Territory Manager, Functional Products – Indonesia, Thailand, and Vietnam

Stepan Company; Indonesia; On-site; IDR 1,056,338,000 - 2,112,676,000; Full time

Job summary

Stepan Company is seeking a Territory Manager to oversee customers in Indonesia, Thailand, and Vietnam, driving growth through strategic partnerships and value-driven solutions.

You will work with customers, distributors, and cross-functional teams to strengthen market presence, develop a sales strategy, and negotiate contracts while traveling frequently in Southeast Asia.

Qualifications

• More than 5 years in business, sales and management.
• Chemistry degree preferred; marketing qualifications are a plus.
• Experience in B2B sales, chemicals industry and surfactants.
• Strong negotiation and decision-making skills.
• Excellent interpersonal and teamwork abilities.
• Willingness to travel frequently within Southeast Asia.

Responsibilities

• Promote and sell Stepan products to existing customers and new prospects.
• Develop and implement a sales strategy for target customers and distributors.
• Negotiate new contracts and supply agreements.
• Manage opportunities from identification to commercialization.
• Build a robust pipeline for sustainable territory growth.
• Enhance skills through internal and external training programs.

Skills

Business development

Sales management

Negotiation

Interpersonal skills

Teamwork

Strategic planning

B2B sales

Education

Degree in Chemistry

Marketing qualification advantageous

Job description

The Territory Manager is responsible for managing customers across Indonesia, Thailand, and Vietnam while driving sustainable business growth through strategic customer partnerships, new business development, and value-driven solutions. This role works closely with customers, distributors, and cross-functional teams to strengthen market presence and support long-term business success.

Key Responsibilities

• Promote and sell Stepan products to existing customers and new prospects to achieve or exceed annual sales targets.
• Develop and implement a sales strategy for identified target customers and distributors.
• Negotiate new contracts and/or supply agreements.
• Opportunity management – from identification of opportunity to commercialization.
• Establish a robust projects & opportunities pipeline to ensure sustainable growth for the territory.
• Further develop sales, marketing, and personal skills through internal development programs and external training programs.

Customer Relationship Management

• Develop strong relationships with customers, distributors, and key stakeholders.
• Understand customer needs, challenges, and business priorities to deliver effective solutions.
• Conduct regular customer visits, presentations, and business reviews.
• Engage with decision-makers and influencers across customer organizations.
• Coordinate cross-functional resources to support customer relationships and business growth.
• Represent the company professionally while maintaining the highest standards of ethics, compliance, and safety.

Customer, Market & Product Knowledge

• Develop a sound understanding of the target industries including key technologies.
• Industry trends, market shares, etc; become recognized as an industry and territory expert.
• Develop a good understanding of customers’ business, products, manufacturing capabilities and needs, market position, culture, methods of doing business, etc.
• Identify and communicate customer requirements and new opportunities for our products.Develop a good understanding of our competitors and their products, strengths and weaknesses, strategic intent, etc.
• Become an active member and participant in key trade organizations and shows.
• Monitor competitive activities, market trends, and industry developments, and share relevant insights with internal stakeholders.
• Develop a good understanding of end-use applications and surfactant requirements.
• Develop strong technical knowledge of Stepan's product portfolio, applications, benefits, and customer requirements.

Strategic Growth

• Develop and execute territory growth strategies.
• Build and manage a strong pipeline of new business opportunities.
• Drive opportunities from prospecting to commercialization.Support business growth through market insights and customer engagement.

Qualifications & Experience

• Min more than 5 years of Business, Sales & Business Management experience
• Degree Qualified, Chemistry or relevant degree preferred, Marketing Qualification advantageous
• Experience within a sales and commercial environment B2B.
• Significant experience in chemicals industry, surfactants and knowledge of the markets
• Requires strong interpersonal skills and teamwork
• Proven record of negotiation skills, and decision making

Travel Requirements

• Willingness to travel frequently within Southeast Asia (approximately 40% or more) to support customers, distributors, and business development activities