Deskripsi pekerjaan
PT. TERRACO RAPI INDONESIA is part of the global Terraco Group, a leading manufacturer of premium, environmentally friendly construction finishing materials. With over 40 years of innovation and operations in more than 75 countries, Terraco delivers sustainable, high-performance solutions that meet international quality standards We are currently seeking proactive and highly competitive candidates to join our team in the position of : PROJECT SALES ENGINEER – WEST JAVA Role intent: Build project specifications, open new accounts, convert competitor-held projects, and establish a challenger building-materials brand across West Java through disciplined prospecting, technical selling, and strong site-level execution. Market Focus : Contractors, consultants, developers, applicators, architects, and project owners The Project Sales Engineer is responsible for creating demand and winning project business for a challenger brand in West Java. The role requires a proactive, field-oriented salesperson who can identify projects early, influence specifications, displace incumbent brands, secure trials and approvals, and convert opportunities into profitable orders. · Consistent growth in qualified pipeline value and project coverage. · Measurable conversion of specifications, trials, and approvals into purchase orders. · Healthy gross margin, disciplined pricing, and timely collection support. · High field activity, accurate reporting, and clear ownership of next actions. · Ability to win business despite lower initial brand awareness. · Hunter mentality: proactive, resilient, competitive, and comfortable opening doors without relying on an established brand name. · Technical-commercial capability: able to translate site problems into practical product solutions and commercial value. · Influencing skills: confident engaging senior decision-makers, consultants, site teams, and purchasing stakeholders. · Execution discipline: follows through on trials, samples, quotations, approvals, deliveries, and collections.
Tanggung jawab: · Build and maintain an active project pipeline across West Java by identifying new developments, renovation projects, industrial facilities, infrastructure works, and high-potential contractor accounts; · Prospect aggressively and develop relationships with contractors, subcontractors, consultants, architects, developers, project owners, applicators, and relevant purchasing teams; · Enter projects at an early stage, map all decision-makers and influencers, and create a clear account strategy for specification, trial, approval, and commercial conversion; · Conduct regular site visits to diagnose technical requirements, understand application conditions, identify competitor weaknesses, and recommend the most suitable product system; · Prepare and deliver technical presentations, product demonstrations, mock-ups, method statements, and commercial proposals tailored to each project; · Drive product trials and approvals, follow up test results, and work closely with technical teams to resolve application issues quickly and professionally; · Challenge established competitors by communicating differentiated value, technical performance, service responsiveness, total installed cost, and commercial advantages; · Negotiate prices and commercial terms within approved margin parameters, while protecting profitability and avoiding unnecessary discounting; · Coordinate with distributors and dealers to ensure stock availability, delivery reliability, account coverage, and collection discipline for project orders; · Maintain accurate CRM or project tracker records, including project stage, estimated volume, value, probability, competitor position, next action, and expected closing date; · Provide reliable weekly and monthly forecasts, highlight risks early, and take corrective action where projects are delayed or lost; · Monitor competitor activity, pricing, project wins, product launches, and market movements, and convert this intelligence into practical sales actions; · Support contractor and applicator training to build confidence in the brand and create a reliable local installation network; · Represent the company at industry events, technical seminars, contractor gatherings, and project networking opportunities.
Kualifikasi: · Bachelor’s degree in Civil Engineering, Architecture, Construction Management, or another relevant technical discipline from a recognised university; · Minimum 5 years of project sales experience in construction chemicals, building materials, coatings, waterproofing, tile adhesives, mortars, façade systems, or related categories; · Established network in West Java with contractors, consultants, developers, architects, applicators, or project owners is strongly preferred; · Proven ability to develop projects from lead generation through specification, technical approval, negotiation, and order conversion; · Comfortable working in the field with frequent travel across West Java; · Good spoken and written Bahasa Indonesia; working English proficiency required; · Proficiency in Microsoft Office and practical experience using CRM systems or structured sales trackers.
Tanggung jawab
- · Build and maintain an active project pipeline across West Java by identifying new developments, renovation projects, industrial facilities, infrastructure works, and high-potential contractor accounts
- · Prospect aggressively and develop relationships with contractors, subcontractors, consultants, architects, developers, project owners, applicators, and relevant purchasing teams
- · Enter projects at an early stage, map all decision-makers and influencers, and create a clear account strategy for specification, trial, approval, and commercial conversion
- · Conduct regular site visits to diagnose technical requirements, understand application conditions, identify competitor weaknesses, and recommend the most suitable product system
- · Prepare and deliver technical presentations, product demonstrations, mock-ups, method statements, and commercial proposals tailored to each project
- · Drive product trials and approvals, follow up test results, and work closely with technical teams to resolve application issues quickly and professionally
- · Challenge established competitors by communicating differentiated value, technical performance, service responsiveness, total installed cost, and commercial advantages
- · Negotiate prices and commercial terms within approved margin parameters, while protecting profitability and avoiding unnecessary discounting
- · Coordinate with distributors and dealers to ensure stock availability, delivery reliability, account coverage, and collection discipline for project orders
- · Maintain accurate CRM or project tracker records, including project stage, estimated volume, value, probability, competitor position, next action, and expected closing date
- · Provide reliable weekly and monthly forecasts, highlight risks early, and take corrective action where projects are delayed or lost
- · Monitor competitor activity, pricing, project wins, product launches, and market movements, and convert this intelligence into practical sales actions
- · Support contractor and applicator training to build confidence in the brand and create a reliable local installation network
- · Represent the company at industry events, technical seminars, contractor gatherings, and project networking opportunities
Kualifikasi
- · Bachelor’s degree in Civil Engineering, Architecture, Construction Management, or another relevant technical discipline from a recognised university
- · Minimum 5 years of project sales experience in construction chemicals, building materials, coatings, waterproofing, tile adhesives, mortars, façade systems, or related categories
- · Established network in West Java with contractors, consultants, developers, architects, applicators, or project owners is strongly preferred
- · Proven ability to develop projects from lead generation through specification, technical approval, negotiation, and order conversion
- · Comfortable working in the field with frequent travel across West Java
- · Good spoken and written Bahasa Indonesia; working English proficiency required
- · Proficiency in Microsoft Office and practical experience using CRM systems or structured sales trackers
Informasi lowongan
- Tipe pekerjaan
- Full-time
- Gaji
- Negosiasi