Accountable for the achievement of the department's assigned targets for profitable sales and achievement of the business overall objectives.  Formulate the Departmental vision and values and oversees their adoption through department, hence, forming the department's working culture. Lead Establish the business's strategic account planning processes and develops performance objectives, sales targets, and critical milestones for weekly/monthly/annual periods.  Lead the partnership with key customers and to develop Mid/Long-term goal of Key Account team that is in line with overall CVJ Long-term goal that can take the company to #1 position in the CL Industry. 

Strategy/Execution/Relationship Management

• Lead and support KA team members to develop and execute a business plan for each CVJ Key account including Local Key Account (LKA) especially for  large scale account in alignment with the global / regional stakeholders, including:
• Proactively identify core customer needs and map out how CVI/CVJ can accomplish those needs while considering CVJ business requirements
• Drive effective negotiations with KA customers to achieve both short/long term business goals of CVJ and the customers
• Develop and effectively present CVJ's value proposition to accounts
• Monitor customer satisfaction post sale and ensuring a high level of service quality
• Generate ideas for new revenue generation within large customers
• Pull together resources locally, regionally, during the key milestones of the development and execution of the plan
• Ensure all internal processes and activities to execute key account strategies
• Work closely with other business function/units to expand cross selling opportunities
• Lead/work with Customer Business Team (internal stakeholders) to come up with the strong Marketing Plan

Collaboration

• Leverage Customer Business Team to ensure marketing strategy as well as operation strategy is well differentiated from competitors and aligned with customers including:
• New Product Launch Plan
• Product Portfolio Strategy including private brands
• Promotion Activity
• Human Resource Strategy/Training Plan within the Team
• Supply Chain Strategy (out of stock effect and IT issue minimization)
• How to effectively reduce shipping cost especially direct to patient delivery
• Manage the overall operational, budgetary and financial responsibilities including the forecasting accuracy
• Work with Customer Business Team to strategize Annual/Multi-Year Contract with each customer and lead the negotiation process
• Work closely with finance and marketing in order to review performance data that includes financial, sales, market data analysis, and activity reports and spreadsheets, to monitor and measure overall department effectiveness by streamlining the internal business process

Leadership/Team Management   

• Set and monitor KPI's and support the team members
• Lead the team as a good role model and ensure best-in-class key account management capabilities by working from strategic thinking to plan development, proposal, and implementation.
• Formulate Mid/Long-term goal of Key Account team that is in line with overall CVJ Long-term goal that can take the company to #1 position in the CL Industry including identifying new Key Account Customers as well as team structure
  
   

Networking/Communication 

• Use Key Account Management best practices espoused by the regional and global KAM/Sales Operations Team
• Understanding CVI's global organizations structure, internal decision-making alignment, etc. to work effectively 

Other duties:

Also handles other such duties as he may deem to fit in the execution of his duties or duties as assigned by CVJ President, or APAC President.

 

Internal Reports and Reference

• Report to Head of KA
• Closely coordinate with CVJ NSD and Commercial Operation department
• Closely collaborate with Customer Business Team (CVJ marketing, finance, logistics and other functions)
• Liaise with the CVI global and regional KA organization

Knowledge, Skills and Abilities:

1. Outstanding organizational skills and definitive leadership skills sustained by strong experience and effective trainings
2. Strong and impactful communication and presentation skills in Japanese and English
3. High level of analytical skills to be able to derive useful insights from raw data and information, availing strategies and approaches that enable acquisition, retention, and enhancement in sales volume
4. Excellent Excel (incl. modeling) and PowerPoint skills
5. Training experience on updated sales skills and business management

Work Environment:

• TRAVEL: Frequent within Japan with occasional trips outside Japan (Asia/ Global) 

Experience:

1. Negotiation skills, communication skills, project management skills, company analysis skills, ability to create and execute accurate sales forecast plans (Fcst accuracy)
2. Reliable experience in Medical Device company, Health Care, FMCG, OTC, and/or Consulting industry.
3. Proven sophisticated and strategic thinker and business acumen 
4. Proven strong influencing and negotiation skills
5. Highly numeric / Strong Financial skills
6. Experience in management and operations of large chain customer.
7. Minimum of 10 years of relevant experience in sales and hopefully in multinational company

Education:

Bachelor's Degree (Master's Degree in Business Management, Business Administration or other related filed is preferred) An equivalent of the same in working experience is also acceptable for the position.