JP_Tire / RE - Key Account Manager
At a glance
Manager-level Account Management role at Continental. Tokyo · full-time.
Pay not stated
growthroles summary, based on the employer's posting.
What you'll do
- Build sales plans for assigned accounts, then track volume, profitability and monthly promotional activity
- Prepare recurring forecasts and customer growth plans, including promotions, sell-out work and annual joint plans
- Work with retail customers to improve availability, in-store visibility, product range and consumer demand
- Review customer performance, agree action plans and develop new accounts suited to the sales strategy
- Coach junior sales representatives and lead retail projects with cross-functional teams
What you bring
- Bring at least ten years of sales experience at a leading international company
- Hold a business or engineering degree; an MBA is an added advantage
- Use Japanese at native or N1 level, have lived in Japan for over five years, and communicate fluently in business English
- Bring analytical, presentation and project management skills, plus experience working with senior customer contacts
Who this fits
This Tokyo-based role is onsite and suits an experienced sales professional who can manage local sales staff and develop junior representatives. You’ll need Japanese and English business communication skills, and Japanese CV and work history documents are required.
From the employer
Continental develops pioneering technologies and services for sustainable and connected mobility of people and their goods. Founded in 1871, the technology company offers safe, efficient, intelligent and affordable solutions for vehicles, machines, traffic and transportation. In 2021, Continental generated sales of €33.8 billion and currently employs more than 190,000 people in 58 countries and markets. On October 8, 2021, the company celebrated its 150th anniversary. With its premium portfolio in the car, truck, bus, two-wheel and specialty tire segment, the Tires group sector stands for innovative solutions in tire technology. Intelligent products and services related to tires and the promotion of sustainability complete the product portfolio. For specialist dealers and fleet management, Tires offers digital tire monitoring and tire management systems, in addition to other services, with the aim of keeping fleets mobile and increasing their efficiency. With its tires, Continental makes a significant contribution to safe, efficient and environmentally friendly mobility.
Mission / Purpose of the Position
Make and execute strategic sales plan of assigned accounts for short, mid and long term which contributed to overall company sales goal. Main responsibilities are (but not limited to): achieving sales volume & increasing share of account, providing short/long term sales forecast, making customer yearly activity plan, developing new accounts etc. Drive retail channel development, improve sell-out performance and strengthen Continental's presence at the retail front.
Sales Volume and Profitability
▪ Achieve sales target of assigned accounts which will contribute to and in line with company sales target grow/maximize our business.
▪ Ensure monthly target achievement, promotional plan execution and other sales activities.
▪ Value creation of keeping a balance and sustainable way to grow both volume and profitability.
▪ Key accounts type: Distributors/OEM Car Dealers/E-commerce/Car Accessories Shops/ Tire Retailers.
▪ Drive retail sell-out performance by working closely with customers to improve product availability, retail execution and consumer demand.
Sales Strategy & Reporting
▪ Support NSM to make the national sales strategy and ensure implementation.
▪ Generate regional/customer level sales strategy which shall be in line with national sales strategy.
▪ Provide monthly, quarterly and yearly FC data and continuously improve FC accuracy and seasonal curve.
▪ Develop customer-specific retail growth plans including promotional activities, sell-out initiatives, and annual Joint Business Plans.
▪ Monitor retail performance and identify opportunities to improve channel effectiveness and market share.
Customer Management
▪ Build up solid relationship and trust with assigned customers with a clear understanding of SWOT, maintain and improve a profitable relationship.
▪ Implement key projects and initiatives to customer level, track progress and collect feedback.
▪ Provide training, customer service by utilizing existing team / company resources.
▪ Conduct regular business preview meeting with customers and execute action plan.
▪ Expand portfolio to address Japanese consumer needs incl, but not limited to regulatory check, supply chain requirements and price negotiation.
▪ Work closely with retail customers to improve in-store visibility, merchandising, product assortment, and overall retail execution.
▪ Collaborate with customers to plan and execute retail campaigns and consumer activation programs.
Business Development
▪ Identify, negotiate and establish new customers fit for company's requirement and strategic plan.
▪ Provide channel, regional and customer insights to internal team (marketing, logistics, product).
▪ Identify opportunities to expand retail channel coverage and strengthen Continental's brand presence in the market.
People and project management (long term)
▪ Team developing - steering and coaching junior SR performance weekly.
▪ Identify team development needs.
▪ Lead or projects assigned by National Sales Manager.
▪ Lead retail-related projects in collaboration with cross-functional teams to improve retail execution and customer engagement.
▪ Bechelor education degree in business or engineer, MBA is a plus
▪ 10+ years sales experience in top tear international company
▪ Automotive/ Tire sales experience is a plus
▪ Demonstrate strong analytical and presentation skills
▪ Project management knowledge and International company working experience
▪ Interact with senior level of customers
▪ Manage local sales team with individual SR development and motivation HR knowledge
▪ Team working spirit with performance driven leadership style
▪ International communication and cultural understanding
▪ Native Japanese level or with N1 Japanese level + living in Japan > 5 years
English fluent at business communication level
CV (Rirekisho) in Japanese and Work History in Japanese/English are required.
Ready to drive with Continental? Take the first step and fill in the online application.
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