Channel and Territory Manager

SalesWorks; Kuala Lumpur; On-site; MYR 70,000 - 100,000; Full time

Job summary

A dynamic growth-driven company based in Kuala Lumpur is seeking a Channel and Territory Manager to drive growth through territory development and operational excellence. The ideal candidate will have experience in managing teams, strong negotiation skills, and the ability to deliver strong commercial outcomes. Responsibilities include exploring sales opportunities, managing site operations, and providing strategic insights to optimize market performance. This role offers a competitive opportunity to lead a dedicated team and make a significant impact.

Qualifications

• Proven experience in territory/channel management, preferably in sales or events.
• Strong negotiation and stakeholder management skills.
• Solid financial acumen with experience managing budgets.

Responsibilities

• Explore and develop diverse routes to market for sales.
• Create, implement, and monitor SOPs for site management.
• Conduct performance analysis and provide actionable insights.
• Work closely with Sales Managers to align strategies.

Skills

Negotiation skills

Stakeholder management

Analytical skills

Organizational skills

Job description

Overview

Channel and Territory Manager is responsible for driving growth through territory development, site management, and route-to-market strategies. This role oversees the identification, negotiation, and optimization of sales sites (including streets, private venues, residential penetration, and door-to-door opportunities), ensuring cost-effective customer acquisition and year-round event availability. The manager will lead a team of five, establish operational excellence through SOPs, and collaborate with clients and sales leadership to deliver strong commercial outcomes.

Key Responsibilities

Territory & Channel Development

• Explore and develop diverse routes to market, including streets, residential penetration, private sites, events, and door-to-door sales.
• Identify and evaluate quality sites based on footfall, performance metrics, and cost efficiency.
• Negotiate site access, focusing on securing free or low-cost locations where possible.
• Establish long-term site strategies to maintain consistent event availability across the year.
• Work with clients to plan and deliver larger-scale events, ensuring alignment with sales and brand objectives.

Operational Excellence

• Create, implement, and monitor SOPs for booking, managing, and reviewing sales.
• Ensure site operations align with budget and cost-per-acquisition targets.
• Oversee the setup and logistics of site activations, ensuring smooth delivery and compliance with requirements.
• Review and develop event materials to optimize engagement and conversion.
• Oversee timely completion of administrative requirements, including insurance and payment processing.
• Track, review, and report site performance and return on investment.

Analytics & Reporting

• Conduct performance analysis and penetration reporting.
• Provide actionable insights on site productivity, cost-effectiveness, and market trends.
• Recommend adjustments to strategy based on data-driven findings.
• Manage and mentor team, setting clear goals and ensuring high performance.
• Oversee team scheduling, deployment, and adherence to operational standards.
• Foster a culture of accountability, efficiency, and continuous improvement.

Strategic Planning & Communication

• Work closely with the Sales Managers to align site and event strategies with overall sales targets.
• Provide clear and timely communication of site plans, event schedules, and results.
• Collaborate across departments and with clients to optimize site use, sales conversion, and customer experience.
• Continuously explore new opportunities and spaces to expand sales channels.

Key Requirements

• Proven experience in territory / channel management, preferably in sales, events, or field marketing.
• Strong negotiation and stakeholder management skills.
• Solid financial acumen with experience managing budgets.
• Leadership experience with direct team management.
• Strong communication, organizational, and analytical skills.
• Hands-on experience with event setup, logistics, and client-facing activations.
• Ability to thrive in a fast-paced, target-driven environment.