Title: Japan Sales Manager (SMB)
Division & Department: Japan Enterprise Sales, Small & Medium Business (SMB)
Status: Permanent
Reports to: Japan Sales Director
Location: Tokyo (Hybrid)
About Franklin Covey Japan
Franklin Covey is a global leader in organizational performance improvement, helping organizations achieve results that require lasting changes in human behavior. FranklinCovey Japan provides leadership, productivity, and organizational effectiveness solutions to clients across Japan, bringing global best practices to the local market. With a team of under 50 employees in Japan, we offer a close-knit, collaborative environment where each person has a direct impact on our business and our clients.
Job Summary
As the SMB Sales Manager, you will focus on cultivating, nurturing, and expanding relationships with our existing clients, specifically with organizations that employ up to 500 individuals, to grow the revenue of our SMB business. Your primary goal will be to drive revenue growth with your sales reps by identifying and pursuing opportunities for upselling and cross selling our products and services to current and known accounts, as well as overseeing and closing contract renewals to ensure long-term client satisfaction. There will also be an opportunity for new account acquisition in the SMB space. The ideal candidate will have a strong understanding of SMB-level client needs and a proven track record of managing sales teams and supporting complex accounts.
- Client Relationship Management: Build and maintain strong, long-lasting relationships with key stakeholders within assigned SMB accounts to foster trust and loyalty.
- Business Growth: Identify and pursue opportunities for expanding the book of business within existing accounts, focusing on upselling and cross-selling initiatives.
- Strategic Planning: Collaborate with clients to understand their business objectives and challenges and develop tailored strategies that align our solutions with their needs.
- Account Monitoring: Regularly assess account performance, tracking key metrics and customer feedback to ensure satisfaction and drive retention.
- Cross-Functional Collaboration: Work closely with internal teams, including sales, marketing, and delivery excellence to ensure alignment on client needs and deliverables.
- Reporting and Analysis: Prepare and present detailed reports on account performance, pipeline growth, and industry trends to both internal stakeholders and clients.
- Problem Resolution: Address client concerns promptly and effectively, ensuring timely solutions and a high level of client satisfaction.
- Bachelor’s or advanced degree in Business Administration, Marketing, or related field
- 10+ years of experience in account management, sales, or business development
Preferred Skills & Experience
- 10+ years of experience in an Enterprise environment and/or SMB sales
- Proven track record of successfully managing and growing sales teams, developing individuals, sales performance coaching, with demonstrated ability to meet or exceed revenue targets
- Strong understanding of SMB client needs and market trends within relevant industries
- Excellent communication, negotiation, and interpersonal skills
- Ability to work independently and collaboratively in a people-based environment
- Proficiency in CRM software and Microsoft Office Suite
- Strong analytical and problem-solving skills, with a results-oriented mindset
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Skills Required
- Bachelor's degree or advanced degree in Business Administration, Marketing, or a related field
- 10+ years of experience in account management, sales, or business development
- 10+ years of experience in an enterprise environment and/or SMB sales
- Experience managing and growing sales teams, developing individuals, and coaching sales performance
- Demonstrated ability to meet or exceed revenue targets
- Strong understanding of SMB client needs and relevant industry market trends
- Excellent communication, negotiation, and interpersonal skills
- Ability to work independently and collaboratively
- Proficiency in CRM software and Microsoft Office Suite
- Strong analytical and problem-solving skills with a results-oriented mindset
What We Do
We transform organizations by building exceptional leaders, teams, and cultures that get results. When organizations partner with us, their people change behavior—both individually and collectively—in ways that have a dramatic impact. Our content, based on timeless principles of human effectiveness, is designed to help people change both their mindsets and their behavior. It is combined with a team of experts, a dynamic behavior change platform, and key metrics that deliver exceptional results again and again.
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