Coventry University

Bachelor at Curtin University Malaysia

at Squared Online

Alan Hok

Business Development Executive

Kuala Lumpur, Federal Territory, Malaysia11 yrs 11 mos experience

Most Likely To SwitchHighly Stable

Key Highlights

Achieved 8% YoY market growth since 2021.
Increased premium synthetic lubricant sales by 10% YoY.
Led cross-functional teams for strategic initiatives.

Stackforce AI infers this person is a B2B sales leader in the industrial lubricants sector.

Contact

Skills

Core Skills

SalesLeadershipBusiness StrategyBusiness DevelopmentTechnical Advisory

Other Skills

Account ManagementNew Business DevelopmentBusiness Process ImprovementData AnalysisValue Based SellingBusiness-to-Business (B2B)Indirect Channel SalesNegotiationBusiness AnalyticsSales Data MiningSales CoachingEngineeringProject PlanningDigital MarketingManagerial Finance

About

Experience

11 yrs 11 mos

Total Experience

3 yrs 11 mos

Average Tenure

10 yrs 7 mos

Current Experience

Shell

4 roles

B2B Indirect Sales Manager - Malaysia

Jan 2026 – Present · 4 mos

Lead and develop a team of Indirect Channel Account Managers, driving consistent performance, capability uplift, and execution excellence
Own nationwide B2B indirect sales across Malaysia, covering 18 distributors with an annual volume of ~3X million litres
Set and execute channel sales strategies to deliver sustainable volume growth, margin optimisation, and customer value creation
Drive sales excellence and commercial discipline, including pricing governance, deal structuring, pipeline rigor, and performance tracking
Partner closely with Marketing, Supply Chain, Technical, Finance, and Channel Excellence teams to ensure end-to-end execution and market impact
Translate market insights and customer needs into actionable distributor plans and value propositions
Strengthen distributor partnerships through clear expectations, performance reviews, and joint business planning
Ensure compliance with internal governance, controls, and safety standards while maintaining speed and agility in execution
Act as a coach and role model, fostering a performance-driven, customer-centric, and collaborative team culture

SalesAccount ManagementNew Business DevelopmentBusiness Process ImprovementData AnalysisLeadership

Distributor Markets Country Manager - AU

Promoted

Aug 2021 – Dec 2025 · 4 yrs 4 mos

Drove consistent market expansion, achieving 8% year-on-year growth for the Australian distributor market since 2021.
Increased premium synthetic lubricant sales by 10% year-on-year through strategic initiatives and distributor collaboration.
Managed end-to-end responsibility for the Australian distributor market P&L, overseeing revenue exceeding $120 million USD.
Ensured supply security and operational efficiency during global shortages through proactive collaboration with supply chain teams.
Developed and executed market strategies in partnership with Marketing and Technical teams across diverse sectors including Transport, Mining, Manufacturing, and emerging technologies.
Strengthened key distributor relationships and enhanced partner capabilities through targeted coaching and stakeholder management.
Utilized sales data mining and analysis to identify growth opportunities and inform strategic planning.

Value Based SellingBusiness-to-Business (B2B)Indirect Channel SalesNegotiationBusiness AnalyticsSales Data Mining+2

B2B Lubricants Distributor Account Manager

Jul 2017 – Jul 2021 · 4 yrs

Managed distributor with annual turnover of USD6 millions in Johor & Malacca.
Championed digitalisation and data analytics, resulting in 19% volume growth and 17% margin growth.
Identified new opportunities, offering synthetic product trials leading to 200% volume growth.

Value Based SellingBusiness-to-Business (B2B)Indirect Channel SalesBusiness AnalyticsSales CoachingSales+1

Lubricants Technical Advisor

Aug 2015 – Jul 2017 · 1 yr 11 mos

Provided technical support and training for B2B & B2C channels, conducting 20+ seminars and trainings.
Led value improvement projects resulting in over USD1million savings and converted a key account to 100% share-of-wallet.
Mentored 4 distributor technical advisors, resulting in one winning best technical advisor of the year.

Value Based SellingBusiness-to-Business (B2B)Sales CoachingEngineeringTechnical AdvisorySales

Hitachi chemical (selangor) sdn. bhd.

3 roles

Manufacturing Process Engineer I

Jan 2015 – Jul 2015 · 6 mos · On-site

Monitored daily production statistical process control (SPC) to ensure quality standards.
Revised SPC limits to enhance process control capability and efficiency.
Conducted properties tests on Encapsulating Moulding Compound for product improvement.
Supported Customer Service team in investigating and resolving customer complaints.

Engineering

Manufacturing Process Engineer II

Oct 2014 – Dec 2014 · 2 mos · On-site

Monitored manufacturing process of encapsulating molding compound to ensure quality standards
Troubleshooted process-related issues and implemented improvements for enhanced productivity
Conducted trial runs of plant transfer items from manufacturing sites in China and Japan

Engineering

Production Technical Support Engineer II

Feb 2014 – Sep 2014 · 7 mos · On-site

Provided technical support in Epoxy Molding Compound productions, analyzing in-process inspection data and conducting process capability studies.
Conducted 5S practice inspections to enhance productivity and troubleshooted daily process abnormalities.

Project PlanningEngineering

Boilermech sdn bhd

Project Engineer

Aug 2013 – Nov 2013 · 3 mos · On-site

Managed biomass fueled boiler production, installation, and commissioning for palm oil mills in Indonesia.
Collaborated with design and consultant engineers to propose boiler layouts and prepare material purchasing lists.
Conducted site visits to resolve critical issues and ensured project completion within 9-12 months.

Project Planning