Job Description

Primary Responsibility:

The Sales Manager will lead and manage a team of Territory Managers across Japan. This team is responsible for supporting channel partners (resellers and sub-dealers) and for post-sale follow-up with end users. The role's primary focus is to drive regional sales growth through effective channel enablement, strong team leadership, strategic planning, and cross-functional collaboration. Additionally, the Sales Manager will oversee the execution of partner-focused sales strategies and customer success initiatives.

Key Responsibilities:

• Lead, coach, and develop a high-performing team of Territory Managers across various regions in Japan, fostering their professional growth and maximizing their potential.
• Define and execute channel sales strategies in alignment with national and global objectives
• Establish and monitor clear sales targets, key performance indicators (KPIs), and performance metrics for Territory Managers, ensuring accountability and goal attainment
• Support Territory Managers in building strong relationships with key distributors and resellers
• Collaborate seamlessly with cross-functional teams, including marketing, product, and customer support, to ensure cohesive go-to-market strategies and execution
• Identify growth opportunities through channel performance analysis and market intelligence
• Ensure best practices in partner enablement, end-user follow-up, and post-sales engagement are implemented consistently across regions
• Participate in forecasting, budgeting, and pipeline management at the regional level
• Report regularly to senior leadership on sales performance, market trends, and team effectiveness
• Drive a culture of accountability, collaboration, and customer focus within the team

Qualifications:

Required:

• 7+ years of experience in B2B sales, with at least 3 years in sales leadership or people management role
• Proven track record in channel sales or indirect sales environments
• Strong leadership, coaching, and team development skills
• Strategic thinker with hands-on execution capability
• Fluent in Japanese and business-level English
• Willingness to travel across Japan as needed

Preferred:

• Experience in managing remote teams across multiple regions
• Industry knowledge in [e.g., medical devices, industrial equipment, IT/technology sector]
• Familiarity with CRM systems such as Salesforce

Ideal Candidate Profile:

• Inspirational leader who can motivate and unify geographically distributed teams
• Strong collaborator with a cross-functional mindset
• Analytical and data-driven decision maker
• Customer- and partner-centric, with a deep understanding of value-based selling

We encourage all relevant applicants to apply. We are committed to celebrating human diversity, and we trust that the best way to reach outstanding business results, is by welcoming diverse people into our community. 

About us

3Shape started with a simple idea - to make 3D scanning better. First, we applied it to the hearing industry, then we succeeded in dentistry. Twenty years later, 3Shape has 2,000+ employees globally. With the help of dental professionals and amazing colleagues we’re creating award-winning scanning and CAD/CAM solutions to change dentistry together! Together, we contribute to a better world. Experience the everyday #lifeat3Shape across the globe on LinkedIn.

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