Territory Sales Manager - Thailand & Indonesia, Digital Flexo Solutions

About the Role

We are seeking a high-potential, commercially driven Territory Sales Manager to lead and expand Esko’s Digital Flexo Solutions business in Indonesia and Thailand. This position is designed as a strategic feeder role into the Southeast Asia commercial leadership pipeline, offering exposure to multi-country business management, channel leadership, and strategic account development. The role requires strong capability in operating within partner-led and relationship-driven markets, balancing direct engagement with key accounts and effective distributor/channel management.

Leadership Development Opportunity

This role is intentionally structured to build future SEA leaders by providing:

• Ownership of two high-growth, strategically important markets
• Hands-on experience in territory P&L mindset and commercial execution
• Exposure to regional leadership, cross-functional collaboration, and global stakeholders
• Opportunity to lead channel transformation and capability building
• Development in strategic account management and complex solution selling

High performers in this role will be well-positioned for broader Southeast Asia or regional leadership responsibilities.

This Role Offers You the Opportunity To:

• Drive business growth in Indonesia and Thailand, two of Southeast Asia’s largest packaging markets
• Lead a hybrid model of direct sales and distributor/channel execution
• Build strong relationships with leading converters, trade shops, and industry stakeholders
• Position high-value capital equipment and integrated workflow solutions
• Contribute to shaping Esko’s long-term strategy in Southeast Asia

Key Responsibilities

Territory Leadership (Indonesia & Thailand)

• Own and execute country-level commercial strategies aligned with regional growth priorities
• Deliver on revenue, bookings, and profitability targets
• Build and maintain a strong, sustainable sales pipeline

Channel & Distributor Management

• Manage and develop distributors/agents in Indonesia and Thailand
• Drive structured partner engagement through joint business planning, pipeline reviews, and performance tracking
• Strengthen partner capability in selling capital equipment and solution-based offerings
• Identify and onboard new partners to expand market coverage where needed

Customer & Industry Engagement

• Develop deep relationships with key stakeholders across converters, trade shops, and packaging ecosystem players
• Leverage and expand a robust local industry network
• Represent Esko in industry forums, trade events, and customer engagements

Capital Equipment & Solution Selling

• Lead full-cycle sales of Digital Flexo solutions (CDI, XPS, software, services)
• Manage complex sales cycles involving technical validation, ROI-based selling, and multi-level decision processes
• Position Esko as a partner in digital transformation and productivity improvement

Cross-Functional & Regional Collaboration

• Collaborate closely with regional and global teams (applications, service, marketing)
• Ensure alignment between local execution and regional/global strategy
• Maintain strong discipline in forecasting, CRM usage, and territory planning

We Are Looking for a Professional Who:

• Demonstrates leadership potential and ambition to grow into a broader regional role
• Understands the business culture and relationship dynamics of Indonesia and Thailand
• Is effective in managing indirect and channel-driven sales models
• Has strong commercial ownership, resilience, and execution discipline
• Can influence stakeholders across different cultures and organizational levels
• Is willing to travel extensively within the region

Education & Experience

• Bachelor’s degree or equivalent experience
• Proven track record in selling capital equipment, preferably within printing, packaging, or industrial sectors
• Demonstrated success in channel/distributor management in Indonesia and/or Thailand
• Strong, established industry network within Flexo, packaging, or related industries
• Experience in solution selling, including:
  • Managing complex, multi-stakeholder sales cycles
  • Driving technical and commercial alignment
  • Delivering consistent revenue growth
• Understanding of Flexo workflows and packaging production environments is an advantage

Success Metrics (Indicative)

• Territory bookings and revenue growth
• Pipeline coverage and conversion rate
• Channel partner productivity and engagement
• Strategic account penetration and expansion
• Contribution to regional initiatives and leadership readiness