The product for which this position will be responsible for marketing is patented in Japan. It was introduced to the country in 2003, and Japan sales now account for 15% of global sales.  High growth for Japan is expected over the next 5-10 years. Several new products in the same portfolio will be launched in 2007.

Job Description: The Japan Sales and Marketing Manager will be responsible for managing a small sales team that sells the product to the appropriate industries in Japan.  The position will report directly to the Asia Marketing Director based in the United States.  The Sales and Marketing Manager will work very closely with the Asia Marketing Director to formulate marketing strategies, and coordinate communication to clients.  The position is based in Tokyo.  This person is expected to manage two technical sales associates. 

This person will also be tasked with continuously improving the marketing and distribution strategy, identifying new distribution partners, negotiating distribution agreements, and managing these partners.  Travel is essential.  Management expects the Sales and Marketing Manager to spend 50% of his/her time with customers.  Key activities performed by the Japan Sales and Marketing Manager include:

·        Performance Expectation – Exceed within three years (2009) annual sales of $3 million (U.S.) of the product portfolio.

·       Business Development/Direct Sales – Develop sales strategy, identify key end users, and develop relationships with influential contacts at key end users.  Develop sales forecast by market segment/customer to support performance expectation, and then meet or exceed sales targets.  Current customers may resist change from current industry installation practice.  Therefore, as Sales and Marketing Manager he/she must be aggressive and persistent!  Adoption of the product is dependent on successful field trials.  These trials will involve significant coordination with development and manufacturing in the U.S.

·       Sales Management – Develop and execute a sales strategy for a 2-person sales team.  As the market grows, we may add to this team.  We expect him/her to provide direction and set clear sales goals to the sales people on his/her team.

·       Channel Management - Provide marketing, sales, and technical service support to channel partners to ensure mutual success.    Monitor channel partner performance and recommend/implement strategies to continually optimize channel performance. 

·       Marketing Communications –Work closely with U.S.-based Marketing to develop Japanese marketing collateral and sales tools.  The pair will also develop brand awareness through effective advertising, public relations, direct mail campaigns, trade shows, and web marketing – working with external PR/advertising agencies as needed.

·       Supply Chain Management – The position will require high degree of coordination with manufacturing in the U.S.  The company intends to manufacture in Japan by the end of 2007, so this role will also help evaluate manufacturing models, identify potential partners/locations, and negotiate any agreements or leases required.

Job Requirements:

·         MBA from U.S. business school or equivalent work experience

·         At least 3 years of  sales experience with proven track record

·         Industrial experience a plus, but not required

·         Japanese national, proficient in English.  Must understand both U.S. and Japanese business practices.

·         Strong sales orientation and relationship management skills

·         Self-motivated, ambitious person looking for opportunity to make a difference

Orientation/Training: The new associate will travel to the United States for three weeks to attend a leadership orientation program.  The product team will also provide strategy, product, manufacturing, development and marketing introductory training which may involve frequent trips overseas. During this training abroad, the associate will meet and interact with counterparts in other countries, and will have the opportunity to learn from these experienced associates.  After this orientation, the Japanese associate will continue to work closely with the U.S., European and Asian marketing teams to develop the Japanese market.  He/she will have access to a global knowledge database and solutions forum where questions can be raised and answered promptly.  The company culture strongly encourages continued education.  All associates are required at least forty hours of training each year.