About Filtrona
Filtrona is the only global, independent market leader in the design, testing and manufacturing of specialist filter solutions and related scientific services. With a head office in Singapore, Filtrona has 9 manufacturing facilities across Europe, America, and Asia, together with 2 innovation centres, an accredited laboratory and a centre of excellence focused on sustainability. The company has over 2000 employees serving customers across 120 countries.
Our purpose is to support partners to transform and benefit from business growth; we succeed when they succeed. Our mission is to be a responsible, customer-focused innovation leader creating excellence in sustainable solutions for today and tomorrow.
For more information, please visit www.filtrona.com
Role and Responsibilities
This role is responsible for leading commercial expansion strategy initiatives to drive revenue growth, market penetration, and build long-term sustainable partnerships. This role is pivotal in aligning commercial goals with operational execution, especially in markets in SE Asia and Central Asia where relationship-building and solution selling are key.
Location:
This position is to base in Surabaya.
1. Regional Strategy & Market Development
- Driving profitable sales growth across the region by promoting Filtronas value proposition, retaining existing clients, and developing new business.
- Develop and execute business development strategies aligned with Filtronas objectives.
- Develop and execute tailored go-to-market strategies for GWS Asia
- Identify new customer, markets and partnership opportunities.
- Lead competitive analysis and market intelligence for our go-to-market strategies.
2. Revenue Growth & Pipeline Management
- Own, Build and Manage a robust sales pipeline from lead generation to closure.
- Collaborate with Commercial Excellence team and market sources to optimize lead conversion.
- Drive upselling and cross-selling initiatives across existing accounts.
- Drive YoY growth through new customer, market acquisition and expansion of existing accounts.
- Collaborate with regional commercial director and commercial account managers to align BD efforts with customer needs.
3. Partnership & Stakeholder Engagement
- Build and maintain relationships with key customers and industry stakeholders.
- Represent the company at industry events, conferences, and trade shows
4. Team Leadership & Cross-Functional Collaboration
- Lead and mentor a team of commercial account managers or executives.
- Work closely with marketing, product, finance, legal, supply chain, customer support and operations to ensure seamless execution of deals.
- Lead cross-border initiatives such as pricing, contract standardization, and compliance alignment.
- Build and foster internal commercial and cross-functional stakeholder relationship
5. Team Development & Succession Planning
- Mentor and develop Commercial Account Managers and customer support account leads.
- Support talent assessment and succession planning
6. Process Optimization
- Implement SFDC and sales automation tools to improve efficiency.
- Introduce best practices in proposal development and contract negotiation.
- Implement best practices on commercial leakage avoidance and service level guidelines management for customer accounts
Key Deliverables:
- Annual Budget, Customer Roadmap and GWS Business development plans
- Quarterly (3+9, 6+6, 9+3) plan reviews
- Weekly pipeline and customer, market, competitor key activity report
- Strategic partnership agreements and signed contracts.
- Market intelligence reports and competitor benchmarking
- Sales forecasts and pipeline dashboards.
- Post-deal/tender performance reviews and customer feedback reports.
- Key Customer engagement plans with measurable KPIs.
Qualifications and Education Requirements
- Bachelors degree (preferably in Engineering, Business, or Marketing).
- Minimum 10 years of industrial B2B technical sales experience.
- Strong analytical, presentation, and communication skills.
- Fluent in English and Bahasa
- Detail-oriented, self-motivated, and able to manage multiple priorities.
- Willing to travel frequently
- Strong understanding of sales, supply chain, and customer service processes.
- Creative and strategic thinker with a passion for business growth.
