PROJECT SALES ENGINEER – WEST JAVA

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
• Position Purpose

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.

• Key Responsibilities
• 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.
• Performance Expectations
• Consistent growth in qualified pipeline value and project coverage.
• Measurable conversion of specifications, trials, and approvals into purchase orders.
• Growth in new contractor, consultant, developer, and applicator relationships.
• 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.
• Qualifications and Experience
• 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.
• Required Competencies
• 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.
• Commercial judgement: understands margin, pricing, payment risk, and the difference between pipeline activity and real sales probability.
• Ownership and initiative: acts quickly, escalates obstacles early, and takes responsibility for results.
• Team orientation: collaborates effectively with technical, operations, customer service, distributors, and management.