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.