Business Development, Assistant Manager/Manager (Indonesia)

PALFINGER ASIA PACIFIC PTE. LTD.; Surabaya ꦱꦸꦫꦧꦪ; On-site; IDR 600,000,000 - 1,200,000,000; Full time

Job summary

PALFINGER Asia Pacific PTE. LTD. in Indonesia seeks an experienced Business Development Manager to lead market expansion in Indonesia, with a strong focus on the Eastern region and turnkey heavy-equipment projects.

You will shape opportunities, define go-to-market plans, and align with long-term sales targets. This role requires building a robust project pipeline, engaging EPCs, consultants, government bodies and BUMN, and developing dealer networks where needed.

Qualifications

• Bachelor's Degree in Engineering, Marketing, or Communications.
• Minimum 5 years in strategic business development or market development.
• Experience engaging EPCs, government bodies, or BUMN in early project stages.
• Proficiency in Mandarin and English for stakeholder communication.

Responsibilities

• Develop and execute a strategic BD plan for Indonesia and East Indonesia.
• Build a qualified project pipeline across East Indonesia for turnkey solutions, defense, railway, and heavy equipment.
• Identify and acquire customers, EPCs, consultants, government/BUMN, dealers and distributors.
• Establish dealer/distributor networks and manage partner performance.
• Present technically and commercially to customers and stakeholders.
• Gather market intelligence to shape account and market-entry strategies.

Skills

Mandarin

English

Strategic business development

Project sales

Negotiation

Stakeholder management

Education

Bachelor's degree in Engineering/Marketing/Communications or related field

Job description

Business Development, Assistant Manager/Manager (Indonesia)

We are looking for an experienced and driven Business Development Manager to lead market expansion in Indonesia, with a strong focus on the Eastern region. This is a strategic, project-led role responsible for creating new business opportunities, developing markets and channels, influencing projects at an early stage, and delivering technical solutions for heavy equipment and turnkey applications.

Key responsibilities

Develop and execute a strategic business development plan for Indonesia, aligned with long-term sales and market-growth targets.

Build a qualified project pipeline across East Indonesia, with priority on turnkey solutions, defense, railway, high-access platforms, heavy-duty cranes, and related heavy-equipment applications.

Identify and acquire new customers, EPC contractors, consultants, government/BUMN stakeholders, dealers, distributors, and other strategic business partners in untapped markets.

Develop and manage dealer or distributor networks where required, including partner selection, capability development, pipeline reviews, and performance follow-up.

Engage stakeholders at the early planning and specification stages to position PALFINGER solutions and influence technical requirements before tenders are issued.

Build and maintain senior-level relationships with new and existing customers, EPCs, consultants, government agencies, BUMN organizations, and channel partners.

Translate operational and project requirements into suitable technical and commercial solutions.

Prepare and deliver technical and commercial presentations, proposals, and solution concepts for customers and project stakeholders.

Demonstrate product capabilities, application fit, lifecycle value, and service offerings.

Gather and report market intelligence on projects, customers, competitors, regulations, partner capabilities, and industry trends; use these insights to shape account and market-entry strategies.

About you

Bachelor's Degree in Engineering, Marketing, Communications, or related fields.

Minimum 5 years of strategic business development, project sales, or market-development experience in heavy equipment, industrial solutions, government, defense, railway, transportation, or related sectors.

Demonstrated success originating new opportunities and developing projects beyond the management of existing accounts or aftermarket support.

Proven experience engaging EPC contractors, consultants, government bodies, or BUMN organizations during early project planning, specification, tender, and award stages.

Experience developing or managing dealer and distributor networks is strongly preferred.

Hands-on exposure to at least one relevant segment, such as turnkey projects, defense, railway, high-access platforms, heavy-duty cranes, or comparable capital-equipment solutions.

Strong commercial judgment, negotiation, stakeholder-management, communication, and presentation skills.

Ability to work independently, manage a multi-stage project pipeline, travel frequently, and deliver against growth targets.

Proficiency in Mandarin is essential for communicating with internal and external stakeholders.

Fluency in spoken and written English is required.