Assistant Manager/Manager, Business Development, Indonesia

Company Description

PALFINGER Asia Pacific (APAC) is the regional arm of the global PALFINGER Group, headquartered in Singapore and operating with more than 500 employees across China, India, Japan, South Korea, Indonesia, Vietnam, and Singapore. The company designs and delivers innovative lifting solutions for land and sea applications, with a strong focus on technology, digitalization, quality, safety, and service. Sustainability and flexible operations guide PALFINGER's approach to using resources responsibly and maintaining its promise of LIFETIME EXCELLENCE for customers. As part of a multinational group headquartered in Bergheim, Austria, PALFINGER runs 39 production entities and more than 5,000 sales and service centers in over 130 countries, offering broad international exposure and development opportunities for team members.

About the Role

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

Strategic Market & Project Development

• 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.

Customer & Relationship Management

• 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.
• Maintain long-term engagement through structured project follow-up, trade-ins, industry networking, and account-development activities.

Sales Execution & Technical Support

• 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.
• Coordinate internal and external stakeholders during pre-sales, tender, negotiation, and closing stages, including turnkey opportunities.

Market Intelligence

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.

Job Requirements

Education & Experience

• 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.
• Established networks across East Indonesia and relevant government, BUMN, EPC, or industry channels are highly advantageous.
• 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.

Skills & Competencies

• Strong negotiation, communication, and presentation skills.
• Ability to work under pressure and meet targets.
• Strong decision-making and problem-solving abilities.
• Proficient in Microsoft Office tools.

Other Requirements

• Mandarin proficiency is required to communicate with internal and external stakeholders.
• Willingness to travel frequently.
• Fluent in English (spoken and written).