In this exclusive Q&A, Shopping Centre News sits down with Melissa Turton – a rising star in retail leasing, driving vibrant tenant strategies across Haben’s NSW and QLD centres and creating retail experiences that engage communities and spark growth.
SHOPPING CENTRE NEWS: How did you get started in retail leasing?
Melissa Turton: In my 20s, while living in London, I worked for Broadgate Estates, a division of British Land, managing 19 estates across the city. It was an incredible foundation in asset management, where I learned what it takes to successfully operate retail, dining, entertainment and office precincts in some of London’s most prestigious postcodes. Upon returning to Australia, I began my career as an assistant to two commercial leasing and sales managers. That role became my leasing education, and I quickly progressed into leasing and sales positions across various agencies in Perth. Eventually, I relocated to Sydney and held roles with Charter Hall, and Scentre Group before joining Haben.
SCN: Tell us about your current role?
MT: As regional leasing manager for NSW and QLD at Haben, I oversee a portfolio of nine shopping centres and lead a team of six leasing executives. Our focus includes remix strategies, small-scale development opportunities and day-to-day leasing activity. With the recent acquisition of Westpoint, establishing a clear and effective strategy has been a top priority, ensuring the asset evolves in line with community needs and market trends.
SCN: Do you have any career highlights – proudest moments, favourite projects, most memorable deal?
MT: One standout project was during my time at Stockland, where I spent four years flying in and out of Queensland, working across Burleigh Heads, Hervey Bay, and Bundaberg. The Burleigh Heads redevelopment was particularly rewarding, we made bold decisions, including removing an underperforming food court, introducing a mini major, delivering one of Queensland’s first GYG drive-thrus, and creating a small, vibrant external dining precinct. These changes revitalised the centre and significantly improved its performance. Creativity in leasing is essential, but balancing vision with strategy and execution is what drives successful outcomes. While I can’t reveal my most memorable deal just yet, as it’s currently in progress with Haben, I’m excited about what’s ahead; let’s just say this project has the potential to be truly transformative.
SCN: What do you love about retail leasing?
MT: I genuinely love every part of the retail journey, from identifying and securing the right retailer, to negotiating commercially sound and mutually beneficial deals, reviewing store designs, and ultimately seeing the doors open and trading. What excites me most are the game-changing retailers, those new-to-market operators who inject fresh energy, innovation, and a sense of possibility into a centre. These deals are rarely straightforward. They demand grit, strategic thinking, and deep collaboration. But above all, they require a strong, trusting relationship with the retailer. I invest time in understanding their brand, their ambitions, and their challenges, so that every step we take is aligned and purposeful. Whether it’s navigating fitout complexities or shaping launch strategies, I make it a priority to be a true partner. When that relationship is strong, the impact is transformative, not just for the retailer’s business, but for the entire centre. Seeing a concept come to life and thrive in the market is incredibly rewarding, and knowing I played a role in that success is what drives me.
SCN: When approaching a new leasing deal, what’s your philosophy on balancing commercial terms with finding the ‘right fit’ for the centre?
MT: Thorough research and a well-defined centre strategy are non-negotiable in leasing. Success starts with understanding the unique DNA of each space, its potential, its limitations, and the kind of operator that will thrive there. It’s about crafting deals that deliver genuine value to both the retailer and the centre, not just ticking boxes. Rejection is part of the job – that’s why resilience is key. The rebound starts with preparation: having a strong plan, multiple options, and a mindset that sees rejection not as failure, but as feedback. It’s about staying agile, listening closely, and pivoting with purpose.
The most successful leasing professionals aren’t just dealmakers, they’re relationship builders, problem solvers, and relentless optimists. They know that every rejection is one step closer to the right opportunity. And when that opportunity lands, the impact is worth every setback.
SCN: What’s one misconception retailers often have about negotiating a lease?
MT: A common misconception is that lease agreements heavily favour landlords, leaving retailers with limited leverage. In reality, striking a fair and transparent balance is essential to fostering long-term, mutually beneficial partnerships.
SCN: What major consumer or retailer trends are currently shaping your leasing strategies?
MT: AI is transforming how retailers market their businesses and grow their social-media presence. Consumers now have broader access to products through digital platforms, especially in categories like cosmetics and fashion. I’m particularly inspired by the rise of Korean beauty trends. After a recent trip to Seoul, it’s exciting to see more Korean retailers entering the Australian market.
SCN: What’s the biggest challenge facing retail leasing today, and where do you see the greatest opportunity?
MT: The rising cost of operations is a major challenge, impacting the viability of everyday businesses. At the same time, digital platforms are empowering smaller online retailers to capture consumer attention. To stay competitive, retailers must be savvy in how they engage with customers, driving in-store spending and repeat visitation.
SCN: What makes a successful retail/landlord partnership? What would you like to see improved?
MT: Strong partnerships are built on openness, honesty and mutual respect. Success depends on both parties working together seamlessly. I’d love to see more barriers broken down between retailers and landlords; after all, we’re in business together. In 2020, Helen Kim from JPL Group and I launched a property networking event to foster these relationships. Today, it runs twice a year across NSW, VIC, and QLD, bringing industry professionals together to connect and collaborate.
SCN: Your favourite retailer and why?
MT: It’s hard to choose a favourite, I genuinely value all of my retailers. But I have a particular appreciation for those who challenge the status quo. I recently worked with Yochi on a landmark site at Wollongong Central in the Illawarra. From lease negotiations through to design and delivery, the collaboration was incredibly rewarding. It’s a standout example of how strong partnerships can bring great retail to life.
SCN: If you could give one piece of advice to a retailer looking to open their first store in a shopping centre, what would it be?
MT: Preparation is everything. Being well-organised before committing to a lease sets the tone for the entire journey. As the fitout progresses and opening day draws near, last-minute tasks can escalate quickly, so having a clear, actionable plan from the outset is essential to staying ahead.
A strong marketing team and a robust social-media presence are no longer optional. In today’s retail landscape, visibility and engagement are critical to driving foot traffic and building brand awareness from day one. Retailers need to be ready to activate their audience early and often.
Equally important is the strength of the partnership between the leasing team and the asset team. When we collaborate closely, sharing insights, aligning on timelines, and supporting each other’s goals, we create a seamless experience for the retailer. Strong communication between landlord and tenant is vital throughout the process. From lease negotiation to launch, transparency and responsiveness build trust, reduce friction, and ensure that everyone is working toward a shared vision of success.
SCN: What advice would you give to someone starting a career in retail leasing?
MT: Find a great mentor. Someone who offers honest, constructive feedback and is genuinely invested in your growth. And when choosing where to work, don’t just pick the company, choose the senior leader you want to work for. A strong leader will shape your journey, challenge you to grow, and help you become the best version of yourself.
SCN: How do you think the role of a retail leasing executive will change over the next five years?
MT: We’re likely to see fresh trends and emerging retailers continue to reshape the landscape, so staying ahead of the curve will be more important than ever. As technology evolves, leasing executives will increasingly lean into AI and the efficiencies it brings, from data-driven decision-making to enhanced tenant engagement. The role will become more integrated, with a greater emphasis on collaboration, innovation, and delivering value beyond the lease.
- This article was first published in SCN magazine – Mini Guns 2025 edition
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