Key Account Manager

ID763 PT Valmet; Jakarta Pusat; On-site; IDR 400,000,000 - 600,000,000; Full time

Job summary

Valmet is seeking a senior sales professional to drive pulp and energy projects in Asia, with focus on Indonesia, and to build long-term customer partnerships across mills. You will lead cross-functional teams to deliver lifecycle solutions and strategic growth while negotiating terms and expanding service offerings.

You will collaborate with global teams, analyze customer data, and travel frequently to customer sites, with English and Chinese communication strengths essential for success.

Qualifications

• Bachelor's or Master’s degree in Pulp & Papermaking, Engineering, or a related technical field.
• More than 10 years of experience working with pulp mill customers, combined with proven sales experience and strong knowledge of pulp mill processes, equipment, operations, and maintenance.
• Proven ability to develop profitable business solutions, achieve targets in demanding situations, and lead stakeholders across matrix organizations.
• Strong understanding of cultural differences and experience working across global boundaries.
• Excellent English and Chinese communication, presentation, and facilitation skills.
• Experience using Valmet sales systems, databases, and reporting tools to analyze customer and business data.
• This role requires frequent travel.

Responsibilities

• Drive pulp and energy sales activities within selected key customer mills and achieve sales targets and strategic objectives.
• Develop strong customer relationships by monitoring mill operations and maintenance activities, identifying business opportunities, and building proactive sales plans.
• Lead sales cases by leveraging pulp process expertise, coordinating virtual and cross-functional teams, and connecting multiple Business Units to deliver the best customer solutions.
• Support agreement-based business growth by developing service agreements, coordinating lifecycle service offerings, negotiating commercial terms, and reducing accounts receivable.
• Represent Valmet as a key negotiator in selected sales opportunities, follow customer experience feedback, drive corrective actions, and monitor competitor activities to strengthen market position.

Skills

Pulp process expertise

Sales leadership

Cross-functional collaboration

English & Chinese communication

Negotiation & closing

Education

Bachelor's or Master’s degree in Pulp & Papermaking or Engineering

Tools

Valmet sales systems

Databases & reporting tools

Job description

Join Valmet and help drive growth with key pulp and paper customers across Asia. In this role, you will lead sales activities, develop long-term customer partnerships, and deliver lifecycle solutions that improve mill performance and business results. You will work closely with customers and cross-functional teams while contributing to Valmet's continued success in the pulp and energy industry. Location: China (Shanghai, Wuxi, Guangzhou) or Indonesia (Jakarta, Pekanbaru).

Your Responsibilities

• You will drive pulp and energy sales activities within selected key customer mills and ensure achievement of agreed sales targets and strategic business objectives.
• You will develop strong customer relationships by monitoring mill operations and maintenance activities, identifying business opportunities, and building proactive sales plans.
• You will lead sales cases by leveraging your pulp process expertise, coordinating virtual and cross-functional teams, and connecting multiple Business Units to deliver the best customer solutions.
• You will support agreement-based business growth by developing service agreements, coordinating lifecycle service offerings, negotiating commercial terms, and reducing account receivables.
• You will represent Valmet as a key negotiator in selected sales opportunities, follow customer experience feedback, drive corrective actions, and monitor competitor activities to strengthen market position.

Job Requirements

• Bachelor's or Master’s degree in Pulp & Papermaking, Engineering, or a related technical field.
• More than 10 years of experience working with pulp mill customers, combined with proven sales experience and strong knowledge of pulp mill processes, equipment, operations, and maintenance.
• Proven ability to develop profitable business solutions, achieve targets in demanding situations, and lead stakeholders across matrix organizations.
• Strong understanding of cultural differences and experience working across global boundaries.
• You have excellent English and Chinese communication, presentation, and facilitation skills.
• Experience using Valmet sales systems, databases, and reporting tools to analyze customer and business data.
• This role requires frequent travel.

We Offer

At Valmet, you'll join a global team of industry experts who are passionate about serving customers and driving sustainable progress. We offer an international and collaborative work environment, opportunities for professional development, and the chance to make a meaningful impact on the future of the process industries.

To Succeed in This Role

You combine strong commercial acumen with deep pulp process expertise and a passion for building long-term customer relationships. You can navigate complex sales opportunities, engage stakeholders at different organizational levels, and work effectively across cultures and functions to achieve business goals. Your ability to identify customer needs and translate them into profitable solutions will be key to your success.

Leadership Principles

We also expect you to align with Valmet's Leadership Principles—practical behaviours that guide how we lead, collaborate, and succeed together:

• Take accountability – Act with ownership, set clear expectations, and follow through
• Lead with courage – Champion change, try bold ideas, and learn quickly
• Build on trust – Listen to understand, be open, and create psychological safety
• Collaborate for growth – Work across boundaries, value diverse perspectives, and focus on customer value

When Everything Works Together

Valmet is where the best talent from a wide variety of backgrounds comes together.

We work together with our customers throughout the entire lifecycle, delivering cutting-edge technologies and services as well as mission-critical automation and flow control solutions. Backed by more than 225 years of industrial experience and a global team of over 19,000 professionals close to customers, we are uniquely positioned to transform industries toward a regenerative tomorrow.

Join the team – and lead the way with us! http://www.valmet.com

Valmet is a global technology leader in serving process industries. We work with our customers throughout the lifecycle, delivering cutting-edge technologies and services, as well as mission-critical automation and flow control solutions. Backed by more than 225 years of industrial experience and a global team of 18,500 professionals close to customers, we are uniquely positioned to transform industries toward a regenerative tomorrow. In 2025, Valmet's net sales totaled approximately EUR 5.2 billion. Our head office is in Espoo, Finland, and we have experts in approximately 40 countries around the world. Valmet's shares are listed on Nasdaq Helsinki.

To protect our candidates' privacy, Valmet will never ask any personal information such as banking information or social security number during the recruitment process.