Job Description

Job Summary:

We are seeking a highly skilled and driven Regional Sales Manager to manage and grow our customer base primarily in Japan and over time across the Asia Pacific region, focusing primarily on distributors and private label solutions. The role will also involve exploring and capitalising on direct-to-end-user opportunities where feasible. The successful candidate will drive sales, foster relationships, and contribute to the strategic growth of our Japanese customer portfolio across the region, ensuring alignment with the company’s overall goals.

Key Responsibilities:

Sales Management

Prospecting:

Identify and assess new business opportunities through market analysis and engagement with potential customers, including distributors, private label customers, and end users.

Qualifying:

Define criteria for qualifying new opportunities, ensuring alignment with company capabilities, product offerings, and customer needs, while being open to exploring direct sales channels.

Discovery:

Collaborate on customer testing strategies, ensuring alignment with company resources and capabilities to meet the customer’s needs.

Negotiation:

Lead the negotiation process, providing strategic direction on key terms, and ensuring the success of the deal with distributors, private labels, or direct customers.

Test Orders:

Oversee and monitor the test order phase, ensuring quality assurance and timely progress, particularly for new direct-to-user channels.

Closing:

Ensure successful closure of deals, meeting all strategic objectives, and overseeing the smooth transition from negotiation to regular business operations.

Direct Channel Exploration: Identify and evaluate direct-to-end-user opportunities in the region, especially in market segments where distributors may not have strong coverage.

Customer Relationship Management

Strategic Oversight:

Develop long-term sales strategies for distributors, private label accounts, and direct end-user customers to increase customer retention and recurring revenue.

Team Leadership:

Guide and support Sales Executives and Account Managers in managing and expanding key accounts, particularly strategic distributors and private label relationships.

Customer Engagement:

Serve as the main contact for Japanese customers, ensuring consistent communication and providing necessary support to maintain strong relationships.

Account Growth:

Proactively expand business within existing accounts, finding ways to enhance product offerings or suggest new solutions to meet changing needs.

Market Analysis & Business Development:

• Stay informed about market dynamics, industry trends, and customer preferences, especially in relation to Japanese customers across APAC.
  

• Provide insights on direct channel opportunities and evaluate potential markets where the company can increase its footprint by engaging end-user customers directly.
  

• Assess and report on the competitive landscape, identifying gaps where the company can outperform competitors, particularly in private label and direct end-user sales.
  

Performance Management & Reporting:

• Regularly track and report on key sales metrics, including sales revenue, new business opportunities, and recurring business health, focusing on both distributor relationships and direct sales efforts.
  

• Analyse KPIs to ensure alignment with company goals, adjusting strategies as needed for continued sales growth.
  

• Provide detailed updates to senior management on the status of distributor partnerships, private label accounts, and direct end-user sales efforts.
  

Collaboration with Internal Teams:

• Collaborate with Product Development, Engineering, and Logistics teams to ensure that both private label and direct sales customers’ requirements are met in terms of product specifications, delivery schedules, and customer needs.
  

• Work with the Marketing team to tailor promotional efforts aimed at Japanese markets, addressing the needs of distributors, private label partners, and direct customers.
  

Key Performance Indicators (KPIs)

Sales Revenue:

Achievement of sales targets and growth of revenue from Japanese customers, including distributors, private label accounts, and direct end-users.

New Business Development:

Number of new opportunities identified and successfully converted into long-term partnerships, especially in direct end-user sales.

Customer Retention Rate:

Maintaining and growing relationships with distributors and private label accounts, while ensuring high levels of satisfaction and repeat business.

Forecast Accuracy:

Accuracy of sales forecasts for distributors and direct end-users.

Profitability:

Focus on profitability from both distributors and direct channels, ensuring that the right mix of customers and products drives growth.

Requirements

Required:

• Bachelor’s degree in business, Engineering, Marketing, or a related field.
  

• 5-8 years of sales experience in the cutting tools industry, with a focus on managing Japanese customers in the APAC region.
  

• Strong experience with managing distributor networks, private label customers, and key accounts in a cutting tools or related industry.
  

• Fluency in Japanese (native or advanced proficiency) and English, with excellent communication and negotiation skills.
  

• Strong knowledge of the cutting tools industry, including drills, end mills, and specialty tools.
  

• Proficiency with CRM systems and ERP systems (e.g., Acumatica).
  

• Strong understanding of Japanese business culture and negotiation styles.
  

Preference:

• Experience with OEM/private label products and direct-to-end-user business models.
  

• Knowledge of supply chain management and demand forecasting for both distributors and direct customers.
  

• Experience in strategic account management and business development.
  

• Ability to travel frequently across Japan and the APAC region.
  

Personal Attributes:

• Strong relationship-building skills with a focus on customer satisfaction and long-term partnerships.
  

• Motivated and results-driven, with a focus on meeting sales targets and profitability.
  

• Strong problem-solving and negotiation skills, with a creative approach to sales strategies.
  

• Adaptable and able to work in a dynamic, international business environment.
  

• High degree of emotional intelligence and the ability to navigate cross-cultural communication
  

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