Regional Sales Manager (East Indonesian Market)

Job Requirements:

1. Surabaya-based (preferred)

2. Bachelor’s degree in Civil Engineering, Business, or a related field,

3. Have 8–10 years of experience in building materials/construction chemicals/waterproofing.

4. Strong leadership background above Key Account Manager level, proven in managing distributor sales and direct project selling.

5. Track record of consistently achieving annual sales budgets, supported by strong relationships with local developers and key stakeholders across SOE, infrastructure, marine, and government projects.

6. Deep understanding of end-to-end construction processes, tendering systems, and commercial negotiation, with solid CRM usage for sales management and forecasting.

Job Responsibilities:

1. Regional Sales Leadership

• Lead and manage regional sales activities across East Indonesia

• Develop and execute regional sales strategies aligned with national targets

• Build market presence from early-stage development to stable revenue generation

2. Distributor & Direct Project Sales

• Develop, manage, and strengthen project-focused distributors

• Drive direct selling to strategic projects, including infrastructure, industrial, and commercial developments

• Establish joint business plans with distributors to ensure consistent pipeline growth

3. Project & Tender Management

• Identify, secure, and manage key projects and tenders in the region

• Demonstrate strong understanding of the tender process, from pre-qualification to award

• Lead strategic negotiations with contractors, developers, owners, and consultants to secure long-term value, not price-only wins

4. Key Stakeholder & Relationship Management

• Maintain strong and trusted relationships with local private developers, contractors, and key decision-makers

• Act as OYH’s regional representative in high-level commercial and technical discussions

• Collaborate closely with technical, specifier, and supply chain teams

5. Team Development & Execution

• Provide leadership, direction, and coaching to Key Account Managers and regional sales teams

• Set clear targets, monitor performance, and ensure disciplined execution

• Foster a high-performance, accountable sales culture

6. Commercial Control & Reporting

• Manage pricing strategy, margin protection, and commercial risk

• Monitor credit exposure and payment discipline

• Utilize CRM systems to manage pipelines, forecasts, and account performance

• Deliver accurate sales forecasting and management reporting