When Sulian Tan-Wijaya joined Savills Singapore in 2008, the global economy was reeling from the financial crisis. Lehman Brothers had just collapsed, and Singapore’s retail sector was in flux with a surge of mall developments coinciding with an economic downturn. It was an unlikely time to launch a new Retail & Lifestyle division from scratch — but Sulian saw opportunity in adversity.
Turning Crisis Into Catalyst
Despite the uncertain market, Sulian went full throttle, engaging bold overseas brands and cultivating key relationships with leading landlords. Her belief in Singapore’s retail potential, even amidst crisis, paid off. The market rebounded swiftly, and the following years marked a golden era for retail. Under her stewardship, Savills secured landmark projects, including two new Orchard Road developments — a notable feat given their then-nascent track record.
However, the evolution didn’t stop there. E-commerce disruptions forced a rethinking of physical retail, and fast fashion brands began to consolidate. The COVID-19 pandemic added new complexities — yet, even then, Sulian’s team closed deals and stayed profitable. From the Global Financial Crisis to post-pandemic recovery, her journey has been defined by adaptability, foresight, and resilience.
“We never stopped pivoting our business to keep up with the rapid changes in the industry. It has been a tumultuous 17 years, but extremely rewarding.”
Shaping Iconic Landmarks
Among the many projects Sulian led, The Fullerton Heritage stands out as a career-defining challenge. Tasked with reimagining Marina Bay’s waterfront before Marina Bay Sands even opened, she had to pitch a vision most couldn’t yet see. But a handful of visionary operators shared her belief, and the precinct launched successfully during Singapore’s inaugural F1 night race.
Another significant milestone was orchardgateway, a project often overshadowed by more prominent Orchard Road malls. With a bold KPI to bring in 50% new-to-market brands, the task seemed daunting. Yet, under Sulian’s direction, the project opened with full occupancy — and a refreshed retail identity for Somerset.
Strategic Positioning in a Saturated Market
In Singapore’s compact and competitive retail landscape, Sulian emphasizes the importance of a clear, well-informed strategy.
“We start with a deep understanding of the development’s strengths and the local market. Positioning must be sharp, and the tenant mix has to be curated with purpose.”
Differentiation is critical, especially when retail spaces vie for the same brands. Introducing fresh concepts and creating unique customer experiences is where Sulian believes retail properties can gain an edge.
A Leadership Style Rooted in Empathy and Adaptability
Sulian leads with empathy and insight, shaped by her own experience of climbing the ranks. She avoids micromanagement, choosing instead to focus on performance growth and personalized mentorship.
“Every generation brings unique strengths. Understanding individuals and helping them unlock their potential is key.”
She views leadership as a two-way street, where even the most experienced professionals can learn from younger, tech-savvy colleagues.
Balancing Career and Motherhood with Grace
In 2010, Sulian was honored as one of Singapore Women’s Weekly’s “Great Women of Our Time” — a recognition that held deep personal meaning. At the time, she was juggling a demanding career with raising two children. The award validated her journey and later became a source of inspiration for her now grown-up children navigating their own careers.
Retail’s Future: Emotional Connection and Innovation
While retail continues to be reshaped by technology, Sulian believes the heart of retail lies in its ability to connect emotionally with consumers. Cultural capital, especially among Gen Z, is becoming just as important as product quality.
“If a brand doesn’t emotionally resonate or align with current cultural trends, it risks losing relevance — particularly in the luxury space.”
She’s particularly excited about multi-sensory shopping environments and the rise of omni-channel strategies — blending the online and offline worlds for an enriched customer experience.
Lessons from a Multifaceted Career
From banking to hospitality to real estate, Sulian’s career spans multiple industries. Yet, she believes the real edge lies in one’s adaptability.
“More than domain knowledge, it’s about knowing how to operate a business sustainably, even in the face of disruption.”
Resilience and continuous learning have been her anchors — especially as the business world becomes more tech- and AI-driven.
Advice to Future Leaders
Sulian’s advice for aspiring professionals — especially women — is both timeless and timely:
“There are no shortcuts to leadership. Hard work, strong ethics, and staying attuned to change are non-negotiable.”
Equally, she encourages balance — to make time for play and exploration, as those moments often offer the richest insights about the world around us.
Staying Inspired, Staying Young
Even after nearly two decades in real estate, Sulian remains energized by the future. Her curiosity and openness to learning — especially from younger peers — keep her ahead of the curve.
“The hunger to learn and engage with new ideas keeps me motivated. That’s what keeps me young at heart.”
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