Service Sales Lead

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Introduction

The Service Sales Representative for Japan is responsible for driving the growth of TS sales by identifying leads and commercial opportunities within the installed base of Baxter (FLC/CCS) products in the region. The role requires full ownership and accountability on a given business scope, with a primary responsibility for proactively prospecting new business opportunities, up selling to existing customers (including distributors) and being accountable for exceeding quarterly and annual targets while maximizing revenue opportunity across the respective Business Unit. The role is part of the technical services team, working in close collaboration with Commercial teams, Marketing/Product and cross functional teams.
日本におけるサービスセールス担当者は、国内に設置されているバクスター(FLC&CCS)製品の既存顧客基盤を対象に、リードや商機を発掘することで、テクニカルサービス（TS）売上の成長を推進する責任を担います。本ポジションは、担当するビジネス領域において全面的なオーナーシップと説明責任を持ち、新規ビジネス機会の積極的な開拓、既存顧客（代理店を含む）へのアップセルを主な役割とします。また、四半期および年間目標を上回る成果を達成し、事業成長への貢献を期待されるポジションです。本ポジションはテクニカルサービスチームの一員として、営業部門、マーケティング／プロダクト部門、ならびに各種ファンクションチームと密接に連携しながら業務を遂行します。

Essential Duties & Responsibilities

Identify and capitalize on commercial opportunities ensuring a uniform understanding of the TS commercial offering and service value proposition across the geography and deliver or exceed on the agreed sales targets.
Submit accurate weekly forecasts based on intelligent and realistic pipeline management along with any other reporting requirements
Identify, develop and close leads for the business and refer on internal leads when appropriate.
Provides input on new markets, new product introductions, and existing products or supplies.
Promotes and establishes education of the company's products and/or services.
Manages and responds to customer concerns and problems, including distributors
Translates the results of the market insights into a clear prioritization of sales action, including value proposition & commercializing service offerings
Leads price & contract negotiations to successfully close customer deals
Conducts Regular Business Reviews with customers when it is applicable
Ensures repeat contract renewal by understanding customer buying decisions making process & patterns
Collaborates with tender & contract departments managing large scale tender and / or contract sales cycle of his accounts.
担当地域におけるテクニカルサービス（TS）の商機を特定・最大化し、顧客への価値提供について一貫した理解を促進するとともに、合意された売上目標の達成または超過を実現する
パイプラインを的確かつ現実的に管理し、精度の高い週次売上予測を提出するとともに、必要な各種レポーティング業務を遂行する
新規および既存のリードを特定・育成・成約に結び付けるとともに、適宜、社内関係部門へリードを引き継ぐ
新規市場の開拓、新製品導入、既存製品・消耗品に関する情報提供および提言を行う
製品および／またはサービスに関する教育・啓発活動を推進し、その価値の理解と浸透を図る
顧客からの問い合わせ、懸念事項、課題に適切に対応し、代理店・ディストリビューターを含む顧客満足度の向上に努める
市場インサイトや顧客情報を分析し、バリュープロポジションおよびサービスの商業化を含む、明確な営業アクションの優先順位付けに反映させる
顧客との価格および契約条件の交渉を主導し、取引成立に向けたクロージングを行う
必要に応じて顧客との定期的なビジネスレビューを実施する
顧客の購買意思決定プロセスおよび購買パターンを理解し、契約更新の継続的な獲得を確実にする
大規模な入札案件や契約案件において、関連部門と連携し、担当顧客の入札／契約セールスサイクルを管理する

Qualifications & Competencies

This role requires the ability to work independently to meet an individual sales quota as well as part of a wider team to support the overall Business Unit and Country quotas. Self-motivation and a proactive attitude to developing new prospects and closing deals are key to being successful in the role.
Proven experience in Sales; preferably Inside Sales and/or distributor markets within a corporate environment
Excellent interpersonal and customer relationship building skills required
Excellent time management, multi-tasking and organizational skills required.
Fluency in local Market language (i.e. Japanese & English)
Strong negotiation skills & Ability to close deals with customers
Demonstrated ability to be proactive and take initiative to get things done.
Tenacity/Intensity and results orientation.
Strong customer focus.
Passion for Improving Business Performance and for Your Ongoing Professional Development
Bachelor's degree in a relevant field (e.g. Business) preferrable.
Proven track record of success in driving sales growth and revenue in the indirect market.
Strong technical and commercial competences, with the ability to understand and communicate the value proposition of technical services.
Excellent leadership, communication, and collaboration skills, with the ability to work effectively with cross-functional teams and stakeholders.
個人の売上目標（セールスクオータ）を達成するために自律的に業務を遂行できると同時に、ビジネスユニットおよび日本全体の目標達成に向け、チームの一員として貢献できる方
新規顧客の開拓や案件のクロージングに対する高い自己モチベーションと、主体的・前向きな姿勢を有すること
営業経験を有すること（特に、インサイドセールスおよび／または代理店営業の法人営業経験があれば尚可）
優れた対人スキルおよび顧客との関係構築力を有すること
高いタイムマネジメント能力、マルチタスク対応力、ならびに業務遂行に必要な組織管理能力を有すること
日本語および英語での業務遂行が可能であること（ビジネスレベル）
優れた交渉力を有し、顧客との契約締結・クロージングを主導できること
自ら課題を見つけ、主体的に行動し、物事を前に進める積極性・実行力を有すること
粘り強さ、成果への強いコミットメント、および結果志向を持って業務に取り組めること
顧客志向が強く、常に顧客価値の最大化を意識して行動できること
ビジネスパフォーマンスの向上に対する強い意欲と、継続的な自己成長・専門性向上への高い関心を有すること
関連分野（例：ビジネス、経営、マーケティング等）の学士号を有することが望ましい
間接販売マーケット（代理店・ディストリビューター）において、売上成長および収益拡大を実現してきた実績を有すること
テクニカルサービスに関する技術的および商業的な知識・理解を有し、その価値（バリュープロポジション）を顧客に分かりやすく伝えることができること
高いリーダーシップ、コミュニケーション力、協働力を備え、部門を横断したチームや社内外のステークホルダーと効果的に連携できること

Equal Employment Opportunity

Baxter is an equal opportunity employer. Baxter evaluates qualified applicants without regard to race, color, religion, gender, national origin, age, sexual orientation, gender identity or expression, protected veteran status, disability/handicap status or any other legally protected characteristic.

Reasonable Accommodations

Baxter is committed to working with and providing reasonable accommodations to individuals with disabilities globally. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the application or interview process, please click on the link here and let us know the nature of your request along with your contact information.

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Minato-ku, Tokyo
108-0023
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