Darren Ch'ng

Driving business growth and market penetration of Automated Material Handling Systems (AMHS) within Malaysia’s semiconductor and advanced manufacturing sectors. Developing strategic customer relationships, managing complex project sales cycles, and delivering integrated automation solutions to semiconductor fabs and OSAT facilities.

Results-driven Business Development professional with strong experience in semiconductor, precision engineering, and manufacturing industries. Skilled in identifying new markets, building international customer pipelines (SEA, Europe, US), preparing proposals, and managing strategic accounts. Adept at engaging OEMs, EMS, and high-tech manufacturers to expand Kobay’s business footprint across HLA/HVA assembly, precision machining, sheet metal, and industrial automation solutions.  Identify, pursue, and secure new business opportunities across semiconductor, aerospace, medical, and industrial manufacturing sectors.  Conduct market scans to identify potential customers in Malaysia, Vietnam, Thailand, Philippines, Europe, and the US.  Establish initial contact with OEM/EMS companies, including preparing intro emails, proposals, and company profiles.  Manage and maintain relationships with strategic accounts such as Infineon, Jabil, ASE, Bosch, Spirit, Collins, and Honeywell.  Drive supplier onboarding processes, including portals such as Coupa, Ariba, ASM, AMAT, and Advantest.  Support negotiation of commercial terms, pricing proposals, and contract reviews.  Coordinate with engineering, machining, sheet metal, and automation teams for RFQ execution and technical clarifications.  Prepare monthly pipeline reports, sales forecasts, and business strategy presentations.

Point-of-Use POU Abatement Solutions (Scrubbers & Waste Gas Treatment) – Semiconductor, Solar Energy, and Industrial Manufacturing • Strategic Key Account Management: Cultivated and expanded long-term relationships with C-suite stakeholders in Semiconductor Wafer Fabs, Solar Cell Manufacturing, and Industrial Construction, positioning the company as a trusted partner in emission control and regulatory compliance. • Market Intelligence & Growth Strategy: Conducted in-depth market research on emerging sustainability trends, abatement technologies, and regulatory shifts, translating insights into actionable strategies to capture new revenue streams and outperform competitors. • High-Value Proposal Development: Led the creation of techno-commercial proposals, including cost-benefit analyses, ROI models, and compliance impact assessments, to secure large-scale contracts with Fortune 500 manufacturers. • Win-Win Contract Negotiations: Structured pricing agreements and long-term service contracts, balancing profitability with client cost-efficiency to ensure repeat business and high customer retention. New Market Approach • India Solar Market Penetration: Spearheaded entry into India’s booming solar manufacturing sector, securing new clients and expanding existing accounts to meet aggressive revenue targets. • Southeast Asia Growth: Drove market expansion in Thailand and Vietnam, targeting solar and semiconductor manufacturers to establish regional dominance. Technical Expertise & Customer Support: • Applied deep knowledge of abatement systems (scrubbers, toxic gas treatment) to consult clients on system optimization, regulatory compliance, and operational efficiency. • Provided rapid troubleshooting support, minimizing downtime and enhancing client trust through technical advisory.

Joined this international integrated solutions provider of equipment and machinery in surface-mount technology (SMT), semiconductors, aerospace, automotive, battery manufacturing, electronics and medical industries, to analyze requirements and present engineering and supply chain solutions to broad range of clients. • Accountable for sales (including after sales) activities in all Northern states in Malaysia. • Generated and researched list of 30+ potential target customers focusing on the top revenue drivers based on SMT (Surface Mount Technology) and semiconductor industry, technology and deal size. • Meet clients, understand their needs, and develop relationships. • Calculated client quotations and administered client accounts. • Communicate clients' requirement to research and development team. • Conveyed detailed account information and development strategies to corporate management.

• Constantly looking for new and innovative ways to promote a product or service. • Working closely with business partners to identify their exact requirements. • Participating in a team-based planning process. • Provided all proactive client communication, including daily progress reports and handling issues that arose to ensure excellent client satisfaction. • Seeking and propose our product to potential consumer. • Developed & maintained positive relationships with current and possible future clients. • Performed technical service for installation, maintenance and trouble-shooting. • Provide thorough support and problem resolution for customers. • Build and maintain successful relationships with service providers, dealers, and consumers. • Assist management with scheduling, service protocol improvements, and quality assurance. • Preparation of maintenance guidelines, user manuals and perform post-sales activities. • Set up new customer accounts and manage customer’s accounts. • Coordinate sites activities to ensure works running smooth and problem solved. • Projects Handled: Kiosk machine (i) Suruhanjaya Syarikat Malaysia (SSM) (ii) Touch-N-Go Top-up (iii) CIMB (iv) KSWP (v) Digi (vi) Amanah Saham MRT and LRT2 (i) Central Control Room (CCR), LRT Ampang Line, Year 2015 (ii) Depot Control Room (DCC), LRT Ampang Line, Year 2015 (iii) Klang Velly Mass Rapid Transit (KVMRT), CCTV Installation, Year 2015

• Maximize sales and new account player development by cultivating customer relationship. Coordinate deliveries and planning schedule customer orders, monitoring customer inventory levels to ensure deliveries on weekly target. • Renew quotation annually, develop new product specification and market research to demonstrated enhanced productivity and service offerings. • Interacting with customers regularly to gain feedback on quality and services effectiveness. • Build new account business by prospecting, cold call and meeting appointment. • Forecasting yearly market trend. • Proposed new project to customer by demonstrate during meeting presentation to increase shipment and silicon wafer lifecycle time with achieved win-win situation. • Updated monthly sales statement and collected funds on delinquent accounts. • Increased business approximately 10% on total revenue and shipment with new proposed projects. • Identify and monitor worldwide competitor’s market performance and review in monthly quality meeting to management staffs. • Implement periodical internal quality audit and environmental audit. • Project Handled: (i) Low Thickness range project from 600um to 550um (ii) Particle loosen LPD0.30um@20pcs, (iii) Wafer backside Grade: Brightness (B), Chuck Mark (B), Scratches (B) to Brightness (C), Chuck Mark (C), Scratches (C) project and etc. • Expertise: (i) ISO9001:2008 Quality Management Systems (ii) ISO14001:2004 Environmental Management Systems (iii) Incoterms 2010 International Commercial Terms (iv) Hazard Identification , Risk Assessment and Risk Control ( HIRARC ) (v) An Internal Auditor /Auditee