Job Description

Success Profile This Success Profile outlines the purpose, key responsibilities, measures of success, values and professional skills required for success in the role. It defines what “great” looks like and provides focus for recruitment, development, career planning, and performance management and remuneration initiatives. Position Title: Commercial Manager - Japan Current as of: Reports To: Managing Director - APAC Direct Reports: Key Relationships: Customers, Ops Manager, Marketing; Design; Product Management team, Distributors and Industry Associations Location & Other Requirements: Tokyo based with domestic and international travel as required Role Purpose As ‘Commercial Manager - Japan’ you are responsible for the acquisition, retention and development of key customers throughout Japan. This includes establishing and maintaining external brand awareness and reputation and ensuring that company values are embedded throughout the business. You have the following key areas of responsibility: New Business Development Key Account Management Sales Team Management Marketing Key Responsibilities Responsibility Examples Measures of Success (KPIs) New Business Development Creates and executes on a sales plan for the relevant markets Manages debtor terms Tracks and reports against sales pipeline Builds and maintains relationships with key strategic prospects and customers Identifies customer needs and closes sales Manages customer, preferred supplier and distributor contracts Tender invitation and closure for target audience Sales on budget, growth year-on-year Expenses within budget Debtor terms maintained Accurate & timely reporting Maintain strong Open Opportunity list of prospects Customer database is accurate and up to date WIP reports are updated and delivered monthly Maintain market intel on competitor products / pricing Key Account Management Creates and executes a strategic account plan for all key customers to help grow and maintain existing business Ensures customers have valid and up to date contracts Supports distribution partners to maximize their effectiveness and ensure a quality service is provided Services and manages existing customers to maintain and grow revenue Builds and maintains relationships with key strategic corporate staff within region Ensures product regulations are being met Responsible for driving customer compliance on brand standards Valid contracts in place for all key accounts Strong customer retention of sales value (min 90%) Contact all key accounts (min quarterly) Establish and maintain customer compliance (min 80%) Sales Team Management Oversee preparation of all RFP's and corporate tenders Provide ongoing support and leadership to sales team Ensure sales managers are experts in product matter Monitor sales managers WIP report, activity levels Provide valuable and timely support to sales managers Ensure WIP reports are updated and reviewed monthly Attend customer presentations (where possible) Marketing Partners with the marketing team to contribute to the creation and execution of the regional marketing plan. Active support to the marketing team to ensure relevant and effective marketing activities are taking place Values Values in action for the role Think Without Limitations Is confident to put ideas on the table, challenge the status quo and strive for continuous improvement Identifies and acts on “next practice” not necessarily “best practice” Provides solutions for our customers Embrace Transparency Is much more than a responsible corporate citizen - takes positive action to make a difference Considers the impact on staff, customers, business, environment, and the broader community Is honest, transparent and accountable in dealing with clients Encourage Optimism Sustains a “can do” attitude, optimistic outlook and positive energy Sees possibilities and will make suggestions towards improvement Displays belief in the company and our products Eco-Crusaders Actively drives improved sustainability by reducing waste, challenging processes and materials Makes decisions with an understanding of the long-term impact on the environment Will share new ideas and eco materials and product formats for our new product development Nurturing Supports a sense of well-being and healthy lifestyles Embraces a fun and supportive environment where people feel valued Enjoys successes and has a positive attitude at work Professional Skills What this means for the role Time Management Manages time and workload to ensure the most important activities are prioritised and achieved Identifies and secures the required resources to achieve outcomes Prepares and plans ahead to ensure smooth and effective operations Strives for Excellence Consistently delivers on urgent and important matters despite distractions Demonstrates resilience and works consistently to identify and remove barriers to success Strives to deliver the best results - every time Open to Change Demonstrates personal flexibility and an openness to change Demonstrates the ability to handle a broad range of different tasks and assignments Changes priorities when required without irritation Communication Actively listens to others, is respectful and thoughtful Is seen to be professional in all aspects of communication Communicates in a concise and efficient manner Commercial Has a broad and commercial perspective on issues Understands the financial impact of decisions Demonstrates good commercial judgement when analysing problems and making decisions Authentic Builds and maintains respectful and effective relationships at all levels Is loyal, dedicated, trustworthy and respected by others Is seen as someone that others want to work with

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