Job Description – Territory Manager (Sales)

Position Title

Territory Manager – Sales

Location

Malaysia

Position Summary

The Territory Manager is responsible for driving revenue growth, market penetration, and customer acquisition within the assigned territory. The role focuses on developing strategic relationships with customers across the Hospitality, Food & Beverage (F&B), Food Service, Chemical Manufacturing, and Industrial sectors, while promoting cleaning equipment, hygiene solutions, chemicals, and related services.

The successful candidate will possess a strong commercial background, proven sales leadership capabilities, and experience managing complex sales cycles involving capital equipment, consumables, and service contracts. Experience with cleaning machines, industrial equipment, hygiene solutions, or related industries is highly desirable.

Key Responsibilities

Sales & Business Development

• Develop and execute territory sales plans to achieve revenue, profitability, and market share targets.
• Identify and pursue new business opportunities within hospitality, food service, manufacturing, and commercial sectors.
• Build a robust sales pipeline through prospecting, networking, and customer referrals.
• Manage the complete sales cycle from opportunity identification to contract negotiation and closing.
• Drive sales of cleaning equipment, chemicals, consumables, and associated service solutions.

Key Account Management

• Develop strong relationships with key decision-makers, including Operations Managers, Procurement teams, Facility Managers, and C-level stakeholders.
• Create strategic account plans to grow existing customers and maximize share of wallet.
• Ensure high customer satisfaction and retention through proactive engagement and service excellence.
• Conduct regular business reviews and identify expansion opportunities.

Territory Management

• Analyze market trends, customer needs, and competitive activities.
• Prioritize accounts and sales activities to maximize business impact.
• Monitor performance against sales targets and provide regular business forecasts.
• Maintain accurate customer and pipeline records within CRM systems.

Cross-Functional Collaboration

• Work closely with service, marketing, technical support, and supply chain teams to deliver customer solutions.
• Collaborate with regional and global stakeholders to support strategic initiatives.
• Participate in product launches, customer demonstrations, exhibitions, and industry events.

Commercial Excellence

• Develop and present compelling proposals and business cases.
• Negotiate pricing, contracts, and service agreements.
• Ensure compliance with company policies and commercial governance requirements.
• Drive profitable growth through effective account and margin management.

Required Qualifications

• Bachelor's Degree in Business, Marketing, Engineering, Chemistry, Hospitality Management, or related field.
• Minimum 5–8 years of B2B sales experience with a strong commercial track record.
• Proven experience managing territories and achieving sales targets.
• Experience selling capital equipment, industrial solutions, chemicals, hygiene products, cleaning equipment, or related solutions.
• Strong negotiation, presentation, and relationship management skills.
• Experience working with CRM tools and sales forecasting processes.
• Excellent communication skills in English; additional local language skills are advantageous.

Preferred Industry Experience

Candidates with experience in one or more of the following industries will be highly regarded:

• Hospitality
• Hotels & Resorts
• Food & Beverage (F&B)
• Food Service / Catering
• Chemical Manufacturing
• Industrial Cleaning & Hygiene Solutions
• Facility Management
• Commercial Cleaning Equipment
• Heavy Equipment / Cleaning Machines
• Manufacturing & Industrial Operations

Preferred Candidate Profile

An ideal candidate will have:

• Experience working in a global corporate or multinational environment.
• Strong understanding of hygiene, sanitation, and operational efficiency requirements within hospitality and food-production environments.
• Experience selling solutions rather than products, including equipment, chemicals, and service contracts.
• Demonstrated success in managing key accounts and developing long-term customer partnerships.
• Ability to work independently while collaborating across regional and global teams.
• Entrepreneurial mindset with strong business acumen and customer focus.

Key Competencies

• Strategic Selling
• Account Management
• Territory Planning
• Business Development
• Commercial Negotiation
• Customer Relationship Management
• Financial Acumen
• Solution Selling
• Market Analysis
• Cross-Functional Collaboration
• Results Orientation
• Executive Presence

Success Measures

• Achievement of annual sales and profitability targets.
• Growth of strategic accounts within the territory.
• New customer acquisition and market penetration.
• Customer retention and satisfaction.
• Pipeline growth and forecast accuracy.
• Successful execution of territory business plans.

Reporting To: Sales Manager / Country Manager / Commercial Director (as applicable).