GME Account Manager - Japan

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Job details

Company overview

We are the Japanese subsidiary of a European-based energy company, headquartered in the United Kingdom, with operations worldwide. Since entering the Japanese market, we have been strengthening our foothold and diversifying our business. Through partnerships with Japanese companies, we have seen growth in lubricant sales, petrochemicals, and other sectors. Our operations span across petrochemicals, trading, marine, industrial, and automotive lubricants. In our commitment to sustainable energy supply, we are not only involved in oil and natural gas but also in the development of clean energy and the reduction of carbon dioxide emissions.

Responsibilities

• Supports a profitable portfolio of existing accounts (approx. 70% of time) and prospects in direct sales (approx. 30% of time), championing their Value Selling principles and the SmartGains framework to develop existing relationships with customers and deliver profitable growth via new customer acquisitions.
• Participates in the development of local B2B business strategy, and regularly reviews the direct sales risk pipeline to maximise team profitability, assisting the team to maximise their effective time in attracting and retaining business.
• Conducts sales activities such as volume and margin analysis, supporting tender activity, resolving customer operational issues and monitoring pricing performance integrity to enhance customer perception of value.
• Drives new offers, building a deep understanding of the market, and actively supports prospecting activities, developing a pipeline of opportunities through more detailed customer analysis.
• Supports the implementation of the GME in-year programmes and priorities. Aligns personal objectives and individual annual plans with Area Sales Manager to deliver results through implementation of in year programmes, offers, priorities as defined by the area annual plan (e.g. Smart Gains, New Builds, ancillary sales, price interventions etc.).
• Clearly articulates product and services offers in a way that demonstrates distinctiveness and can translate this differentiation into customer value substantiated by customers’ willingness to pay a premium.
• Prioritises personal resources and activities to enable effective strategy execution and demonstrable growth within existing customer accounts through acquiring new vessels/ assets and upselling/ cross selling (prioritised to strategic target sectors).
• With input from Demand Control, develops and regularly updates detailed monthly customer forecasts, opportunities & vulnerabilities for the regional demand review which drives the LBM (Lubricants Business management) forecasting tool.
• Spends at least 60% of time in front of customers and is able to navigate conversations across a diverse contact map at all levels and through all functions of the customer to build strong relationships that build trust, generate powerful insights and enable business growth.
• Builds a robust plan to underpin each customer volume/ GM delivery and identifies areas to exploit further organic growth. Gains pricing approval through the pricing team (Net Tool).
• Has a small portfolio of qualified prospects and works the pipeline drawing support from the Sales Operations Executive to manage Prospecting
• Pipeline Management (PPM) KPIs in-line with targets.
• Leads virtual customer account teams to meet customer needs drawing support from Customer Operations, Global Business Services (GBS), Demand Control and Technical Support teams including a clear delegation of responsibilities. Builds personal development plan (PDP) based on career plan and line manager coaching/ feedback.

Requirements

• Minimum Graduate or tertiary business qualification with equivalent experience.
• Ability to develop, maintain and build new relationships with customers, OEMs and Industry bodies.
• Ability to present persuasive offers to senior level management within the customer’s business
• Leverages resources and own networks to achieve goals and objectives
• Understanding of shipping, oil & gas market and global dynamics, trends, regulatory environment desirable
• B2B sales management experience with a track record of delivery of sales targets and performance

Salary

9 - 13.5 million yen

Location

Tokyo