Commercial Manager, Additive Manufacturing, Japan

  • General
  • Japan - Tokyo

Commercial Manager, Additive Manufacturing, Japan

Our client is among the world’s leading makers of high precision machining equipment. Founded in Switzerland over 100 years’ ago, the company is on the cutting-edge of manufacturing technologies for all industries and applications, including additive manufacturing solutions. 

To support the growth of additive manufacturing solutions in Japan, the company seeks a Commercial Manager to join the organization. Based at one of the company’s Centers of Excellence located throughout japan, a Commercial Manager is accountable for the acquisition and management of business relationships through demonstrated technical competencies. Responsible for the company’s additive manufacturing business across industries, this person is a key member of the Japan team and a critical part of the continued success of advanced manufacturing across the region.

Job Description:
  • Business development, distributor and reseller/partner management, and Japan KAM
    • Identify, articulate and plan for new AM business opportunities across industries
    • Assess, deliver and manage new AM technology opportunities across industries 
    • Advise on AM feasibility to partners and prospective customers across industries
  • Provide knowledge about advanced manufacturing technologies and AM applications
    •  Realize commercial benefit through thought leadership
    • Act as a technology and sales champion across internal solution businesses 
    • Ensure AM’s incorporation into existing and future business/industry strategies
  • Share and cultivate technical AM perspectives and competencies across the organization 
    • Contribute to expanding the AM market in Japan
    • Participate in advanced manufacturing trade shows 
    • Partner with salespeople across all other solution/industry verticals 
  • Provide impact and feasibility insight in support of AM adoption in Japan industry
    • Ensure partners and customers are informed of AM’s adoption and integration 
  • Solicit and manage new orders for capital equipment 
    • Control and oversee internal sales support processes
    • Coordinate sales deliveries with colleagues and external stake holders
  • Respect confidentiality of classified internal and external documents and information
  • Act in accordance with the company’s code of conduct
Job Requirements:
  • An undergraduate degree in a technical field
    • Engineering, Chemistry, Automation, Industrial Design, or other
  • Have at least 8 years’ relevant commercial exposure 
    • Experience selling capital equipment for advanced manufacturing
    • Familiar with high precision industrial manufacturing processes
    • Comfortable with cross-industry application and solution segments
    • Knowledgeable on hardware, software and consumable sales dynamics
    • Some hands-on pre-sales or application knowhow preferred
  • Possess a strong indirect sales management background
    • Able to manage exclusive, tiered and geographic channel distribution partnerships
    • Able to identify, vet and onboard new high potential channels across Japan
    • Able to navigate complex global Key Account relationships in a Japan context
  • Take an analytical approach to complex commercial engineering goals
    • Willing to prioritize commercial tasks over technical hurdles
    • Willing to address engineering concerns from commercial/customer perspectives 
    • Willing to synthesize customer demands into commercially actionable tasks
  • Pro-actively, confidently and convincingly work with internal and external parties
    • Work with minimal direct supervision to ensure successful technical outcomes including:
      • Feasibility studies, application development and support, proof of concept and system integration, among others…  
    • Work in a group to delivery successful commercial outcomes including: 
      • Sell in and out, installations, consumables and service revenue, key account conversion and customer system expansion rates, among others…
  • Ability to clearly summarize information
    • Effective reporting in a multinational, multicultural corporate culture
    • Strong presentation sills in English and Japanese
  • Travel up to 25% in Japan
    • Occasional international travel for education and events

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