RESPONSIBILITY LEVEL:
Under general direction, provides leadership for the profitable secured growth of the region based Building Solutions business including overall sales efforts, activities and market share growth of all contract types and lines of business. Drives account management, cross-sell and portfolio sell strategies to facilitate the profitable growth of commercial equipment, applied equipment, controls systems, security offerings, fire alarm, fire protection, integrated systems and service lines of business through the Northeast Asia region direct sales force. Directs the deployment and execution of sales strategies, programs, processes, and tools to achieve sales objectives. Provides a continuous improvement focus, Sales cadence on pipeline creation, forecasting and sales coaching as well as market expertise and sales support to the Region business.

PRINCIPLE DUTIES:
1. Responsible for all aspects of sales planning and forecasting, results measurement including volume, margin, staffing, productivity, activity management, and sales expenses across all sales types in the Region.
2. Plans, organizes and builds teams to meet Account Management business objectives for key, target, managed, and maintained owner, consultant and contractor accounts focused on building “best in every market” relationships through directly employed sales professionals leading to market share growth in equipment, controls, security, fire alarm, fire protection, integrated systems and services including subscriber services.
3. Leads the region in sales management practices consistent with JCOS CLC standards. Sets standards and expectations for sales and development performance. Ensures the sales management of sales personnel through coaching and performance management assessment.
4. Profitably grows market share for all lines of business and across all sales channels.
5. In the branch channel, delivers planned business results for secured margin to grow market share across L&M, PSA, O&M, Prime, Plan & Spec Retrofit, and Construction contract types for Building Solutions – Northeast Asia.
6. Identifies new market growth opportunities with direct feedback to Northeast Asia leadership based upon feedback from field sales leaders. Provides both owner-direct and construction market expertise to drive the development of market value propositions, offerings, and strategy for all products and services.
7. Deploys training programs to support all sales strategies including cross-selling and portfolio selling proficiency (systems, equipment, security, and fire + linked after-market services) of the field sales force.
8. Drives the realization of sales strategies and sales growth programs including transactional construction, major projects, Building-Wide Systems Integration, PSA selling and service linkage programs.
9. Directs sales performance productivity across all established sales roles to established standards. Develops and reviews metrics to ensure productivity levels are achieved. Facilitates consistent sales processes and offerings across all branches. Coaches the development and coordination of the implementation of process and productivity measurements and review.
10. Oversees market analysis strategies and Key and Target Account identification. Facilitates communication and sharing of ‘best practices’ among Regions. Identifies requirements and assigns priorities to assist in the development of products, programs, tools, and support requirements.
11. Verifies that all branches are engaged in consistent processes to assess sales performance, including the measurement of individual selling skills, and training inventory and recommends appropriate improvements.
12. Engages in and supports Strategic Target Account Reviews (STAR) and Target Account Selling (TAS) reviews, critical opportunity reviews, executive level meetings, and presentations.
13. Oversees direct business development and account management for appropriate clients and opportunities.
14. Maintains field adherence to the DOA matrix for a selling related activities including pre-bid and pre-booking approval processes.
15. Provides feedback on the effectiveness of sales incentive programs to drive desired results.
16. Drives all aspects of the Continuous Improvement program for sales leading/lagging indicator metrics.
17. Performs other duties and projects as assigned.

REQUIREMENTS:

Native level Japanese skill and business level English.
Bachelor’s degree in engineering, marketing, or equivalent experience, MBA preferred. Ten to twelve years experience in sales, sales management, and marketing including 8 to 10 years of sales management experience and direct sales experience. Demonstrated organizational credibility in achievement of sales and profit plans for an extended period of time. Demonstrated ability to work in highly matrixed organizations. Understanding and knowledge of our industry, our company, and ability to coordinate different parts of organizations to achieve success.