Sales Operations Director (PMO)

契約タイプ Permanent
給料
参照番号 55835

 

Position Profile

Job Title

Sales Operations & Sales Intelligence Director

Department

Sales

Location

Tokyo, Japan

Reporting Line

Reports directly to the Japan President / General Manager

Team Management

  • Direct reports: 4

  • Indirect reports: Cross-functional collaboration with sales planning, sales administration, and marketing support functions

Role Purpose

This role is responsible for driving sales effectiveness, profitability, and scalable growth by establishing strong commercial discipline and delivering actionable insights. The Sales Operations & Intelligence Director ensures that the sales organization is equipped with appropriate pricing structures, governance frameworks, processes, systems, and analytics to execute growth strategies consistently. The position plays a critical role in enabling data-driven decision-making, improving forecast accuracy, and supporting sustainable margin expansion.

Scope of Responsibility

  • Japan business operations

  • Multi-brand or multi-entity commercial scope within the local market

Key Responsibilities

1. Pricing & Commercial Governance

  • Develop and manage pricing frameworks and discount approval structures

  • Oversee deal governance, including deal desk operations

  • Drive contract standardization and ensure compliance with commercial policies

2. Sales Performance Management

  • Define sales KPIs and monitor performance against targets

  • Design and administer incentive compensation programs

  • Manage pipeline quality, forecast accuracy, and sales cadence

3. Sales Process & Enablement

  • Establish standardized sales processes, tools, and playbooks

  • Lead onboarding and continuous sales training initiatives

  • Promote best-practice sharing and manage change initiatives across the sales organization

4. Sales Analytics & Forecasting

  • Deliver pipeline analytics, conversion analysis, and performance insights

  • Lead demand forecasting and scenario planning

  • Conduct customer segmentation and cohort-based analysis

5. Tools, Systems & CRM

  • Own CRM strategy, data governance, and reporting standards

  • Optimize the sales technology stack, including CRM, BI tools, CPQ, and automation

  • Ensure data accuracy, usability, and consistency across systems

6. Customer & Revenue Operations

  • Develop cross-sell and upsell frameworks

  • Analyze customer retention and churn

  • Identify and mitigate revenue leakage risks

7. Finance & Operations Interface

  • Align closely with finance on revenue recognition, budgeting, and margin tracking

  • Support profitability analysis and P&L-linked decision-making

  • Coordinate with operations on S&OP and demand planning activities

8. Key Account & Marketing Leadership

  • Manage and develop national key accounts

  • Lead national-level marketing initiatives focused on lead generation and stakeholder influence

Performance Measures

  • Sales volume

  • Customer profitability (e.g., IRR)

  • EBITDA contribution

Authority & Decision-Making

  • Full decision-making authority within the defined scope of responsibilities

Key Stakeholders

Internal

  • Senior management

  • Sales leadership

  • Supply chain, IT, HR, and finance teams

External

  • Retail partners

  • Growers / suppliers

  • Agencies and third-party partners

Qualifications & Experience

Required

  • Bachelor’s or Master’s degree in Sales Operations, Business, Commercial Intelligence, or equivalent experience

  • Strong proficiency in Excel (including advanced formulas and macros) and business intelligence tools

  • Proven experience in Sales Operations, Commercial Excellence, or Revenue Operations within a complex B2B or multi-market environment

Preferred

  • Experience managing national key accounts

  • Background in transformation or private-equity-backed environments

Skills & Competencies

  • Strong commercial and financial acumen with the ability to link pricing, margin, and sales performance to P&L outcomes

  • Advanced analytical skills, including dashboard development, forecasting, and insight generation

  • Demonstrated ability to implement pricing governance, deal approval frameworks, and standardized sales processes

  • Change leadership capability, influencing senior stakeholders without direct authority

  • Results-driven mindset balancing short-term execution with long-term value creation

  • Strong stakeholder management and communication skills across sales, finance, and executive teams

  • High comfort level in fast-paced, high-accountability environments

  • Expertise in CRM and sales technology platforms with a focus on data quality and adoption

Language Requirements

  • Japanese: Fluent

  • English: Business-level (negotiation capable)