Job Title: National Channel Sales Leader
Industry: Dental / Healthcare
Location: Tokyo or Osaka, Japan
Company: Global Healthcare & Dental Solutions Provider
Company Overview
The organization is a global healthcare company dedicated to advancing oral health through the development of innovative dental and orthodontic solutions. By combining scientific research with practical clinical insight, the company delivers high-quality products that streamline procedures and enable consistent, reliable treatment outcomes.
With a long-standing presence in the dental and orthodontic sectors, the company partners closely with practitioners to support patient care and long-term oral health.
Role Overview
The National Channel Sales Leader is responsible for driving nationwide sales growth in Japan through effective channel strategy execution and leadership. This role oversees channel partner management, develops and executes commercial strategies aligned with company growth objectives, and fosters a high-performance sales culture centered on customer value and sustainable growth.
Based in Tokyo or Osaka, the role plays a critical leadership position in strengthening channel partnerships, enhancing sales effectiveness, and delivering strong outcomes for customers and patients.
Key Responsibilities
Build, manage, and deepen executive-level relationships with channel partners, including C-suite stakeholders
Lead and develop a team of Channel Managers, providing strategic direction and performance oversight
Own complex, high-level negotiations with strategic accounts and partners
Deliver accurate sales forecasts and channel performance assessments aligned with defined KPIs
Redesign and execute channel strategy, including partner selection and portfolio optimization
Lead negotiations, implementation, and execution of distribution agreements, incentive schemes, and commercial programs
Define and execute mid- to long-term strategic plans in collaboration with key channel partners
Work closely with the field sales organization to align channel requirements and customer needs
Resolve conflicts related to account ownership and channel responsibilities
Analyze industry trends, customer expectations, and business priorities to guide sales execution frameworks
Identify growth opportunities, manage sales pipelines, and oversee incentive program effectiveness
Lead major contract negotiations and strengthen long-term customer relationships
Required Qualifications
Bachelor’s degree or higher
Minimum of 5 years’ experience developing and executing commercial strategies within the healthcare industry
Proven ability to influence and engage senior executives and decision-makers
Strong communication, presentation, and negotiation skills
Experience using CRM and analytics tools such as Salesforce and data visualization platforms (e.g., Power BI or similar)
Demonstrated experience driving process improvement initiatives
Fluency in both Japanese and English (written and spoken)
Preferred Qualifications
MBA or equivalent advanced degree
Background in management or business consulting
Strong project management capabilities
Experience working with large, nationwide healthcare distribution partners
Proven ability to collaborate effectively across multiple internal functions
Work Style
Travel: Overnight business travel may be required, approximately one week per month
Work Arrangement: Hybrid working model available
Career Development Opportunities
This role offers multiple career growth paths, including opportunities to move into specialized roles such as Key Account Management, Marketing, or Medical/Scientific functions. Leadership advancement opportunities include managing larger sales organizations, taking on divisional leadership roles, or transitioning into regional or global positions within the organization.