Director GTM Japan, based in Tokyo (with Travel to Hong Kong)

Job level Senior
Work exp Minimum 10 Years
Education Bachelor Degree
Within Overseas
Employment type Full Time
Benefits 5-day week, Housing allowance, Medical plan, Performance bonus
Industry Retail - Others
Job function Management > General Management
Sales / Business Development / Customer Service > Channel / Distribution
Published On 30/08/2018

Our client is a European fast-moving product licensee, representing leading global brands. They are a market leader in designing, producing, and selling branded garments and their products are known for innovation and high quality.


Direct reporting to: General Manager APAC, based in HK


Direct reports: none; however admin support will be provided


Function: Sales, Product


GOAL: To drive optimized sales and profits for the company and customers/distributors in Japan by applying standard sales & business management principles, focusing energy against the entire selling cycle – field level sales support, collection planning, seasonal product sell in, in season business / consumer information analysis and product distribution – recommending action steps and influencing key processes in each phase needed to maximize sales results.


Key Tasks:


  • Support the relevant sales teams of the distributor in achieving profitable market share and company goals through best practice sharing, sales system alignment and process harmonization/ improvement; represent the assigned accounts as well as the distributor internally as ambassador towards all functions and manage all interfaces.

  • Drive the dedicated channel and account business activity to ensure with the two direct accounts; Overall responsible for distributor and two direct accounts in all business related KPI


  • Define, plan and deliver the best possible product range mix; ensure providing the seasonal assortment plan (article level) on time in full and include the offered merchandizing plan reflecting the key seasonal highlights and local needs


  • Build a network acting as focal point for local markets, global functions and other key support functions to ensure identification of relevant projects

  • Navigate the complexity between each Japanese partner, the markets and the respective company functions, in order to ensure constant progress on the required initiatives.


  • Assess the need and drive the change (in business processes and organizational evolution) in the Japanese market to meet the needs of brands, markets, customers and consumers; actively elaborate, specify and create new market driven business concepts, advanced Go-To-Market solutions and sales support services


  • Guarantee, in alignment with the distributor and APAC marketing interface, optimum GTM materials and trade marketing tools for the Japanese market


Travel time: 30-40 % to Hong Kong and European HQ



  • Minimum 8 years in Sales, Retail operations & Business Development in the Consumer goods or FMCG industry

  • Experience in Sales, Retail Operation, wholesale/distribution and e-commerce, dealing with seasonal, high volume merchandise

  • Minimum 3 years in a leadership role

  • Education: University degree in business, Understanding of IT and Finance

  • Good analytical Math and Statistical Analysis skills; able to work out & execute a business plan

  • Good Presentation skills

  • Excellent IT skills required in Excel (advanced) and PowerPoint presentation

  • Language skills: fluent in English and Japanese



  • Analytical thinking/ problem solving

  • Able to build business

  • Strategic business focus

  • Drive for results, able to work independently

  • Organizational awareness; able to liaise internationally with HQ in Europe, offices in HK and China and outside clients

  • Good in planning & organizing

  • Diplomatic, able to build bridges and indirect lead people to achieve set goals

  • Open, self assured



  • Achieve set Sales & Trade Terms for APAC region

  • Acquire clients & implement success of strategic initiatives

  • Ensure Sales Quality

  • Comply to Budget