Key Account Management Team Lead - Soda Stream

Overview:

This role is a critical commercial leadership position, reporting directly to the Head of Sales Japan, and is responsible for the largest revenue-generating segment within the Japan business.

The position owns the company’s core indirect sales (distributor-led) channel, with full accountability for revenue growth, profitability, and market execution.

This role operates effectively as a “business owner” or “mini-General Manager”, with end-to-end responsibility for strategy, execution, and financial performance.

Responsibilities:

To lead and grow the indirect sales business across Japan by developing and executing winning commercial strategies, influencing distributor performance, and ensuring strong in-market execution across all channels.

This role is accountable for delivering revenue, margin, and market share growth, while strengthening long-term distributor partnerships.

• Distributor Strategy \& Leadership (Primary Responsibility)

1)Build and maintain strategic partnerships with key distributors

2)Lead annual and quarterly business planning cycles

3) Develop and execute Sell-in and Sell-out strategies

4) Own all commercial negotiations including:

5) Pricing strategy, Rebates and incentives, Promotional investments,

6) Define, monitor, and improve distributor KPIs and performance。＊Success depends on influencing without direct authority

2. Nationwide Sales Strategy \& Execution

• Develop and implement channel strategies across: Consumer electronics retailers
• Identify and prioritize key regions, accounts, and growth opportunities
• Maximize in-store execution and brand visibility
• Lead new product launches and expansion initiatives

3. Business Ownership (P\&L Responsibility)

• Full ownership of: Revenue (Sell-in / Sell-out), Gross margin, Inventory health
• Lead demand forecasting and supply alignment
• Drive pricing discipline and promotional effectiveness
• Conduct monthly and quarterly business reviews and implement corrective actions

4. Team Leadership (3 Direct Reports)

• Set clear KPIs and performance targets
• Structure team responsibilities across accounts and regions
• Provide ongoing coaching, development, and field support
• Drive productivity within a lean, high-performance organization. * Role requires player-coach capability

5. Cross-functional Leadership

• Partner with Marketing to execute campaigns and brand strategy
• Collaborate with Supply Chain to ensure optimal inventory and demand planning
• Align with Global/Regional teams on strategy and reporting
• Provide consistent market insights to HQ and product teams

Qualifications:

Required Experience: Must Have

• Minimum 7 years of B2B sales experience (consumer goods, home appliances, or durable goods preferred)
• Proven success in Indirect Sales (distributor model) with measurable business growth
• Experience managing nationwide or large-scale commercial operations
• Strong track record of P\&L ownership and business delivery
• Experience negotiating with: Distributors, Wholesalers, Major retail chains
• Minimum 3 years of team management experience (3–10 members)
• Strong analytical capability with experience in: Sales analysis, Inventory management, Demand forecasting

Critical Success Factors

• Ability to grow and transform distributor-led businesses
• Strong ownership mindset with accountability for results
• Ability to operate effectively in: Complex environments, Resource-constrained organizations, Excellent prioritization and execution discipline

Preferred Qualifications

• Experience improving distributor capabilities and performance
• Experience in multinational organizations (business English preferred)
• Experience managing e-commerce channels (Amazon, Rakuten, etc.)
• Proven success in new channel development or market expansion
• Experience in category creation or market development businesses