Territory Manager – Sales
LocationMalaysia
Position SummaryThe 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 ResponsibilitiesSales & 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.
- 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.
- 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.
- 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.
- 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.
- 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.
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
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.
- 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
- 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).
Skills Required
- 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, or cleaning equipment
- Strong negotiation, presentation, and relationship management skills
- Experience working with CRM tools and sales forecasting processes
- Excellent communication skills in English
- Local language skills (advantageous)
- Preferred industry experience: Hospitality, Hotels & Resorts, F&B, Food Service, Chemical Manufacturing, Industrial Cleaning, Facility Management, Commercial Cleaning Equipment, Heavy Equipment
- Experience working in a global corporate or multinational environment
Solenis Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Solenis and has not been reviewed or approved by Solenis.
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Healthcare Strength — Healthcare coverage includes medical, dental and vision options, and a 90/10 plan is available in at least one location. Wellness tools and plan variety indicate competitive medical support.
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Retirement Support — Retirement programs include a 401(k) with employer match and tenure-linked contributions, alongside company-funded pension elements in some regions. These components suggest meaningful long-term savings support.
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Wellbeing & Lifestyle Benefits — Wellbeing initiatives span physical, emotional, social and financial health via a global EAP and a wellness platform with activity-based rewards. Site-specific amenities such as gyms, recreation and creche services further reinforce lifestyle support.
Solenis Insights
What We Do
Solenis is a leading global producer of specialty chemicals focused on delivering sustainable solutions for water-intensive industries, including consumer, industrial, institutional, food and beverage, and pool and spa water markets. Owned by Platinum Equity, the company’s product portfolio includes a broad array of water treatment chemistries, process aids, functional additives, and cleaners and disinfectants, as well as state-of-the-art monitoring and control systems. These technologies are used by customers to improve operational efficiencies, enhance product quality, protect plant assets, minimize environmental impact, and create cleaner and safer environments. Headquartered in Wilmington, Delaware, the company has 69 manufacturing facilities strategically located around the globe and employs a team of over 16,100 professionals in 130 countries across six continents. Solenis is a 2024 Best Managed Company Gold Standard honoree, recognized four years in a row. For additional information about Solenis, please visit www.solenis.com or follow us on social media
