Position: Head of Sales
Company: Global Luxury Automotive Brand
Compensation: Approximately ¥11M base salary
Location: Tokyo (Shinagawa area)
Work Style: Office-based with retailer network engagement
Role Overview
The Head of Sales is responsible for driving both new and pre-owned vehicle sales performance in Japan, ensuring achievement of key sales KPIs and short- to mid-term business targets. This role will develop and execute sales strategies aligned with regional and global headquarters. The position also provides strategic leadership to the retail network in collaboration with the Brand Director.
This includes oversight of sales promotion strategies, margin and tactical budget management, as well as network development planning to support long-term growth. The Head of Sales will supervise and coach the sales team while enhancing sales processes and performance management.
Key Responsibilities
Sales Strategy & Execution
Define and implement sales strategies to grow volume and profitability in the Japanese market.
Establish and manage sales processes and performance analytics.
Plan and lead promotional and tactical activities, ensuring effective use of tactical budgets.
Manage retailer incentives and margin programs aligned with regional/global policies.
Volume Forecasting & Reporting
Lead wholesale forecasting and P&L reporting to regional/global stakeholders.
Conduct scenario planning and contribute to annual budget development.
Market & Competitive Insights
Identify growth opportunities through continuous market trend monitoring.
Track competitor movements and pricing to support competitive positioning strategies.
Retail Network Development & Management
Oversee retailer operational standards including staffing, showroom quality, demo fleet, and sales capability development.
Monitor retailer profitability and financial performance, providing guidance for improvement.
Support network expansion planning, including partner identification and showroom development approvals.
Retail Performance Management
Ensure retailer achievement of sales metrics including wholesale/retail volumes, lead generation, conversion, pre-owned targets, and finance penetration.
Work closely with marketing teams to enhance retailer strategy and operational excellence.
Maintain accurate reporting to global and corporate stakeholders.
Support optimization of retailer stock levels and order management processes.
Qualifications & Skills
Proven experience in sales and network management within luxury automotive brands in Japan.
Strong proficiency in Microsoft Office (Excel, Word, PowerPoint).
Native-level Japanese and strong English communication skills.
Excellent negotiation and relationship-building abilities.
Solid understanding of luxury consumer behavior and the automotive retail/import business.
Strong financial acumen, analytical capabilities, and data-driven decision-making skills.
Demonstrated leadership in coaching and motivating high-performing teams.