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
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Build, manage, and deepen executive-level relationships with channel partners, including C-suite stakeholders
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Lead and develop a team of Channel Managers, providing strategic direction and performance oversight
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Own complex, high-level negotiations with strategic accounts and partners
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Deliver accurate sales forecasts and channel performance assessments aligned with defined KPIs
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Redesign and execute channel strategy, including partner selection and portfolio optimization
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Lead negotiations, implementation, and execution of distribution agreements, incentive schemes, and commercial programs
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Define and execute mid- to long-term strategic plans in collaboration with key channel partners
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Work closely with the field sales organization to align channel requirements and customer needs
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Resolve conflicts related to account ownership and channel responsibilities
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Analyze industry trends, customer expectations, and business priorities to guide sales execution frameworks
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Identify growth opportunities, manage sales pipelines, and oversee incentive program effectiveness
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Lead major contract negotiations and strengthen long-term customer relationships
Required Qualifications
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Bachelor’s degree or higher
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Minimum of 5 years’ experience developing and executing commercial strategies within the healthcare industry
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Proven ability to influence and engage senior executives and decision-makers
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Strong communication, presentation, and negotiation skills
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Experience using CRM and analytics tools such as Salesforce and data visualization platforms (e.g., Power BI or similar)
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Demonstrated experience driving process improvement initiatives
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Fluency in both Japanese and English (written and spoken)
Preferred Qualifications
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MBA or equivalent advanced degree
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Background in management or business consulting
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Strong project management capabilities
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Experience working with large, nationwide healthcare distribution partners
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Proven ability to collaborate effectively across multiple internal functions
Work Style
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Travel: Overnight business travel may be required, approximately one week per month
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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.