Hendra Wijaya
Tangerang
Summary
Results-driven Sales and Marketing Professional with over 20 years of experience in B2C automotive sales, FMCG, and B2B industrial lubricants. Expertise in developing business relationships, managing key accounts, and designing training programs to enhance product knowledge and sales skills. Coordinates global project implementations while fostering effective teamwork and leadership.
Overview
1
1
Language
21
21
years of professional experience
Work History
Sales & Marketing Director
PT FUCHS Indonesia
South Jakarta, Indonesia
04.2024 - Current
- Developed and implemented sales strategies that resulted in a 15% year-on-year revenue growth.
- Built new business partnerships to drive customer acquisition and generate revenue.
- Negotiated high-value contracts with clients, ensuring mutual benefit and long-term partnerships.
- In charge of commercial policy regarding market management (Industry, mining, specialties, OEM, and automotive market), Implementation of distributor management system, key account and project management, stakeholder management for cross-functional coordination domestic and overseas, marketing strategy development, decision maker for business model direct and indirect supply to customers.
- Studied competitors to understand market, evaluate strengths and weaknesses and create a strategic roadmap for future.
- Created performance reports on sales, customers, purchases awareness and other growth metrics to identify targets met and set new goals for extended growth.
- Monitored performance metrics to adjust strategies and achieve sales targets effectively.
- Collaborated with the product development team to align offerings with market demands.
- Established pricing and delivery terms based on current market trends and costs.
- Developed short-term and long-term goals with team to build brand, improve rankings and drive business success.
Business Development & Specialties Director
PT TOTALENERGIES MARKETING INDONESIA
South Jakarta
04.2024 - 03.2025
- In charge of commercial policy regarding market management (mining, steel, energy, textile, cement, food, agriculture) & special fluids. Active involvement in the creation of lubricants & specialties sales budget, Long Term Plan, and handling execution of closing forecast. In charge of strategy of market segment sales development. Created and developed key account management for direct industrial customers. To manage and organize Route to Market of relevant segment. To cooperate with the Operation and Supply team for sales forecast to prevent overstock and manage WCR. Initiate ideas of marketing strategy, organize call of tenders and RFQ processes for big industrial customers. Continue developing the new segments of direct and indirect industrial markets. Managed relevant CAPEX, investments, and investment profitability. Development new product special fluid for Pesticide Organic in Agriculture segment. Developed EV charging project to align with government initiatives in renewable energy.
- Led team by example to align objectives with overall organisational strategy.
Head Of Key Account & Specialties
PT TOTALENERGIES MARKETING INDONESIA
South Jakarta, Indonesia
06.2018 - 03.2024
- Maximised customer engagement and satisfaction by delivering excellent customer service.
- Engaged with customers to better understand needs and deliver excellent service.
- Resolved customer queries and problems using effective communication and providing step-by-step solutions.
- Actively listened to customers to fully understand requests and address concerns.
- Identified issues, analysed information and provided solutions to problems.
- Trained and mentored employees to maximise team performance.
- Collaborated with team members to achieve target results.
Distributor Development & Market Insight
PT TOTALENERGIES MARKETING INDONESIA
South Jakarta
01.2017 - 05.2018
- Developed business strategies to enhance sales division and drive strategic business development. Executed rollout of DMS across all TOTAL distributors to improve operational consistency.
- Directed daily operations to achieve maximum efficiency and productivity.
- Developed strong relationships with retail partners to facilitate smooth product distribution channels.
- Managed inventory levels and placed orders to replenish stock, maintaining optimal product availability.
OEM Manager
PT TOTALENERGIES MARKETING INDONESIA
01.2016 - 12.2016
- Cultivated relationships with key account OEMs to enhance collaboration and support activities for existing accounts.
Regional Manager of Central Indonesia
PT TOTALENERGIES MARKETING INDONESIA
05.2015 - 12.2015
- Managing 3 Area Managers B2C for region of central Indonesia. Focus on sales strategies and objectives, improve distributor organisation capability to implement annual plan & distribution TE product.
Area Sales Manager for B2C of Lubricant
BRITISH PETROLEUM - PT CASTROL INDONESIA
05.2012 - 04.2015
- Managed and handled distribution Castrol MCO and PCMO product for Area Riau-West Java, South Sumatera-Jambi- Babel-Bengkulu, and only MCO product for Jakarta-Bekasi.
Assistant Area Sales Manager- Riau
PT UNILEVER INDONESIA
12.2008 - 04.2012
- Managed and handled distribution Unilever products in General trade and Modern Trade, expand coverage to all territories.
Senior Sales Executive
PT ASTRA INTERNATIONAL TBK-AUTO 2000
04.2005 - 11.2008
- Responsible to selling all product Toyota brand in Malang Area, Lead exhibition to provide booth for Toyota display and make sure all sales team got SPK from customers in the exhibition to meet their target selling units.
Education
BACHELOR - Public Administration
Brawijaya of University
Malang01-2003
Skills
- SALES MARKETING
- BUSINESS DEVELOPMENT
- LEADERSHIP
- TEAM BUILDING
- Strategic planning
- Customer relationship management
- Contract negotiation
- Sales forecasting
- Key account management
- Project management
- Cross-functional collaboration
- Stakeholder engagement
- Revenue growth strategies
- Strategic visioning
- Sales team motivation
- Decision making
- Marketing and sales strategies
- Business development
Language
English
Custom
- Successful for win the tender to some Chinese key account mining customers at IMIP in 2019 and IWIP in 2022.
- Successful for supply new partner OEM brand heavy equipment with Genuine Oil to Liugong Machinery Indonesia in 2022 and Global OEM Partnership with SANY Makmur Perkasa in 2023.
- Successful to supply some project 1st fill coal turbine power in PLTU Timor 1 and Sulut 1 in 2022-2023.
- Successful for start development Lubrilog product to Mining customer (BTIIG), Cement customer (Cemindo Bayah), and Global Account Valeo in 2023.
- Collaboration with TE Global marketing/TEMAPME and Technical Manager to develop new product focus Tixo Series for Knitting Oil application at Textile customers in 2023.
- Successful to start development Special Fluid product (Crop Protection) – Banole with new distributor Kodrati in 2022.
- Successful to start implementation 1 DC EV charging 24 kW at Setia budione Plaza Jakarta partnership with Hyundai in May 2024.
- One of the winner EV Charging station infrastructure CPO Mega project tender at OIKN New Capital City East Kalimantan (2024-04-01).
- Win first commissioning Harita smelter project with specialties lubricant product in 2025-08-01.
- Win mining tender for Darmahenwa project with FUCHS brand in 2026-02-01.
Timeline
Sales & Marketing Director
PT FUCHS Indonesia
04.2024 - Current
Business Development & Specialties Director
PT TOTALENERGIES MARKETING INDONESIA
04.2024 - 03.2025
Head Of Key Account & Specialties
PT TOTALENERGIES MARKETING INDONESIA
06.2018 - 03.2024
Distributor Development & Market Insight
PT TOTALENERGIES MARKETING INDONESIA
01.2017 - 05.2018
OEM Manager
PT TOTALENERGIES MARKETING INDONESIA
01.2016 - 12.2016
Regional Manager of Central Indonesia
PT TOTALENERGIES MARKETING INDONESIA
05.2015 - 12.2015
Area Sales Manager for B2C of Lubricant
BRITISH PETROLEUM - PT CASTROL INDONESIA
05.2012 - 04.2015
Assistant Area Sales Manager- Riau
PT UNILEVER INDONESIA
12.2008 - 04.2012
Senior Sales Executive
PT ASTRA INTERNATIONAL TBK-AUTO 2000
04.2005 - 11.2008
BACHELOR - Public Administration
Brawijaya of University