Senior Service Sales Engineer, IR

Who we are:

Build your best future with the Johnson Controls team

As a global leader in smart, healthy and sustainable buildings, our mission is to reimagine the performance of buildings to serve people, places and the planet. Join a winning team that enables you to build your best future! Our teams are uniquely positioned to support a multitude of industries across the globe. You will have the opportunity to develop yourself through meaningful work projects and learning opportunities. We strive to provide our employees with an experience, focused on supporting their physical, financial, and emotional wellbeing. Become a member of the Johnson Controls family and thrive in an empowering company culture where your voice and ideas will be heard – your next great opportunity is just a few clicks away!

What you will do?

The IR Senior Service Sales Engineer plays a critical role in driving sustainable revenue growth for the IR Service Indonesia team, with a primary focus on Labour & Materials (L&M) Service Sales, followed by Retrofit Solutions, Digitalization Solutions, and PSA Contract Sales. This role is responsible for growing the installed base service portfolio, improving contract attachment rates, and delivering value‑based service solutions that enhance customer asset reliability, efficiency, and lifecycle performance. The position also supports the Sales Leader in achieving annual targets, expanding market penetration—particularly within the F&B and YPS segments—and providing mentorship to junior commercial team members when required.

How you will do it: 

A. Core Service Sales Responsibilities

Labour & Materials (L&M) Sales – Primary Focus

• Drive L&M service revenue through proactive engagement with existing and new customers.
• Develop preventative, corrective, and long‑term maintenance solutions tailored to customer needs.
• Present lifecycle cost savings, reliability enhancements, and risk‑mitigation benefits.
• Support contract renewals, scope adjustments, and pricing updates.
• Identify upselling and cross‑selling opportunities within and outside the installed base

B. Strategic Sales Responsibilities

Retrofit Sales

• Identify and drive retrofit upgrade opportunities to enhance customer assets (energy efficiency, performance optimisation, compliance, end‑of‑life replacements).
• Perform site assessments and collaborate with engineering teams for accurate technical scoping.
• Develop retrofit proposals that meet margin expectations and comply with technical and safety requirements.
• Support project execution handover and customer communication throughout retrofit delivery.

Digitalisation Sales

• Promote and sell digital service and technology solutions (monitoring platforms, optimisation tools, connectivity upgrades, analytics, etc.).
• Assess customer digital maturity and propose value‑based digital solutions aligned with operational goals.
• Develop digitalisation proposals highlighting ROI, performance improvements, and reliability benefits.
• Support customer adoption and long‑term utilisation of digital service offerings.

PSA Contract Sales

• Promote uptime‑focused PSA service agreements to key and strategic accounts.
• Improve PSA contract attach rates for both new installations and the existing installed base.
• Support renewals, scope expansions, and long‑term service partnerships.

C. OPERATIONAL & SUPPORT RESPONSIBILITIES

Sales Support

• Prepare quotations, pricing enquiries (internal/external), and technical proposals.
• Maintain accurate sales pipeline and job status updates in CRM.
• Engage customers before, during, and after the quotation process.
• Follow up on AR, PO, TOC, and other commercial documentation.
• Support regional offices and collaborate cross‑functionally to fulfil customer needs.
• Conduct market surveys, competitive analysis, and support marketing initiatives.
• Ensure all electronic documentation is complete and in compliance with approval requirements.
• Ensure timely delivery of parts and materials.

Operations Support

• Coordinate with service coordinators to resolve customer complaints.
• Monitor execution of service jobs, ensuring timelines and quality standards.
• Arrange the shipment of parts and manage in‑house tools/inventory.
• Manage subcontractors and onsite personnel where applicable.
• Develop job specifications, designs, calculations, and testing protocols.
• Coordinate planning, testing, and commissioning with site teams.
• Ensure installation is per project specifications and documentation is completed.

What we look for:  

Qualifications & Experience

• Diploma/Degree in Engineering (Mechanical, Electrical, Industrial, or related).
• Minimum 5 years of relevant experience in service/project execution or sales, preferably in industrial or oil & gas sectors.
• Experience in refrigeration, compressed air, cooling systems, or related industries is an advantage.
• Familiarity with digital service platforms or industrial IoT solutions is a plus.

Skills & Competencies

• Strong sales acumen with ability to articulate value‑based solutions.
• Systematic, detail‑oriented, and customer‑centric.
• Able to manage multiple tasks and deadlines.
• Dynamic, responsible, and able to work independently and cross‑functionally.
• Strong communication and presentation skills.