Territory Sales Manager, Japan ( PT & MH)

POSITION OBJECTIVE:

The Territory Sales Manager, Japan, is responsible for leading the sales and service business for the Power Tools and Material Handling (PTL) portfolio in Japan. The role is accountable for driving revenue growth, expanding market share, strengthening channel partnerships, developing key customer relationships, and improving aftermarket service performance.

As the primary commercial representative for the Power Tools and Material Handling business in Japan, this position will work closely with regional team to execute growth strategies and deliver sustainable business results.

RESPONSIBILITIES:

1.    1. Business Growth and Sales Performance

• Develop and execute the annual sales strategy for the Japan market.
• Achieve growth targets of revenue, bookings, margin for PTL products and related services.
• Identify and develop new business opportunities across key industrial segments.
• Build a robust opportunity pipeline and drive conversion through effective account management.
• Prepare accurate sales forecasts, budgets, and business reports.
• Coordinate demand planning activities to improve forecast accuracy and customer delivery performance.

2. Channel Management

• Manage and develop channel partner networks across Japan.
• Establish performance objectives for channel partners and conduct regular business reviews. Ensure channel performance aligns with company growth objectives.
• Identify, evaluate, develop and onboard new channel partners to expand market coverage.
• Provide product training, commercial guidance, and marketing support to channel partners.

3. Key Account Development

• Understand customer needs and identify opportunities for productivity improvement through IR solutions.
• Build strong relationships with strategic customers and decision-makers.
• Prepare and deliver compelling sales presentations and product demonstrations to potential clients.
• Coordinate technical, service, and application support to ensure customer satisfaction.
• Lead commercial negotiations and contract discussions.

4. Service Business Management

• Work with internal and external service providers to ensure timely and high-quality customer support.
• Drive growth of aftermarket and service revenue.
• Identify opportunities to expand service offerings, preventive maintenance programs, and value-added solutions.

5. Market Intelligence and Competitive Analysis

• Monitor market trends, customer requirements, and competitive activities.
• Analyze emerging opportunities and develop action plans to strengthen market position.
• Provide regular market insights and business recommendations to AP leadership.
• Support pricing strategy and product positioning initiatives.

• Support product launches and marketing campaigns in Japan.
• Act as the voice of the Japan market within the regional organization.

6. Compliance and Operational Excellence

• Ensure compliance with company policies, local regulations, and ethical business practices.
• Maintain accurate records in pipeline/CRM and other business systems.
• Support continuous improvement initiatives to enhance operational efficiency and customer experience.

Qualifications:

• Bachelor degree in Engineering or a related field.
• Proven experience in sales and business development, preferably in the industrial tools or equipment industry.
• Strong understanding of the manufacturing segments in Japan.
• Excellent communication and negotiation skills, with the ability to build trust and maintain long-term relationships.
• Proactive and self-motivated, with a demonstrated ability to work independently and as part of a team.
• Results-oriented and capable of meeting and exceeding sales targets.
• Teamwork, management skills to leverage team efforts to delight customers.
• Proficient in using Microsoft software, AI agent and other sales tools.
• Fluent in English and Japanese.