National Sales Manager

B2B

salesforce.comCRM

• Proven sales leadership experience in the automotive, commercial vehicle, industrial manufacturing, or related B2B sectors.
• Demonstrated ability to manage and develop Sales teams.
• Strong experience in key account management, business development, and value-based selling.
• Ability to engage effectively with senior management and decision-makers at major customer organizations.
• Strong analytical capabilities and demonstrated ability to translate customer and market insights into commercial strategies.
• Practical experience using CRM platforms, preferably salesforce.com, for customer intelligence, opportunity management, and sales performance improvement.
• Experience working collaboratively with Marketing, Engineering, Product Management, and other functions within the organization.
• Strong commercial acumen, including pricing, profitability, and negotiation experience.
• Business-level communication skills, verbal and writing, in Japanese and English.
• Bachelor's or Master's degree is preferred.

OEM

3

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salesforce.com()

OEM

TCO

salesforce.com

3. OEM

OEM

OEM

OEM

OEM

• Position Purpose

• We are seeking a commercially driven and strategically minded National Sales Manager to lead our sales organization in Japan, strengthen relationships with key fleets and dealers, and develop strategic partnerships with key truck OEMs. This position combines sales leadership with direct customer engagement and strategic business development. The successful candidate will play a pivotal role in driving our sales organization into a more customer-centric, insight-driven, and collaborative team while actively developing business opportunities with fleets and industry partners. The role is structured around three core responsibilities.:

• 1. Sales Leadership, Market Intelligence & Commercial Excellence

• Objective: Lead and Develop a high-performing sales organization capable of translating customer and market insights into actionable commercial strategies and sustainable business growth.

• Key Responsibilities

• Lead and Develop Sales Team, strengthening their capabilities in strategic account management, customer engagement, and commercial execution.

• Establish a performance-driven sales culture emphasizing ownership, accountability, proactive planning, and cross-functional collaboration.

• Work closely with the Commercial team(Marketing, Key Account Management and Product Management teams) to develop differentiated and compelling value propositions that address the operational and economic challenges fleets face.

• Build processes for collecting and analyzing customer information, market trends, and emerging business opportunities.

• Leverage salesforce.com, CRM system, as a central platform to capture, structure, and consolidate customer and market intelligence across the sales organization.

• Transform customer insights and field intelligence into actionable business intelligence, such as customer segmentation to support enhancing fleets' development and strategic decision-making.

• Responsibility for the opportunity management

• 2. Strategic Customer(direct and indirect) Development

• Objective: Strengthen direct relationships with major fleets and dealer partners, particularly in the Greater Tokyo area, while accelerating business development through collaborative customer engagement.

• Key Responsibilities

• Take direct responsibility for developing and maintaining strategic relationships with fleets and OEM dealers in the Greater Tokyo metropolitan area.

• Conduct regular fleet visits to create and develop customer engagement, understand fleets' priorities, operational challenges, and long-term business requirements.

• Identify opportunities to expand business through value-based proposals that address fleet productivity, operational efficiency, total cost of ownership, and other relevant customer needs.

• Work collaboratively with Sales teams on strategic fleet development planning, joint customer visits, and the development of commercial opportunities.

• Develop structured engagement plans for key fleet and dealer accounts, ensuring clear commercial objectives, priorities, and follow-up actions.

• Capture customer insights and business opportunities through salesforce.com, making field intelligence accessible and actionable across the organization.

• Strategic customer price management.

• 3. OEM Partnership and Strategic Business Development

• Objective: Build and progressively expand strategic partnerships with major truck OEMs, creating long-term business opportunities and mutually beneficial commercial relationships.

• Key Responsibilities

• Establish and strengthen relationships with key truck OEMs, leveraging regular business activities and customer engagement.

• Develop an understanding of truck OEM business priorities, market positioning, operational challenges, and evolving commercial requirements.

• Coordinate with internal Sales, Marketing, Engineering, Product Management, and other relevant teams to identify opportunities for leading stronger OEM collaboration.

• Strategic price management.