Territory Commercial Manager Japan

PURPOSE

The purpose of the Territory Manager position is to facilitate the sales of Socomec products by developing technical specifications with key stakeholders throughout the project value chain. These stakeholders include, but are not limited to, M&E consultants, property developers, key end-users, channel partners, facilities managers, and construction companies, with the objective of generating incremental turnover.

The candidate must be able to present the full Socomec offer portfolio. In addition, the candidate will have, or develop, expert-level competence in Power Switching, Power Conversion, and Monitoring Solutions, including low-voltage switches, UPS, and energy metering solutions.

This role is also responsible for improving sales performance by managing direct key accounts such as distributors, system integrators, and/or OEMs.

He/she will report key figures on sales activities, ensure customer satisfaction, provide feedback on competitive and market activities, and challenge and diversify our access to the market.

The key objectives are as follows:

• Develop the Company’s image and increase product sales volume through channels or directly to end customers.
• Drive strong business development activities to expand beyond usual channels and accelerate business growth.
• Manage existing channel partners and identify and qualify new partners.

Demonstrate Socomec’s technical expertise in applications and solutions within targeted segments

RESPONSIBILITIES

Specification

• Develop an annual business plan to engage targeted stakeholders and gain market share in identified key client industries
• Work as a hunter to generate and follow up on leads, boost the project pipeline, and create interest.
• Leverage on his/her network to identify upcoming projects and get strategic information to put us ahead.
• Reach and influence relevant decision makers to specify the technical features of our products.
• Perform specification changes and SLD conversions.
• Lead the coordination of resources around a project from specification to purchase order.
• Be involved in and support the pre-sales phases, including compliance, technical comparisons, BOQ creation, and handling objections.
• Organize events, exhibitions, seminars, and lunch-and-learn sessions to boost brand awareness and build relationships.

Sales & Marketing

• Conduct customer visits with panel builders, dealers, end users, etc. to present our company, products, and solutions and generate requests for quotation.
• Conduct specification business development for Socomec products with consulting engineers, panel builders, integrators, electrical contractors, OEMs, and other defined targets.
• Bring added value to our distributors regarding prescription actions towards consultants.
• Follow up on quotations, customer requests, and complaints.
• Identify and develop new prospects.
• Identify new business opportunities through his/her own commercial investigation, including customers, segments, and product adaptation.
• Support the implementation of the marketing action plan.

REQUIREMENTS

• A degree or higher, with at least 8 years of relevant work experience in account and/or partner management and a proven sales track record.
• Experience in specification work.
• Experience in the low-voltage and power conversion industry, with a local network of panel builders, M&E consultants, and end users.
• Good communication skills in English and the local language.
• Independent and results-oriented.

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