SW Sales Manager

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 opportunities
• Ensures accuracy of sales forecasting through weekly reviews & updates of prospects with sales teams
•  Shortens selling cycles and eradicates irregular sales cycles throughout the year
• Monitors & controls selling activities, order developments, pricing strategies, payments and discounts in line with given objectives and targets
• Motivates 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 & efficiency
• Identifies & recommends appropriate marketing events & road shows to capitalize on business opportunities. Thereafter, ensures sales leads are properly followed up by sales team
• Instills 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 reports
• Monitors & evaluates financial performance against budget & business plan & undertakes overall responsibility for variances
• Prepares 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 & productively
• Stimulates & motivates direct reports and employees to attain performance goals & job satisfaction
• Drives business change across multiple functions
• Ability to create a culture of continuous learning, strong work ethics culture, with respect for healthy work life balance
• Ensure both sales & presales teams are certified in their respective areas
• Learn 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 preferred
• Approximately 10 years’ sales & management experience, with solid experience and business contacts within the Japan markets
• Must have proven commercial business acumen in the Software or Industrial services sector serving B2B customers. 
• Must have experience in the packaging / digital printing industry
• Sound understanding of finance fundamentals with previous experience of P&L responsibility
• Must have managed a team of sales personnel in previous roles

Competencies (personal qualifications):

• All of the above
• Excellent strategic thinking, analytical & negotiation skills to resolve problems at strategic & operational levels
• Proven management, leadership & change management skills
• Good communication and presentation capabilities, with ability to diplomatically manage various channels of communication across multiple hierarchies internally and externally
• Experience with reporting into matrix structures within MNC(multinational companies) environment
• Good EQ & people management skills
• Prepared for frequent travel within Japan to meet customers

Relationship：

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

Work location：

• Odaiba Telecom Center building, Koto-ku, Tokyo

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