Pungky Purboyo

In charge to develop several areas : New Product Development, New Product Sales, Specifier, Technical Support & Channel Development.

New Product Development (NPD)

· Manage each stage during NPD, from ideation – feasibility study – product manufacturing – launch & post launch.

· 11 new products in existing pipe line to be developed, 12 products in launched status, cover for project & retail market

· Intensive development with overseas business partner : Ke Kelit (Austria), Maezawa (Japan), Syfon (Australia) & Aco (Germany)

New Product Sales (NPS)

· Lead push penetration to the market for launched products in project sector : PVC-O, Syphonic System, Jacking Pipe, Access Fitting

· New business development : Retail project – focus in ppr penetration on small to medium contractors

Specifier

· Focus penetration to consultant especially for new products.

· Make sure Rucika as recommended brand on targeted projects

· Conduct activities to increase consultant awareness & engagement

Technical Support

· Pre Sales : support sales team with design, technical assistance

· After Sales : product & application training, complaint handling

· Conduct certification activity for targeted customers & maintain the database

· Software development to increase big gap service level with competitors

Channel Development

· Support sales with regular evaluation data & recommendation action plan

· Develop CRM application & sales dashboard

• In charge in developing plastic pipe (PVC, PVC-O, HDPE, MDPE) business (Rp.495bio revenue) in government market.
• Managing a sales team (2 Regional Sales Managers, 6 Area Sales Managers) through partners (15 authorized distributors & several distributor candidates).
• As principal, our major tasks are leading & supporting the partners to penetrate the market.

- Leading – especially to open new market / area / channel.

- Supporting – further assistance to partners regarding sales, marketing & technical matters.

• During 1st 2 years assignment, I also in charge to develop non government market with 2 main objectives : maintain our existence in several targeted sector / market and open new market (plantation & shrimp farm)

Achievement :

• Proven resilience in business : 8% sales growth in 2020 (1stpandemic year) & 37% sales growth in 2021 (hardest 2nd pandemic year).
• Successfully contribute margin growth 94% (Rp.39,18bio) in 2019 during low government projects along Presidential election year.
• Successfully win 1 biggest project in 2019 for new product (PVC-O) : PT. Muria Sumba Manis (sugarcane farm in NTT), 1.139 ton (Rp.3,4bio). Note : 215 ton average yearly sales
• Maintain sustainable sales growth (56% in 3 years) for 1 new product (PVC-O)
• Successfully win 1 biggest project in 2021 for regular product : SPAM Kampar – Riau, 6K ton (Rp.156bio). Note : regular average government project : 100-150 ton (estimate Rp.4.5bio) / project.
• Successfully promote 1 person become Regional Sales Manager in 2019.

• In charge in developing cleaning equipment business (Rp.107bio ) in non government & government market.
• In charge to set up & execute business plan with 2 main objectives : sales & margin revenue growth.
• Managing a team (2 business development staff, 7 product specialist, 1 admin staff)
• Experienced to manage business relationship with several foreign principals (Karcher – Germany, Nilfisk – Denmark, Cyclone – USA, Schmidt – Germany)

Leading internal teams :

• For several special projects : big value projects, specific requirement projects & custom projects
• For better service level to customer : pre sales (excellence product demo), after sales service, product warranty & proactive customer care program.
• For better supply chain management : order forecasting, improve stock level management.
• For better brand awareness : focus on below the line activities to create needs (technical, risk & cost benefits)

Achievement :

• · Maintain sustainable sales growth : average 25% within 3 years

Successfully win several big projects :

• Cyclone Runway Rubber Removal Truck project @ PT. Angkasa Pura II (Soekarno Hatta Airports) in 2013 – 2 units (Rp.23bio). Note : most world wide airports only have 1 rubber removal truck.
• Nilfisk Industrial Vacuum project @ PT. Nestle Indonesia in 2015 – 25 units, Rp100mio/unit, ATEX (explosion proof vacuum cleaner) application. Note : previously Nestle use Rp.25mio/unit
• Schmidt Road Sweeper truck project @ PT. Jasa Marga Tbk in 2017 – 2 units (Rp.9,3bio).

Note : This project change Jasa Marga policy (previously done by outsource)

• Experience in tissue product development for industrial & hospitality market
• Minor & major product development
• Custom projects to suit customer requirements

Achievement :

• Successfully to run outsource vendor to increase production capacity
• Develop tissue holder as additional benefit to customer
• Product streamline project to increase 15% production efficiency

• Experience to develop Set up & monitoring product development and value engineering activities for refrigerator & freezer products
• Material cost set up & monitoring
• Lead part localization projects : set up procedures, price estimation method, vendor evaluation & project execution

Achievement :

• Launch 2 new face lift product
• 15% material cost down by localization & value engineering activities

• Major task : Estimate project value to be submitted to project owner
• Cost negotiation with supplier
• Material arrangement to support project site

Achievement :

• Successfully to support M&E works in Puspitek Serpong, Jakarta