Overview:
This role is a critical commercial leadership position, reporting directly to the Head of Sales Japan, and is responsible for the largest revenue-generating segment within the Japan business.
The position owns the company’s core indirect sales (distributor-led) channel, with full accountability for revenue growth, profitability, and market execution.
This role operates effectively as a “business owner” or “mini-General Manager”, with end-to-end responsibility for strategy, execution, and financial performance.
Responsibilities:
To lead and grow the indirect sales business across Japan by developing and executing winning commercial strategies, influencing distributor performance, and ensuring strong in-market execution across all channels.
This role is accountable for delivering revenue, margin, and market share growth, while strengthening long-term distributor partnerships.
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Distributor Strategy & Leadership (Primary Responsibility)
1)Build and maintain strategic partnerships with key distributors
2)Lead annual and quarterly business planning cycles
3) Develop and execute Sell-in and Sell-out strategies
4) Own all commercial negotiations including:
5) Pricing strategy, Rebates and incentives, Promotional investments,
6) Define, monitor, and improve distributor KPIs and performance。＊Success depends on influencing without direct authority
2. Nationwide Sales Strategy & Execution
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Develop and implement channel strategies across: Consumer electronics retailers
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Identify and prioritize key regions, accounts, and growth opportunities
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Maximize in-store execution and brand visibility
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Lead new product launches and expansion initiatives
3. Business Ownership (P&L Responsibility)
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Full ownership of: Revenue (Sell-in / Sell-out), Gross margin, Inventory health
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Lead demand forecasting and supply alignment
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Drive pricing discipline and promotional effectiveness
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Conduct monthly and quarterly business reviews and implement corrective actions
4. Team Leadership (3 Direct Reports)
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Set clear KPIs and performance targets
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Structure team responsibilities across accounts and regions
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Provide ongoing coaching, development, and field support
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Drive productivity within a lean, high-performance organization. * Role requires player-coach capability
5. Cross-functional Leadership
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Partner with Marketing to execute campaigns and brand strategy
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Collaborate with Supply Chain to ensure optimal inventory and demand planning
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Align with Global/Regional teams on strategy and reporting
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Provide consistent market insights to HQ and product teams
Qualifications:
Required Experience: Must Have
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Minimum 7 years of B2B sales experience (consumer goods, home appliances, or durable goods preferred)
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Proven success in Indirect Sales (distributor model) with measurable business growth
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Experience managing nationwide or large-scale commercial operations
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Strong track record of P&L ownership and business delivery
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Experience negotiating with: Distributors, Wholesalers, Major retail chains
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Minimum 3 years of team management experience (3–10 members)
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Strong analytical capability with experience in: Sales analysis, Inventory management, Demand forecasting
Critical Success Factors
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Ability to grow and transform distributor-led businesses
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Strong ownership mindset with accountability for results
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Ability to operate effectively in: Complex environments, Resource-constrained organizations, Excellent prioritization and execution discipline
Preferred Qualifications
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Experience improving distributor capabilities and performance
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Experience in multinational organizations (business English preferred)
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Experience managing e-commerce channels (Amazon, Rakuten, etc.)
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Proven success in new channel development or market expansion
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Experience in category creation or market development businesses
