Head of Sales Japan - Logistics Company

Strategy & Steering:

• Prepare, execute, monitor, and continuously improve account strategies/development/business plans
• Ensure sales forecasting, planning, and budgeting processes
• Facilitate successful implementation of new sales programs through the sales organization
• Adhere with and execute sales strategy and sales as provided by global/regional/country sales leadership
• Adhere with and execute binding guidelines and standards on sales related structures and processes
• Ensure invigoration of the company's value proposition in the market

Leadership in the matrix:

• Foster collaboration between Products, Sales and Supporting functions ("matrix mindset")
• Develop synergies and synchronized pro-actively sales actions in cooperation with country, regional and global sales

Product Development & Pricing:

• Support products in enhancement of product/service portfolio and corresponding pricing (e.g. identify business opportunities based on customer requirements feedback, deliver commercial feedback from market/customers to Products)
• Drive and support Products regarding individual product design for customers
• Create written offers and offer/service presentations for the customer in alignment with Products and Country Management
• Ensure business sustainable profitability
• Ensure Sales support for products in definition of HWL product/service offerings and corresponding pricing
• Lead and is responsible for RFQ and spot quotes competitiveness, completion and timeliness of assigned customers

Customer acquisition & implementation:

• Identify potential new customers
• Identify and convert sales opportunities in collaboration with Products, Country Sales and Country management
• Ensure acquisition of new customers and enhancement of existing customer relationships with the goal to retain and expand HWL business
• Generate tender leads and support timely the delivery of compelling and value generating proposals
• Ensure coordination of cross-product tenders
• Ensure appropriate negotiation strategy for tenders/standard sales opportunities
• Support Global Key account management activities in the country
• Build and maintain strong, long-lasting relationships with key customers
• Involve Operations/Products in case of special requirements deviating from Product/Process standards (e.g. discuss possible implementation date, impact on capacities and other tender details)
• Coordinate with other stakeholders (e.g. Legal, Finance, Sales, Geos')
• Lead contract and rate negotiations with customers
• Serve as an escalation level for commercial and operational customer issues and assist with challenging client requests
• Support profitability and AR management for the assigned customers
• Other tasks/responsibilities as assigned by line manager