Oversee and integrate all four business segments within Indonesia to drive sustainable growth by maximizing cross-divisional synergies collaborating with regional segment leader in SEA. Key priorities include building robust relationships with State-Owned Enterprises (SOE) and government agencies, standardizing sales processes through Digital Transformation (DX), and elevating the sophistication of the distributor network, with the following qualifications:

TASKS, RESPONSIBLITIES & AUTHORITIES

Task and Responsibilities

1. Strategic Leadership & Business Synergy

• Segment Synergy Strategy: Analyse the technology and customer bases across the four business segments (Process & Environmental, Medical, Automotive, and Scientific) to strategically design and lead cross-segment solution proposals (e.g., Scientific x Automotive, Scientific x Environment).

• Strategic Planning: Scrutinize technological trends, macroeconomics, and local regulations (such as TKDN: Domestic Component Level requirements) to develop a comprehensive mid-to-long-term corporate roadmap.

• Resource Allocation: Optimize the allocation of budget, personnel, and investment resources based on the growth potential of each segment.

2. Key Account Management & Government Relations

• SOE & Government Engagement: Lead comprehensive "Top-to-Top" sales and strategic networking with State-Owned Enterprises (such as Pertamina, PLN, MIND ID) and government institutions (Ministry of Environment, Ministry of Health, etc.).

• Total Solution Approach: Move beyond single-product sales to build integrated value propositions for the HORIBA Group that align with Indonesia’s national priorities, such as decarbonization and healthcare advancement.

3. Modern Marketing & Sales Process Management

• Hybrid Marketing Strategy: Implement digital marketing initiatives—including webinars, SNS, and SEO—in addition to traditional physical exhibitions to establish a high-quality lead generation process.

• Structured Sales Management: Utilize CRM/SFA tools to introduce and embed a "structured sales process" (pipeline management), shifting away from person dependent sales reliance.

• Brand Positioning: Collaborate with distributors to establish and maintain HORIBA’s premium brand status within the Indonesian market.

4. Channel Partner & Service Excellence

• Partner Performance Management: Define clear KPIs for distributors regarding technical service, promotion, and inventory management, providing strong leadership and support to ensure budget achievement.

• Service Quality Control: Coordinate with technical service specialists to build and oversee an after-sales service framework that maximizes Customer Satisfaction (CS).

5. People & Organizational Development

• Global Collaboration: Liaise closely with Regional Technical Managers and overseas branches to facilitate the transfer of global-standard technology and knowledge to the local team.

• Talent Cultivation: Coach next-generation leader candidates and foster an organizational culture rooted in high professionalism and corporate ethics (the HORIBA philosophy).

Reporting Line

• Administrative/ Functional: President Director, PT HORIBA Indonesia

• Medical Diagnostics: PD, PT HORIBA Indonesia, HQ Global Segment Leader

• Other Segments: Regional Segment Leaders

Key Performance Indicators (KPIs)

• Revenue & Profit: Achievement of total sales and profit targets across all four segments.

• Cross-Segment Sales: Number of new projects secured through inter-segment collaboration.

• Key Account Growth: Market share expansion rate within targeted State-Owned Enterprises (SOEs).

• Digital Transformation: CRM implementation status and improvement in lead conversion rates.

• Distributor Scorecard: Improvement in performance scores for distributors' technical and sales capabilities.

Authority (Scope of Empowerment)

The General Manager Segment (GM Segment) holds the authority and bears the responsibility to exercise the following powers within the business operations of PT HORIBA Indonesia. Note: While the GM directly manages the Medical Diagnostics segment, they shall exercise authority over the other three segments through close collaboration with SEA Regional Segment Leaders. All critical strategic and financial decisions are subject to final endorsement by the local President Director.

1. Decision-Making & Collaborative Authority

• Operational Execution: Final decision-making authority over day-to-day operations for the Medical Diagnostics segment. For other segments, the GM leads the execution in alignment with Regional Segment Leaders' strategies.

• Sales Strategy & Governance: Authority to select target customers and propose the appointment or review of distributors. The GM has the authority to approve discounts based on the standard price list (within defined limits), ensuring consistency across all

segments.

• Resource Coordination: Authority to prioritize and propose the allocation of shared resources (personnel, demo units, and budget) across segments to maximize ROI, pending President Director’s approval.

2. Financial Authority

• OPEX Management: Authority to execute and approve expenditures for sales promotions (marketing, exhibitions, seminars) and travel expenses within the approved budget for the Medical segment, and coordinated budgets for other segments.

• PO & Contract Approval: Authority to approve Purchase Orders (PO) and operational contracts up to a specified amount, as defined by the company’s Levels of Authority (LOA) and endorsed by the President Director.

• Strategic Investment: Authority to draft and recommend budget requests for new business ventures or Capital Expenditures (CAPEX) to the President Director.

3. Personnel & Organizational Authority

• Direct Team Leadership: Full authority to set KPIs, conduct performance evaluations, and provide primary assessments for the Medical Diagnostics team.

• Matrix Collaboration: For the other three segments, the GM provides formal input on the performance and activities of local staff to the respective Regional Segment Leaders.

• Talent Acquisition: Authority to lead the recruitment process and recommend final candidates for all local segment roles to the President Director.

4. Representation & Relationship Authority

• Country Representation: Authorized to represent PT HORIBA Indonesia as the Country Business Head at high-level negotiations with State-Owned Enterprises (SOE), government bodies, and industry associations.

• Distributor Governance: Authority to monitor distributor compliance and lead corrective action plans across all segments to ensure a unified "One HORIBA" approach in Indonesia.

• Regional & Global Liaison: Authorized as the primary local point of contact to negotiate with SEA Regional Headquarters and Global Segment Leaders to secure necessary resources and support for the Indonesian market.

REQUIREMENTS: 

Educational & Professional Background

• Education: * Bachelor’s degree or higher in Engineering, Science, or Business Administration. (An MBA is highly welcomed.)

• Experience:

o 10+ years of Sales and Marketing experience in a multinational B2B environment in analytical & measurement instrument industry (e.g., Analytical Instruments, Medical Devices, Industrial Machinery, or Heavy Industry).

o Minimum of 5 years in a Management role, with a proven track record of overseeing multiple teams or managing cross-functional/departmental organizations.

o Proven success in high-level business negotiations and contract closures with Indonesian State-Owned Enterprises (SOEs) such as Pertamina, PLN, MIND ID, and various government agencies.

Essential Skills & Competencies

• Strategic Vision: Ability to take a "helicopter view" of the four-segment portfolio to determine priorities and optimize resource allocation.

• Structural Sales Management: Demonstrated experience in "Scientific Sales Management"—moving beyond traditional intuition-based methods to implement data driven processes using CRM, SFA, and KPI management.

• Digital Literacy: Capability to understand digital marketing (SNS, lead generation strategies) and effectively integrate these tools into the physical sales process.

• Leadership & Ethics: Strong leadership to inspire subordinates from diverse backgrounds, coupled with the high ethical standards (Compliance) essential for a global multinational corporation.

• Communication & Logic: Fluency in English (Business Level) and Bahasa Indonesia. Must possess the logical thinking skills required to engage in high-level discussions and negotiations with Regional Headquarters (RHQ) and Global Headquarters (HQ) in Japan.