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)