Basic Info

Job Description

Sales Management:

• Prospecting: Identify and evaluate new business prospects (distributors, private label clients, end users) through market analysis.
• Qualifying: Define and apply criteria to qualify leads, aligning with company offerings and exploring direct sales potential.
• Discovery: Collaborate on customer testing strategies, ensuring feasibility with company resources.
• Negotiation: Strategically lead negotiations with distributors, private labels, and direct clients to secure successful deals.
• Test Orders: Oversee test order processes, ensuring quality and timely progress, especially for new direct channels.
• Closing: Finalize deals to meet strategic objectives and ensure smooth operational onboarding.
• Direct Channel Exploration: Identify and assess direct-to-end-user opportunities within the region.

 

Customer Relationship Management:

• Strategic Oversight: Develop long-term sales strategies for all customer types to enhance retention and recurring revenue.
• Team Leadership: Guide Sales Executives and Account Managers in managing and growing key accounts (distributors, private labels).
• Customer Engagement: Serve as the primary point of contact for Japanese customers, ensuring strong relationships and support.
• Account Growth: Proactively identify and pursue opportunities to expand business within existing accounts.

 

Market Analysis & Business Development:

• Monitor market trends and customer preferences, particularly for Japanese customers in APAC.
• Identify and evaluate direct channel opportunities to expand market reach.
• Analyze the competitive landscape to identify opportunities for differentiation, especially in private label and direct sales.

 

Performance Management & Reporting:

• Track and report on key sales metrics (revenue, new business, recurring business), including direct sales efforts.
• Analyze KPIs to ensure alignment with company goals and adjust strategies as needed.
• Provide regular updates to senior management on all sales channels.

 

Collaboration with Internal Teams:

• Collaborate with Product Development, Engineering, and Logistics to meet customer requirements.
• Partner with Marketing to tailor promotions for Japanese markets across all customer segments.

 

Key Performance Indicators (KPIs):

• Sales Revenue: Achieve targets and grow revenue from Japanese customers (all channels).
• New Business Development: Convert identified opportunities into partnerships, especially in direct sales.
• Customer Retention Rate: Maintain and grow relationships with distributors and private label accounts.
• Forecast Accuracy: Maintain accurate sales forecasts for all channels.
• Profitability: Drive profitable growth across all customer segments.

Job Requirements

 

Required:

• Bachelor's degree in Business, Engineering, Marketing, or a related field.
• 5-8 years of sales experience in the cutting tools industry, specifically managing Japanese customers within APAC.
• Proven experience managing distributor networks, private label clients, and key accounts in the cutting tools or a similar sector.
• Native or advanced fluency in Japanese and English, coupled with excellent communication and negotiation abilities.
• Comprehensive knowledge of the cutting tools industry (drills, end mills, specialty tools).
• Proficiency in CRM and ERP systems (e.g., Acumatica).
• Deep understanding of Japanese business culture and negotiation practices.

 

Preference:

• Experience with OEM/private label products and direct-to-end-user sales models.
• Knowledge of supply chain management and demand forecasting for both distributors and direct clients.
• Experience in strategic account management and business development.
• Willingness and ability to travel frequently within Japan and the APAC region.

 

Personal Attributes:

• Exceptional relationship-building skills focused on customer satisfaction and long-term partnerships.
• Highly motivated and results-oriented, with a strong drive to achieve sales targets and profitability.
• Strong problem-solving and negotiation skills, with a creative approach to sales strategies.
• Adaptable and comfortable working in a dynamic, international business environment.
• High emotional intelligence and adept at cross-cultural communication.