Strategic Project Account Executive

The Strategic Project Account Executive is responsible for developing and securing project opportunities from early-stage influence through project conversion. The role combines specification, technical, commercial, and account management capabilities to drive project lock-in, improve win rate, and convert project opportunities into business growth.

The Strategic Project Account Executive serves as the primary account owner for assigned project stakeholders and is responsible for building relationships, influencing specifications, providing technical and commercial recommendations, and ensuring project conversion. The role owns project development from early-stage specification through commercial conversion, ensuring stronger project lock-in and account growth.

• Develop and maintain relationships with developers, architects, consultants, contractors, and applicators.
• Develop annual account plans and growth strategy for assigned strategic accounts.
• Increase relationship rating and account penetration.
• Identify and unlock new project opportunities.
• Improve project win rate through stronger account penetration and early-stage engagement.
• Create and maintain healthy project pipeline.
• Monitor project progression from design stage through execution.
• Ensure project data accuracy and reporting compliance.
• Drive pipeline quality and conversion readiness.

• Influence specification at design and planning stage.
• Conduct product presentations, technical briefings, colour consultations, and mock‑up activities.
• Recommend coating systems and technical solutions based on project requirements.
• Drive specification and colour lock‑in prior to tender stage.

• Lead commercial and value‑based discussions to improve project competitiveness and secure conversion.
• Collaborate with sales team to improve project competitiveness.
• Drive commercial discussions and support project conversion.

• Ensure specification converts into actual purchase.
• Work closely with sales teams, stores, and project stakeholders.
• Follow up projects until purchase and execution stage.
• Support issue resolution to improve project conversion.

• Collaborate with store project sales teams to identify and follow up project opportunities.
• Support project conversion and offtake capture through store network.
• Strengthen project visibility and customer engagement at store level.

• Ensure compliance with company policies.
• Maintain CRM and pipeline data accuracy.
• Monitor key business KPIs including:
  • Win Rate
  • Relationship Rating
  • Conversion Rate
  • Account Growth

• Education:
  
  Bachelor's degree in Architecture, Engineering, Business, Marketing, Management, or related disciplines.
• Experience:
  
  Minimum 5–10 years in specification, project sales, account management, construction materials, building materials, or paint industry.
• Leadership
  
  Experience:
  
  Leading cross‑functional projects is preferred.
• Channel Knowledge:
  Solid understanding of project stakeholders, including developers, architects, consultants, contractors, and applicators.
• Functional
  
  Skills:
  
  Strategic Account Management, Business Development, Specification Selling, Commercial Negotiation, Project Portfolio Management, Leadership.
• Mobility:
  Willing to travel extensively across Indonesia.
• Project Account Management:
  Proven experience in specification, technical presentation, account management, and commercial engagement within project‑based businesses.