Guides & leads the commercial business of Japan towards profitable & sustainable growth

Responsible for direct & indirect sales, presales and business development

Main responsibilities and key activities: 
A)    SALES

 Puts in place a robust sales organizational structure to capitalize on the fast growing Japan market.Defines clearly the Direct & Indirect boundaries and expands dealer network Leads & motivates sales team in taking proactive steps to meet or exceed overall sales & margin targets through a systematic methodology of creating sales funnels, following up on leads and eventual realization Formulates strategic sales & marketing strategies for assigned territories or products to drive revenue and margin growth in response to corporate directives Develops appropriate relationships with strategic partners to capitalize and leverage on commercial opportunitiesEnsures accuracy of sales forecasting through weekly reviews & updates of prospects with sales teams Shortens selling cycles and eradicates irregular sales cycles throughout the yearMonitors & controls selling activities, order developments, pricing strategies, payments and discounts in line with given objectives and targetsMotivates and drives the sales and marketing teams to effectively use Salesforce.com CRM and optimize the value of the tool to align sales & marketing processes and increase sales productivity & efficiencyIdentifies & recommends appropriate marketing events & road shows to capitalize on business opportunities.  Thereafter, ensures sales leads are properly followed up by sales teamInstills a sales & service culture by supporting the execution of activities to drive maximum revenue & customer satisfaction

B)     GENERAL MANAGEMENT

Formulates business plans, defines business objectives & financial targets & implements them in alignment with corporate objectives.  Devises appropriate strategies & ensures regular reviews of these objectives with direct reportsMonitors & evaluates financial performance against budget & business plan & undertakes overall responsibility for variancesPrepares appropriate management reports & provides valuable input for important decision making Provides effective leadership in all aspects of sales & operational efficiency, ensuring proper levels of supervision, compliance, management & monitoring are in place to meet approved commitments, and that all aspects of resources are planned & used optimally & productivelyStimulates & motivates direct reports and employees to attain performance goals & job satisfactionDrives business change across multiple functionsAbility to create a culture of continuous learning, strong work ethics culture, with respect for healthy work life balanceEnsure both sales & presales teams are certified in their respective areasLearn and apply the VES(Veralto Enterprise System) fundamentals including daily visual management, problem solving, standard work, value stream mapping, transactional process improvement and others.

Qualifications and professional knowledge:

Degree in related disciplines (e.g. Engineering, Sales/Marketing, Business Admin, Finance, IT). MBA preferredApproximately 10 years’ sales & management experience, with solid experience and business contacts within the Japan marketsMust have proven commercial business acumen in the Software or Industrial services sector serving B2B customers. Must have experience in the packaging / digital printing industrySound understanding of finance fundamentals with previous experience of P&L responsibilityMust have managed a team of sales personnel in previous roles

Competencies (personal qualifications):

All of the aboveExcellent strategic thinking, analytical & negotiation skills to resolve problems at strategic & operational levelsProven management, leadership & change management skillsGood communication and presentation capabilities, with ability to diplomatically manage various channels of communication across multiple hierarchies internally and externallyExperience with reporting into matrix structures within MNC(multinational companies) environmentGood EQ & people management skillsPrepared for frequent travel within Japan to meet customers

Relationship：

Reports to: General Manager of esko JapanDirect Reports: SW Sales (3), Renewal Sales Team(inside sales/MKTG) (3)

Work location：

Odaiba Telecom Center building, Koto-ku, Tokyo

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