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

At Veralto, we value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve.  Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.
 

Unsolicited Assistance

We do not accept unsolicited assistance from any headhunters or recruitment firms for any of our job openings. All resumes or profiles submitted by search firms to any employee at any of the Veralto companies, in any form without a valid, signed search agreement in place for the specific position, approved by Talent Acquisition, will be deemed the sole property of Veralto and its companies. No fee will be paid in the event the candidate is hired by Veralto and its companies because of the unsolicited referral.