Company Overview
A global leader in heat transfer technology is seeking a Sales Manager to lead commercial operations and strategic business development in Japan. The company specializes in resource-efficient evaporative cooling equipment and operates across multiple continents with manufacturing sites in Asia and a strong presence through both direct sales and distributor networks.
Position Purpose
This position will oversee all aspects of sales operations and strategy for the Japanese market. The Sales Manager will be responsible for managing direct sales and distributor channels, driving revenue growth, and executing action plans for both equipment and aftermarket services. A key part of the role includes coaching and supporting the sales team, developing territory plans, and ensuring alignment with broader regional objectives.
The role requires active engagement in field sales, dedicating approximately 70% of the time to client-facing activities.
Key Responsibilities
1. Sales Management
Define short-, mid-, and long-term sales plans and establish sales targets.
Lead and support both direct and independent sales teams to achieve business goals.
Monitor project pipelines and provide technical and sales training in collaboration with application support teams.
Act as a liaison between sales and other departments to resolve client issues and ensure contractual compliance.
Assess market needs, pricing strategies, and training/staffing requirements.
Identify and pursue new business opportunities through events, exhibitions, and outreach.
2. Marketing & Business Development
Collaborate with marketing to conduct regional market analysis and optimize go-to-market strategies.
Implement business plans tailored to local engineering, legal, and cultural factors.
Develop annual sales forecasts for specific market segments and sales channels.
Manage relationships and contracts with key accounts in alignment with broader APAC strategies.
3. Contract & Project Oversight
Analyze and evaluate technical and contractual terms for key projects to ensure risk-managed, successful execution.
Performance Indicators
Develop annual sales budgets and action plans by territory.
Track and improve regional sales performance metrics.
Ensure successful rollout of tactical marketing initiatives.
Meet targets related to sales volume, margins, pricing, and operational costs.
Maintain regular communication with internal departments, sales reps, key clients, and industry stakeholders.
Ensure full compliance with relevant regulations and ethical standards.
Qualifications
Strong network and experience in Japan’s HVAC industry, particularly with EPC contractors, consultants, or end users (semiconductor or industrial sector preferred).
Bachelor’s degree or higher (Engineering background preferred).
Around 10 years of technical sales experience in a global manufacturing environment, including at least 5 years in a sales management role.
Business-level fluency in Japanese and English (spoken and written).
Proven leadership skills with a track record of motivating teams and delivering results.
Solid financial and commercial acumen, with the ability to interpret key business data.
Highly results-driven, decisive, and confident in negotiations and closing deals.
Strong customer orientation and problem-solving abilities.
Excellent communication, presentation, and training skills.
Collaborative and proactive team player.
Willingness to travel frequently.
Ethical, independent, and self-motivated.
Key Competencies
Customer-centric mindset
Results orientation
Effective communication & negotiation
Strategic decision-making
Problem-solving and initiative
Key Internal Contacts
Business Development, Product Management, Regional Sales, and other internal departments
Key External Contacts
Clients, Consultants, Contractors (General Managers, Technical Directors, Procurement Teams)