About this Position The Head of Sales for the Adhesive Consumer & Craftsmen business will lead the overall commercial strategy and execution across key channels, including modern trade (home improvement retailers), traditional trade (building material distributors), and stationery distribution.
This role is responsible for driving sustainable revenue and profit growth, strengthening customer relationships, managing and developing the sales organization, and aligning Japan's sales activities with global and regional teams.
The position requires a strategic yet hands-on leader capable of operating effectively in a dynamic and competitive market.ヘンケルジャパンの一般接着剤事業部における営業部長として、ホームセンター(モダントレード)、建材流通(トラディショナルトレード)、文具流通チャネルを統括し、売上拡大と収益性向上をリードしていただきます。国内営業組織のマネジメントに加え、グローバルチームとの連携を通じ、戦略的な営業施策の策定と実行を推進する重要なマネジメントポジションです
What You´ll Do
Channel & Customer Management
Lead sales strategy development and execution for modern trade, traditional trade, and stationery channels
Own revenue, margin, and cost management for assigned channels
Strengthen relationships with key accounts and oversee key account management activities
Analyze market trends, competitive movements, and customer needs to inform commercial planning
Optimize trade terms, pricing, and promotional plans across channels
Team Leadership & People Management
Manage, coach, and develop the sales team; establish KPIs and conduct performance reviews
Foster a high-performance culture and build organizational capabilities
Promote strong collaboration with internal cross-functional teams (Marketing, Supply Chain, Finance, etc.)
Strategic Planning & Business Development
Develop mid- to long-term sales strategies and annual business plans
Identify and drive new business opportunities and category growth initiatives
Ensure alignment with global and regional sales/marketing strategies and guidelines
Lead forecasting, pipeline management, and sales reporting to senior management
Customer Service & Issue Resolution
Oversee handling of customer inquiries and complaints, ensuring timely and effective resolution
Lead improvement initiatives to enhance customer satisfaction, service levels, and product quality perception
Manage escalations and implement root-cause and preventive actions
Additional Responsibilities
Manage sales budgets including revenue, gross margin, and SG&A
Oversee contract negotiations and key commercial agreements
Support trade shows, industry events, and customer engagement activities
Ensure compliance with company policies and governance standards
主な職務内容
チャネルマネジメント
ホームセンター(モダントレード)、建材流通(トラディショナルトレード)、文具流通の営業戦略策定・実行
各チャネルの売上・利益・コスト管理
主要顧客(小売・卸・流通)のKAM活動の推進および関係構築の強化
市場動向・競合状況の分析に基づく営業施策の立案
組織マネジメント
営業チームの統括、育成、KPI設定・評価
チームメンバーの能力開発とパフォーマンスマネジメント
社内クロスファンクション(マーケティング、サプライチェーン、フィナンス等)との連携推進
戦略立案・事業推進
中長期営業戦略および年間販売計画の策定
新規ビジネス機会の創出、重点カテゴリーの成長戦略推進
グローバルのSales/Marketing部門との連携・アラインメント
価格戦略、プロモーション施策、取引条件の最適化
顧客対応・品質関連
顧客からの問い合わせ・クレーム対応の統括および改善アクションの推進
品質・サービス向上のための社内外調整
重要トラブル発生時のエスカレーション判断と再発防止策立案
その他の主要業務
売上予測、販売レポート作成および経営層への報告
予算管理(売上・粗利・販管費)
展示会、業界イベントなどの営業活動サポート
取引基本契約や価格条件の交渉・締結管理
What makes you a good fit
Minimum 5 years of experience in a sales management or leadership position
Proven experience in channel sales (retail, distribution, or wholesale)
Strong team leadership and people development skills
Business-level English proficiency for communication with global stakeholders
Solid financial acumen and experience managing sales KPIs, forecasting, and profitability
Experience in consumer goods, DIY, building materials, or stationery categories
Strong understanding of both modern trade and traditional trade dynamics
Experience in a multinational or global company
Familiarity with CRM tools and data-driven sales management
Strategic thinker with strong execution capabilities
Customer-centric with the ability to build long-term partnerships
Inspiring leader who elevates team performance
Proactive, adaptable, and comfortable driving change
Excellent communicator who collaborates effectively across organizational levels
必須要件
5年以上の営業管理職(マネジメント)経験
小売・流通・卸などのチャネル営業の経験
チームマネジメント経験
ビジネスレベルの英語力(グローバルとの会議・レポーティングが可能なレベル)
KPI管理、売上・利益管理の実務経験
歓迎要件
消費財・日用品・DIY・建材・文具いずれかの業界での営業経験
モダントレード/トラディショナルトレードの深い理解
グローバル企業での勤務経験
CRMやデータ分析ツールの活用経験
【求める人物像】
戦略思考と現場感覚の両立ができる方
顧客志向が強く、長期的なパートナーシップ構築が得意な方
チームのパフォーマンスを引き上げるリーダーシップをお持ちの方
変化を楽しみ、主体的に改善を推進できる方
組織内外と協働しながら成果を創出できるコミュニケーション力の高い方
Some perks of joining Henkel
Flexible work scheme with flexible hours, hybrid work model, and work from anywhere policy for up to 30 days per year
Diverse national and international growth opportunities
Global wellbeing standards with health and preventive care programs
Gender-neutral parental leave for a minimum of 8 weeks
Employee Share Plan with voluntary investment and Henkel matching shares
Retirement Pension Plan (Corporate DC and CB composition)
Sick Leave
Group Term Life Insurance
Supplementary Workers' Accident Insurance
At Henkel, we come from a broad range of backgrounds, perspectives, and life experiences. We believe the uniqueness of all our employees is the power in us.
Become part of the team and bring your uniqueness to us We welcome all applications across different genders, origins, cultures, religions, sexual orientations, disabilities, and generations.
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