Deskripsi pekerjaan B2B Sales Specialist PT Kelme Sports Indonesia
Reports to：Indonesia Sales Lead & CEO
I. Job Overview
Responsible for local Indonesian B2B group and bulk sales business targeting government institutions, enterprises, corporate clients, team clients, and other institutional/B2B accounts. Explore and maintain local customers including but not limited to schools, sports clubs, training institutions, sports communities, tournament teams and event organizers. Independently handle local client inquiries, quotation, order follow-up, customer relationship management and payment collection, achieve local group sales targets, and drive steady growth of regional B2B business. The role should also build and manage a measurable sales pipeline and coordinate customization, commercial negotiation, and institutional procurement requirements where applicable.
II. Key Responsibilities
1. Group Customer Development
Develop local group customer resources such as Indonesian enterprises, schools, sports clubs, training institutions, tournament teams and government units, including corporate procurement/HR-GA contacts, sports communities and event organizers. Establish customer files, conduct regular follow-ups, explore repeat purchase and bulk order demands, and maintain stable core group customer resources. Proactively generate leads through client visits, referrals, networking, sports/community events, outbound prospecting and partnership opportunities.
2. Inquiry, Quotation & Order Follow-up
Handle group customer demand communication, product selection, size ratio confirmation, quotation, contract confirmation, order placement and production & shipment follow-up. Update order progress, delivery schedule and logistics information to ensure smooth order delivery. For customized teamwear/bulk orders, coordinate logo, nameset/number, artwork approval, samples, size breakdown, MOQ, production lead time and final delivery requirements.
3. Sales Target Achievement
Formulate personal sales plan according to monthly and annual group order KPIs, actively develop new bulk orders and achieve performance targets. Follow up order payment collection, control receivable risks and ensure capital recovery. Maintain an active opportunity pipeline and forecast, while monitoring conversion, net sales, gross margin, new-account acquisition, repeat orders and overdue receivables.
4. Market & Competitor Feedback
Collect local group market trends, customer demands, competitor pricing and promotion information, report regularly, and assist in optimizing group product portfolio, pricing and sales strategies. Identify relevant corporate, school/club, sports-event and public-sector procurement opportunities and share actionable market intelligence with the Sales Lead.
5. Merchandise & After-sales Coordination
Coordinate with internal merchandise and supply chain team to confirm stock availability, production schedule and delivery cycle for bulk orders. Handle after-sales issues such as exchange and size adjustment to ensure customer satisfaction. Ensure customized products, logo/nameset application, packing and delivery documentation meet the agreed customer specification before handover.
6. Sales Data & Account Management
Maintain group order ledgers, statistics daily and monthly inquiry, transaction, shipment and payment data, and submit regular sales reports with accurate data records. Maintain account/contact history, and provide weekly pipeline, forecast and collection-status updates.
7. Commercial Negotiation & Contract Discipline
Negotiate pricing, discount structure, MOQ, payment terms, delivery schedule and other commercial terms within the company approval matrix. Ensure deals protect approved margin, credit exposure and contractual requirements.
8. Field Sales & Key Account Relationship Management
Conduct regular face-to-face client meetings, presentations, product/sample demonstrations and account reviews across Jabodetabek and other priority regions. Build relationships with decision makers, users and procurement stakeholders to support repeat orders and long-term accounts.
III. Job Requirements
1. Minimum Diploma (D3) or Bachelor's degree (S1), or equivalent professional qualification, with 3-5 years B2B group sales and key account sales experience in the local Indonesian sportswear or apparel industry. Candidates with rich local market resources are preferred.
2. Familiar with group order process, quotation, order follow-up and payment collection; capable of independent customer development.
3. Fluent in both Bahasa Indonesia and English (required), capable of independent and full-process business communication with local government and enterprise clients. Speaker of Mandarin is a strong plus.
4. Result-driven, resilient under pressure, with excellent execution, business communication and customer maintenance skills.
5. Familiar with sportswear products, size systems and bulk order operation is preferred.
6. Strong commercial negotiation, presentation and stakeholder-management skills; comfortable dealing with procurement, HR/GA, school/club management, event organizers and business owners/decision makers.
7. Hands-on experience with customized apparel/teamwear orders (e.g., logo, nameset/number, size breakdown, sampling, MOQ and production lead time) is strongly preferred.
8. Willing and able to conduct frequent client visits and business travel within Jabodetabek and to other Indonesian cities/regions when required.
9. High integrity and strong compliance awareness, including adherence to company approval, anti-bribery and ethical business-conduct policies, especially when dealing with government/public-sector accounts.
