Sales Manager

Job Summary

The Sales Manager is responsible for driving sales strategies to achieve sustainable revenue growth and optimal profit margins. This role focuses on expanding market share through aggressive new business development (Market Penetration) while simultaneously maintaining Key Account Management to retain existing revenue streams and maximize the Share of Wallet via strategic cross-selling and up-selling of new product lines.

Core Responsibilities

1. Strategic Business Development & New Project Acquisition (Hunting)

Go-to-Market Strategy: Analyze market trends, competitor activities, and target industries to formulate strategies for prospecting and acquiring new B2B clients.

Pipeline Management: Systematically manage the sales pipeline from lead generation to contract closing, ensuring a robust and continuous flow of new project opportunities.

Solution Pitching: Deliver compelling value propositions and complex B2B sales presentations that directly address the specific pain points and technical requirements of new prospects.

2. Key Account Management & Customer Retention (Farming)

Customer Relationship Management (CRM): Cultivate and maintain strategic, long-term partnerships with key decision-makers and stakeholders within existing client organizations.

Retention Strategy: Proactively identify and resolve potential issues to minimize churn rate, elevate Customer Satisfaction (CSAT), and maintain a high Net Promoter Score (NPS).

Business Reviews: Conduct regular Quarterly Business Reviews (QBR) with key accounts to evaluate past performance, align on strategic goals, and secure future collaborations.

3. Wallet Share Expansion: Cross-Selling & Up-Selling

Account Mapping: Conduct comprehensive white-space analysis within existing accounts to identify untapped opportunities for introducing new product lines or expanded services.

Value-Added Selling: Collaborate closely with the engineering and technical teams to propose upgraded technologies or complementary products that build upon existing projects, maximizing the overall lifetime value of the account.

4. Cross-Functional Leadership & Sales Operations

Forecasting & Reporting: Provide highly accurate sales forecasts, pipeline tracking, and performance reports to executive management.

Cross-Functional Collaboration: Partner with Production, Procurement, and Engineering departments to assess project feasibility, manage timelines, and control costs, ensuring all acquired projects meet the company's target gross margins.

Professional Qualifications

Education: Bachelor's or Master's degree in Engineering, Business Administration, Industrial Management, or a related field.

Experience: Minimum of 7–10 years of progressive experience in B2B Sales, Industrial Sales, or Complex Project Sales, with at least 3 years in a sales management or team leadership role.

Core Competencies:

Financial Acumen: Strong understanding of cost structures, P&L, Gross Profit Margins, and ROI assessment for manufacturing projects.

Strategic Negotiation: Advanced negotiation and closing skills, capable of securing high-value corporate contracts.

Analytical Skills: Proficiency in data-driven decision-making and market analysis.

English & Japanese speaking is a must

Technical Aptitude: Ability to rapidly comprehend manufacturing processes, engineering specifications, and technical requirements to effectively bridge the gap between clients and internal production teams.

Key Performance Indicators (KPIs)

Revenue & Margin Achievement: Total sales revenue and Gross Profit Margin (GPM) vs. annual targets.

New Business Win Rate: Win/Loss ratio for new project pitches and RFQs.

Account Growth Rate: Percentage of revenue generated from cross-selling/up-selling new product lines to existing customers.

Customer Retention Rate: Percentage of key accounts successfully retained year-over-year.