Account Head (Sales) Sangatta

Company Description

PT. Serasi Autoraya (SERA), a subsidiary of PT. Astra International Tbk, provides transportation, pre-owned car, and logistics solutions for corporations across Indonesia. With more than 34 years of experience, SERA has grown from a car rental provider into a comprehensive transportation solutions company. Its core business lines include TRAC – Astra Rent a Car for integrated transportation services, IBID-Balai Lelang Serasi for pre-owned car sales, and SELOG for logistics services. SERA is committed to sustainable growth, developing human capital and products, and upholding strong ethics and safety culture. The company's mission is to deliver optimal customer satisfaction by offering reliable and tailored solutions in its three service areas.

Role Description

The TRAC Account Head (Sales), onsite role based in Sangatta, East Kalimantan area. This role is responsible for developing new business and growing key corporate accounts by providing transportation and fleet solutions that meet customers operational needs.

The Account Head will manage the end-to-end commercial process, from prospecting and opportunity identification to proposal development, negotiation, deal closure, account development, and performance monitoring. The role will also work closely with internal teams to ensure effective service delivery and sustainable account profitability.

• Develop and execute sales plans to achieve revenue, new business, and account growth targets.
• Identify and pursue new business opportunities through prospecting, market mapping, networking, and competitor analysis.
• Manage and strengthen relationships with existing and potential corporate customers.
• Understand customers operational requirements and recommend suitable transportation and fleet solutions.
• Identify opportunities for account expansion, renewal, cross-selling, and additional business.
• Prepare sales proposals, commercial calculations, quotations, and other supporting commercial documents.
• Conduct product presentations, commercial negotiations, and contract discussions, including Service Level Agreements (SLA), in accordance with company policies.
• Manage the end-to-end sales pipeline from lead generation through negotiation and deal closure.
• Monitor account performance, revenue achievement, commercial performance, contract implementation, and customer satisfaction.
• Review account performance and identify trends, risks, and opportunities to support commercial decision-making.
• Conduct regular customer visits and business reviews to strengthen relationships and identify future business opportunities.
• Coordinate with Operations, Fleet, Finance, Legal, Procurement, and other related functions to ensure service delivery meets customer requirements.
• Follow up on outstanding customer payments as part of overall account management.
• Prepare regular sales reports, pipeline updates, account performance reviews, and business forecasts for management.

Qualifications

• Bachelor's degree in any field with a minimum GPA of 3.00 out of 4.00.
• Minimum 2-3 years of experience in B2B Sales, Business Development, or Account Management is a must.
• Experience in transportation, automotive, fleet rental, logistics, mining, industrial services, or related industries will be an advantage.
• Proven ability to achieve sales targets, manage sales pipelines, and develop new business opportunities.
• Strong commercial and analytical skills, with the ability to evaluate account performance, identify business trends, and develop appropriate solutions.
• Strong customer relationship management and solution-selling capabilities.
• Good negotiation, communication, and presentation skills in Bahasa Indonesia and English.
• Able to understand commercial calculations, contracts, and financial performance of customer accounts.
• Proactive, target-oriented, resilient, and comfortable working in a dynamic business environment.
• Strong self-management, time management, and cross-functional collaboration skills.
• Willing to conduct regular customer visits and travel for business purposes as required.
• Willing to be based in Sangatta, East Kalimantan, and open to assignment or relocation to other TRAC branches across Indonesia based on business needs.