Head of Sales (Mining)

A leading industrial solutions organisation is seeking a Head of Sales – Mining to accelerate the growth of its Mining & Energy business in Indonesia. This is a newly created strategic leadership role focused on transforming the current go-to-market approach, developing direct customer opportunities and significantly expanding market share.

What you'll do:

As Head of Sales – Mining, you will lead the commercial development of the Mining business across Indonesia, with a particular focus on expanding the company's presence in a currently underpenetrated market.

You will shift the sales approach from predominantly distributor-driven transactions towards direct engagement with mining customers, project development and opportunity creation. Distributors will remain an important extension of the business, supporting product delivery and execution rather than being the primary source of demand.

This role requires a strategic, broad-minded commercial leader who can identify where the market is heading, build relationships with senior stakeholders and translate market opportunities into sustainable revenue growth. Frequent travel, particularly to mining regions in Eastern Indonesia, will be an important part of the role.

• Develop and execute a long-term commercial strategy to significantly grow the Mining business and work towards doubling its current business size.

• Identify and develop direct opportunities with mining customers, moving beyond a predominantly distributor-led sales model.

• Build relationships with senior decision-makers across mining companies and identify opportunities for projects, applications and long-term partnerships.

• Develop customer-led opportunities and convert them into qualified projects, working with internal technical and commercial teams through the sales process.

• Reposition distributors as strategic execution partners who support customer opportunities and product delivery rather than relying on them solely to generate demand.

• Develop strategies to convert existing competitor accounts and capture new customers within Indonesia's mining sector.

• Map the Mining market, identify high-potential accounts and segments, and prioritise resources towards the most commercially attractive opportunities.

• Leverage the organisation's established capabilities and market position in Energy, which already represents approximately 10–15% of the business, to identify relevant opportunities and cross-sector synergies.

• Build and strengthen relationships with distributors, customers, technical specialists and regional/global stakeholders to create a broader commercial ecosystem.

• Lead complex negotiations and strategic customer discussions, ensuring opportunities are commercially viable and aligned with long-term objectives.

• Develop a high-performing sales team with stronger customer-facing, project-development and business-development capabilities.

• Coach team members to move from transactional order-taking towards proactive opportunity creation and strategic account development.

• Establish clear performance standards, pipeline discipline and accountability across the sales function.

• Monitor market developments, competitor activity and customer investment plans to identify new opportunities and anticipate changes in demand.

• Champion the commercial transformation required to establish a more sustainable and customer-led Mining business model.

• Travel extensively within Indonesia, particularly to Eastern Indonesia, to develop customer relationships and understand market opportunities firsthand.

What you bring:

To succeed in this role, you will bring significant commercial experience within the Mining and Energy sectors, ideally having worked in a market-leading organisation where you have developed strategic accounts, projects and new business opportunities.

The client is looking for someone with a broad commercial perspective rather than a purely operational sales profile. You should be comfortable challenging an existing business model, developing a market strategy and personally engaging senior customers to create opportunities.

• Proven commercial experience within the Mining and Energy sectors is essential, with strong understanding of the Indonesian market.

• Track record of developing new business, strategic accounts or projects within Mining and/or Energy.

• Experience building business through direct customer engagement, rather than relying solely on distributors.

• Strong understanding of distributor management and the ability to transition distributors into strategic partners within a customer-led sales model.

• Demonstrated ability to develop and execute a strategic commercial plan with clear revenue and market-share objectives.

• Experience identifying underpenetrated markets and converting market opportunities into sustainable business growth.

• Proven ability to build relationships with senior stakeholders within mining companies and other major industrial organisations.

• Strong strategic and broad commercial vision, with the ability to connect market trends, customer needs and organisational capabilities.

• Demonstrated success in winning new customers and/or taking significant share from established competitors.

• Experience leading, coaching and developing sales teams through periods of commercial change or transformation.

• Ability to challenge existing practices constructively and establish stronger standards of accountability and execution.

• Strong analytical and commercial judgement, with the ability to prioritise opportunities based on market potential and business value.

• Resilient and persistent approach to long-cycle sales, complex projects and challenging customer negotiations.

• Excellent interpersonal and stakeholder-management skills across customers, distributors, technical teams and internal leadership.

• Any Bachelor’s degree is acceptable; technical or commercial education is advantageous.

• Willingness to travel extensively within Indonesia, particularly to mining locations in Eastern Indonesia.

What sets this company apart:

This organisation is an established leader in industrial solutions with a strong market position in Energy and an opportunity to build a significantly larger presence in Mining.

The business is now entering an important phase of commercial transformation. Rather than simply expanding distributor sales, the organisation is investing in a more customer-led model that creates opportunities directly with end users and develops projects together with its distributor and technical partners.

This gives the successful candidate considerable scope to shape the Mining strategy, develop new customer relationships and build the commercial engine for future growth.

What's next:

If you are a strategic Mining and Energy commercial leader who enjoys building markets, developing direct customer opportunities and transforming the way a business goes to market, this role offers the opportunity to shape the next phase of Mining growth in Indonesia.

Apply today by clicking on the link provided.

Due to the high volume of applications we are experiencing, our team will only be in touch with you if your application is shortlisted.