Job description for Sales Manager at Harimas Prima
Position Overview
The Sales Manager – Machinery is a senior commercial leader responsible for driving sustainable revenue growth, building a high-performance sales team, and developing strategic market presence for Harimas Prima's Machinery client’s portfolio.
The Machinery portfolio covers but not limited to:
1. filling machine: sachet, stickpack, pillowpack, liquid, blister, stripping, capsule filling
2. cartoning machine
3. labeling machine
4. fluid bed dryer
5. coating machine
6. rapid mixer granulator machine
7. tablet press machine
The Sales Manager is solely accountable for the Machinery products and is responsible for both direct commercial contribution and the development of the sales team beneath them,
Scope of Work
1. Revenue Strategy & Commercial Leadership
- Own and exceed divisional sales targets for the Pharma Machinery portfolio, aligned with company-wide revenue objectives.
- Develop and execute annual and quarterly commercial strategies including territory mapping, pricing frameworks, and go-to-market plans.
- Oversee the full sales cycle across the team — from prospecting and qualification to negotiation, closing, and post-sale account retention.
- Establish and monitor sales forecasts, pipeline health, and KPI dashboards; provide regular reporting to senior leadership.
2. Team Leadership & Talent Development
- Lead, coach, and develop a team of Sales Executives – Machinery, ensuring consistent performance, skill development, and target achievement.
- Foster a high-accountability, results-oriented sales culture within the team.
- Recruit, onboard, and retain top sales talent in alignment with business growth needs.
- Serve as an escalation point for complex deals and client negotiations requiring senior-level engagement.
3. Strategic Business Development & Market Expansion
- Identify and capitalize on new business opportunities within the pharmaceutical manufacturing sector across Indonesia.
- Monitor market intelligence: competitor activities, pricing trends, regulatory shifts, and technology developments affecting the pharmaceutical machinery landscape.
- Represent Harimas Prima at industry exhibitions, trade events, and client forums.
4. Strategic Key Account Management
- Manage and grow a portfolio of high-value strategic accounts within the pharmaceutical sector, ensuring long-term partnership and revenue retention.
- Lead commercial negotiations including multi-unit deals, multi-year service agreements, pricing structures, and payment terms.
- Drive upselling opportunities across the Pharma Machinery portfolio to maximize account value.
- Ensure superior customer satisfaction and act as a senior escalation point for major client issues.
- Develop account plans with defined growth targets, relationship maps, and engagement strategies.
5. Cross-Functional Collaboration
- Collaborate closely with the Procurement team to ensure product availability, supplier alignment, and timely sourcing of machinery.
- Work with the Finance team on deal structuring, payment terms, invoicing accuracy, and credit approval processes to ensure a smooth business flow.
- Coordinate with the Operations team to ensure seamless order execution, delivery timelines, installation scheduling, and after-sales support.
Requirements:
Education & Experience
- Minimum 5–8 years of experience in B2B Sales within pharmaceutical machinery or related industrial equipment.
- Minimum 2–3 years in a Sales Manager, Team Lead, or Senior Sales role with direct reports.
- Demonstrated track record of consistently achieving or exceeding sales targets at both individual and team levels.
Technical & Commercial Competencies
- Deep product knowledge of pharmaceutical machinery and related equipment.
- Ability to interpret technical specifications and translate them into commercially viable proposals for pharmaceutical manufacturers.
- Strong command of B2B sales methodologies (solution selling, consultative selling, or equivalent).
- Proficiency in sales pipeline management tools.
Leadership & Soft Skills
- Proven leadership capability: ability to motivate, coach, and develop a sales team.
- Excellent commercial negotiation skills with experience in multi-stakeholder deal management.
- Strong presentation and communication skills, in both Bahasa Indonesia and English.
- High analytical capability: ability to interpret market data, pipeline metrics, and business performance.
- Strategic thinker with the ability to translate vision into actionable execution plans.
- Entrepreneurial mindset — thrives in a flat, fast-moving organization where ownership and initiative are valued.
Other Requirements
- Willing to be based in West Jakarta, DKI Jakarta.
- Willing to travel domestically or internationaly for client visits, site surveys, and industry events.
- The existing network within the pharmaceutical manufacturing industry in Indonesia is a strong advantage.
About Us
PT Harimas Prima was established in 2007 as a rapidly growing company built on top of quality, integrity, and dependability. Now, we have become the top player in the industry.
Our deep expertise lies in distributing pharmaceutical, food & beverage, and cosmetics packaging and machinery. With our partners, we are committed to working with our customers to give the best solutions to their needs. We are trusted by leading companies in their own industry, such as Gerresheimer, Pacific Tools, and many more, to deliver their products. With our comprehensive product offering, we strive to give end-to-end solutions to our customers.
Our mission
Deliver each service with the highest integrity, support, and timely manner. We aim to solve any problem, hand-in-hand with our customer.
Our vision
Being the top leader in distributing Pharmaceutical, Cosmetics, and Food & Beverage goods with the motto of “Excellence in Service, Expertise in Solutions.”
