Job Description
Success Profile
This Success Profile outlines the purpose, key responsibilities, measures of success, values and professional skills required for success in the role. It defines what “great” looks like and provides focus for recruitment, development, career planning, and performance management and remuneration initiatives.
Position Title:
Commercial Manager - Japan
Current as of:
Reports To:
Managing Director - APAC
Direct Reports:
Key Relationships:
Customers, Ops Manager, Marketing; Design; Product Management team, Distributors and Industry Associations
Location & Other Requirements:
Tokyo based with domestic and international travel as required
Role Purpose
As ‘Commercial Manager - Japan’ you are responsible for the acquisition, retention and development of key customers throughout Japan.
This includes establishing and maintaining external brand awareness and reputation and ensuring that company values are embedded throughout the business.
You have the following key areas of responsibility:
New Business Development
Key Account Management
Sales Team Management
Marketing
Key Responsibilities
Responsibility
Examples
Measures of Success (KPIs)
New Business Development
Creates and executes on a sales plan for the relevant markets
Manages debtor terms
Tracks and reports against sales pipeline
Builds and maintains relationships with key strategic prospects and customers
Identifies customer needs and closes sales
Manages customer, preferred supplier and distributor contracts
Tender invitation and closure for target audience
Sales on budget, growth year-on-year
Expenses within budget
Debtor terms maintained
Accurate & timely reporting
Maintain strong Open Opportunity list of prospects
Customer database is accurate and up to date
WIP reports are updated and delivered monthly
Maintain market intel on competitor products / pricing
Key Account Management
Creates and executes a strategic account plan for all key customers to help grow and maintain existing business
Ensures customers have valid and up to date contracts
Supports distribution partners to maximize their effectiveness and ensure a quality service is provided
Services and manages existing customers to maintain and grow revenue
Builds and maintains relationships with key strategic corporate staff within region
Ensures product regulations are being met
Responsible for driving customer compliance on brand standards
Valid contracts in place for all key accounts
Strong customer retention of sales value (min 90%)
Contact all key accounts (min quarterly)
Establish and maintain customer compliance (min 80%)
Sales Team Management
Oversee preparation of all RFP's and corporate tenders
Provide ongoing support and leadership to sales team
Ensure sales managers are experts in product matter
Monitor sales managers WIP report, activity levels
Provide valuable and timely support to sales managers
Ensure WIP reports are updated and reviewed monthly
Attend customer presentations (where possible)
Marketing
Partners with the marketing team to contribute to the creation and execution of the regional marketing plan.
Active support to the marketing team to ensure relevant and effective marketing activities are taking place
Values
Values in action for the role
Think Without Limitations
Is confident to put ideas on the table, challenge the status quo and strive for continuous improvement
Identifies and acts on “next practice” not necessarily “best practice”
Provides solutions for our customers
Embrace Transparency
Is much more than a responsible corporate citizen - takes positive action to make a difference
Considers the impact on staff, customers, business, environment, and the broader community
Is honest, transparent and accountable in dealing with clients
Encourage Optimism
Sustains a “can do” attitude, optimistic outlook and positive energy
Sees possibilities and will make suggestions towards improvement
Displays belief in the company and our products
Eco-Crusaders
Actively drives improved sustainability by reducing waste, challenging processes and materials
Makes decisions with an understanding of the long-term impact on the environment
Will share new ideas and eco materials and product formats for our new product development
Nurturing
Supports a sense of well-being and healthy lifestyles
Embraces a fun and supportive environment where people feel valued
Enjoys successes and has a positive attitude at work
Professional Skills
What this means for the role
Time Management
Manages time and workload to ensure the most important activities are prioritised and achieved
Identifies and secures the required resources to achieve outcomes
Prepares and plans ahead to ensure smooth and effective operations
Strives for Excellence
Consistently delivers on urgent and important matters despite distractions
Demonstrates resilience and works consistently to identify and remove barriers to success
Strives to deliver the best results - every time
Open to Change
Demonstrates personal flexibility and an openness to change
Demonstrates the ability to handle a broad range of different tasks and assignments
Changes priorities when required without irritation
Communication
Actively listens to others, is respectful and thoughtful
Is seen to be professional in all aspects of communication
Communicates in a concise and efficient manner
Commercial
Has a broad and commercial perspective on issues
Understands the financial impact of decisions
Demonstrates good commercial judgement when analysing problems and making decisions
Authentic
Builds and maintains respectful and effective relationships at all levels
Is loyal, dedicated, trustworthy and respected by others
Is seen as someone that others want to work with
Job Tags
Immediate start,
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