Senior Sales Manager – PLN & Key Accounts

Client Overview

Our client is an international electrical equipment manufacturer with a long-standing presence in the global power industry and operations across multiple markets.

In Indonesia, the company operates a manufacturing facility in Cikarang, specializing in Medium Voltage and Low Voltage Instrument Transformers, Current Transformers (CT), and Voltage Transformers (VT). These products support critical electricity generation, transmission, and distribution infrastructure.

The company serves major customers across Indonesia's electrical sector, including state-owned utility customers, multinational electrical companies, and domestic industrial and transformer manufacturers. With Indonesia continuing to invest in grid modernization and energy infrastructure, the company is strengthening its commercial organization to capture new market opportunities and expand its local footprint.

Job Role

The Sales Manager – PLN & Key Accounts will take ownership of commercial development across PT PLN (Persero), strategic OEM customers, and other major electrical industry accounts.

The role combines technical sales, tender management, key account development, and business development. You will be responsible for developing sales strategies, managing complex PLN procurement and tender processes, strengthening relationships with major customers, and identifying new opportunities across Indonesia's power transmission and distribution market.

Working with significant autonomy, the Sales Manager will also collaborate closely with the Cikarang factory and report directly to regional and global leadership based in India and Spain.

Key Responsibilities

PLN Tender & Business Development

• Lead end-to-end sales activities for PT PLN (Persero) projects, including vendor qualification, tender preparation, bidding, negotiation, and project award.

• Develop and maintain strong relationships with PLN stakeholders and relevant industry partners.

• Identify and pursue new opportunities across Indonesia's electricity transmission and distribution sectors.

• Develop short- and long-term sales strategies to increase market share for CT, VT, and other instrument transformer products.

• Monitor market developments, competitor activities, customer requirements, and upcoming infrastructure projects.

Key Account Management

• Manage and strengthen relationships with strategic B2B OEM customers, including multinational electrical companies and local panel builders.

• Develop account plans and identify opportunities for business expansion within existing customers.

• Maintain senior-level customer relationships and ensure high-quality commercial engagement.

• Negotiate commercial terms and support customers throughout the sales and project lifecycle.

Sales Leadership & Performance

• Lead and develop a small sales team of approximately 1–3 members.

• Set sales objectives, monitor KPIs, and ensure achievement of revenue and business development targets.

• Coach and mentor team members to improve sales effectiveness and customer management.

• Use sales data and market insights to support commercial decision-making.

• Maintain a strong focus on measurable sales results and sustainable account growth.

Cross-Functional & Global Collaboration

• Work closely with factory operations, engineering, quality, and other internal teams in Cikarang to support customer requirements and project execution.

• Provide regular sales updates and business forecasts to Regional Sales Management in India.

• Participate in international meetings and reporting with Group/HQ stakeholders in Spain.

• Coordinate technical and commercial requirements between customers, local operations, and global teams.

Requirements

• Bachelor's or Master's Degree in Electrical Engineering is mandatory.

• Minimum 10 years of experience in the electrical industry, with at least 7 years in sales, business development, and/or key account management.

• Proven experience managing PLN tender processes, including vendor qualification, bidding, negotiation, and project acquisition.

• Strong track record in electrical equipment sales, preferably involving instrument transformers, CTs, VTs, medium-voltage, or low-voltage products.

• Experience managing major B2B/OEM customers, multinational electrical companies, panel builders, utilities, or related industrial accounts.

• Previous experience leading or managing a sales team.

• Demonstrated history of achieving sales targets with measurable commercial results.

• Strong technical sales, negotiation, presentation, and relationship management capabilities.

• Strong understanding of Indonesia's electrical and power industry, including customer and market dynamics.

• Professional business-level English, both written and spoken, for communication with regional and global leadership.

• Proactive, commercially driven, highly accountable, and comfortable working independently.

• Strong resilience and ability to perform effectively under pressure and in target-driven environments.

• Willingness to travel frequently across West Java and Central Java for customer and business activities.

Location: Cikarang, with frequent travel across West Java & Central Java
Working Arrangement: Hybrid, with 2–3 days office-based plus customer visits
Employment: Initial 6-month PKWT with potential conversion to permanent
Benefits: Basic Salary, BPJS Kesehatan, BPJS Ketenagakerjaan, THR, operational car, business expenses, and other benefits.