Anang Prajangka

Rentokil Indonesia is a multinational company who manage about 40,000 customers in several segment of B2B and B2C . Operation team is spreading in 70 locations consist of high productive and motivated team by enhancing the continuous improvement and innovation to reach best quality for pest control and hygiene services

Manage end user directly and closed relationship with stakeholder chain in the organization for achieving the both side objective at company and customer. Enjoy selling to my customer, but managing these account is even more satisfying although still love the selling part . Listen, learn and collaborate with all party to find the solution are prime way of working. The challenge is in working out what the customer might need to help them move their business forward. Advance to lead 2 Key Account Managers in the team for building relationship with upper level decision maker at PT HM Sampoerna Tbk , PT Gudang Garam Tbk , PT Cargill Indonesia Tbk , PT Frisian Flag , PT Suntor, PT Farpoint (Gunung Sewu Group) ,PT Duta Anggada , PT Sampoerna Startegic Square , PT Pondok Indah Group, PT Colliers Indonesia. Verifable result : • Benchmark of Energy Lighting saving project in manufacturing segment will be rolled out in other country location • Built acquisition pipeline and relationship with Key Account

TP&S is about design, delivery (Supply, Install, Testing, Commissioning) & maintenance of total lighting system for new/ renovation projects through : - Deep understanding of the customer through relationship & trust - Design solution that is “the best” from customer’s perspective, give them exactly what they want - Organize to deliver on our promise - Drive internal resources to focus on the market Main Objective : Gain & Maintaining project value and margin as per target Managing Process : - pre sales : site survey , bid management , proposal & contract agreement with end user - Project Management to ensure execution as per contract agreement for customer satisfying . - After sales services as per the work agreement/contract with customer.

1. To set up the Annual, Quarterly and Monthly Sales Target for each Distributor within his Sales territory in line with the National Sales Budget and Growth objectives 2. To gear up and directing the Distributors in achieving their sales target and assisting them in general way to develop market. 3. To keep monitoring and following up of the Distributor A/R situation and ensure that all payment to Philips is made on time, no overdue. 4. To supervise Sales operation, control the selling expenses in line with the given Budget. 5. To organize and give appropriate guidelines on the operational of the RSM and DM 6. To recommend any personal recruitment, mutation, training and promotion 7. To organize an implementation of any Sales Promotion activities as alignment with marketing Management. 8. Together with the Regional Sales Manager and Distributors to initiate and conduct Market development activities throughout all type of outlets and customers. 9. Together with Regional Sales Manager to select the candidates for distributors in his Region in accordance to the profile criteria set up by commercial management. Give recommendation to commercial Management for termination or replacement of distributors within territory whenever necessary. 10.To assist the Regional Sales Manager , Distributor Manager and distributors in implementing the Marketing and Sales Promotion programs either it is a National or locally designed. 11.To analyze the market situation, monitor competitor activities, recommend and propose any necessary action accordingly

Develop market for combining Philips and OEM product. Create demand of end user by key account management approach. Promoted to lead 5 Key Account Managers who was together with OEM partners go directly to end user and approach project stakeholders for getting high win rate project. Success story : • First LED Philips lighting project reference in the Philips Lighting worldwide • Re – establish market leadership against major competitors by implemented 2 sided key account management both end user and OEM partners

Lead 4 Project Coordinators who managed project dealers at several big cities in Java. Involved in all project phases such as plan, design, execution and commissioning. Establish and maintain relationship with all commercial building stakeholders such as owner, specifier/ consultant & contractor. Win Project : Icon Office building lighting project with 30 floor at the Golden Triangle embassy district Jakarta

Build a new lighting division who focus on Lighting maintenance and upgrade in office building, industrial, hotel, mall , retail, shop, hospital, school, apartment and other end user. Close and strengthen relationship with person or association of influencer for lighting maintenance and upgrade that is owner, engineering / maintenance, purchasing & building management. Take lead 8 Philips Area Sales Managers who manage 25 distributors in the National scope. Representative achievement : • Set up and start a new sales channel with objective establishing long-term business growth and building a top performing team both principal and distributors to drive achievement of objective • Grew business an average 20% for 4 straight years