Moog is a performance culture that empowers people to achieve great things. Our people enjoy solving interesting technical challenges in a culture where everyone trusts each other to do the right thing. For you, working with us can mean deeper job satisfaction, better rewards, and a great quality of life inside and outside of work.
Job Title:
Sales Supervisor
Reporting To:
Sales Manager
Work Schedule:
Hybrid – Hiratsuka, JP
Main responsibilities: (List 5 - 8 major accountabilities below)
主にアカウントセールス担当メンバーで構成させるアカウントセールスグループのリーダーとしてチームを率い、以下に詳述する職務を推進し、会社及びセールス部門が設定する事業目標の達成とチーム運営に責を負う。
セールス部門の戦略立案・策定・遂行への直接的参画
- 市場動向を踏まえた短期・中長期の営業戦略（価格戦略、プロモーション戦略等を含む）の立案において部門長を直接サポートし、または主導する。
- 経営陣や関連部門と連携し、セールス部門としての受注最大化と顧客満足向上につながる事業計画を策定し、自ら遂行の中心的役割を担う。
- 市場分析・競合分析を行い、戦略を継続的に改善する。
受注・売上目標達成へのコミットメント
- 受注および売上目標の策定とその達成の責任主体となる。
- 予実管理を徹底し、短期的数値目標と長期的成長の両立を実現する。
- パイプラインの健全性と予測精度を確保し、必要に応じて迅速な営業施策を講じる。
- グループ間取引においても日本ムーグ管轄顧客との関係性から販促活動が可能もしくは必要な場合には積極的な関与を行う。
強力なアカウントマネジメントの推進
- 主要顧客毎のアカウント戦略策定（アカウントプラン）、G2M(Go-to-Market)プラン策定と実施をリードし、あらゆる活動を通して顧客との関係を深耕しの浸透、複数階層・各部門レベルでの接点強化を推し進めアカウントシェア拡大、受注最大化、そして長期的なパートナーシップを構築する。
- 顧客課題に応じたソリューション提案をリードし、継続的な売上拡大と顧客満足度向上を実現。
- アカウントマネジメントや日々のセールス活動においてCRM利用を徹底し効率運用を推進する。
アカウントセールスグループの主たる役割の推進と目標達成の牽引
チームマネジメントおよび人材育成
- リーダーとしてチームを率い、所属メンバーの質的量的目標設定、KPI測定、フィードバック、改善を行う。
- アカウントセールスメンバーの採用、育成、評価、キャリア開発を実施する。
- メンバーのパフォーマンス最大化とモチベーション維持を目的としたコーチングを行う。
- チーム内にオープンで協働的なカルチャーを醸成し、高いエンゲージメントを維持する。
Position Summary
As the leader of the Account Sales Group, composed primarily of account sales representatives, this position will lead the team in driving the responsibilities detailed below, and be accountable for both the achievement of the company’s and the Sales division’s business objectives, as well as for the effective management of the team.
Direct Involvement in Sales Division Strategy Formulation, Development, and Execution
- Support and/or take the lead in developing short-, medium-, and long-term sales strategies (including pricing and sales promotion strategies) based on market trends, working closely with the Division Head.
- Collaborate with senior management and related stakeholders to develop business plans that maximize order intake and enhance customer satisfaction, taking a central role in their execution.
- Conduct market and competitive analysis to continuously refine and improve strategies.
Commitment to Achieving Order and Revenue Targets
- Take primary responsibility for setting and achieving order intake and sales revenue targets.
- Rigorously manage forecasts versus actual performance to balance short-term numerical targets with long-term growth.
- Ensure the health and accuracy of the sales pipeline and promptly implement sales measures as necessary.
- Engage proactively in promotional activities in inter-group transactions when relationships with customers under Moog Japan’s responsibility make such involvement possible or necessary.
Driving Strong Account Management
- Lead the formulation of account strategies (Account Plans) and Go-to-Market (G2M) plans for key customers, deepening relationships and improving penetration through all activities, strengthening connections at multiple organizational levels, expanding account share, maximizing order intake, and building long-term partnerships.
- Lead solution proposals tailored to customer challenges, achieving continuous revenue growth and improved customer satisfaction.
- Promote the consistent and efficient use of CRM systems in account management and daily sales activities.
Leading the Core Roles and Target Achievement of the Account Sales Group
- Direct strategic sales activities in assigned account areas and lead the group in achieving its overall targets.
- Strengthen collaboration with other functions (Engineering, Supply Chain, Production, etc.) to maximize customer value.
- Visualize results and progress both quantitatively and qualitatively, and execute improvement actions.
- Collect and appropriately manage customer-related information to ensure it is always up to date and properly maintained.
- Ensure proper application of pricing and other sales conditions in accordance with policies set under commercial terms.
- Gather market, customer, and competitor information, share it with relevant internal departments, and enhance networks and information gathering through participation in industry associations.
Team Management and Talent Development
- As a leader, set qualitative and quantitative goals for team members, measure KPIs, provide feedback, and drive improvement.
- Recruit, develop, evaluate, and provide career development opportunities for account sales members.
- Provide coaching aimed at maximizing performance and maintaining motivation.
- Foster an open and collaborative team culture, maintaining high engagement levels.
Qualifications:
Education/degree:
- 経営学、マーケティング、商業、または工学分野の学士号以上。MBA取得者は優遇。
- Bachelor degree or above in the business, marketing, commercial or engineering field. MBA as a strong addition.
Work Experiences:
- 法人営業経験
- B2B技術商材（産業機械、発電、航空宇宙、防衛、精密機器など）の法人営業経験10年以上、または同等の経験
- 受注・売上目標達成責任を伴った営業活動の実績
- アカウントマネジメント
- 主要顧客に対する戦略的アカウント管理、および複雑な商談（大型案件・長期プロジェクト等）のリード経験
- アカウント戦略策定・実行を通じた売上拡大の実績
- チームマネジメント
- 営業またはアカウント担当チームのリーダー／マネージャー経験5年以上（または同等の経験）
- メンバーの目標設定、KPI管理、評価、育成、コーチングの経験
- 営業戦略立案・遂行
- 市場分析・顧客分析に基づく短期・中長期営業戦略の立案と実行
- 予実管理、パイプライン管理を通じた売上・利益目標達成の実績
- 交渉・契約締結
-
顧客の意思決定層との交渉をリードし、契約を成立させた経験
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B2B Technical Sales: 10+ years’ corporate sales experience with technical products (e.g., industrial machinery, power generation, aerospace, defense, precision equipment) or equivalent, with accountability for order intake and sales targets.
- Account Management: Proven record leading strategic account management and complex, large-scale or long-term negotiations; demonstrated success in developing and executing account plans to grow revenue.
- Team Leadership: 5+ years as a sales or account team leader/manager (or equivalent), including target setting, KPI management, performance evaluation, coaching and talent development.
- Sales Strategy & Execution: Experience creating and executing short-, mid- and long-term sales strategies based on market and customer analysis; proven track record in forecasting and pipeline management to achieve revenue/profit goals.
- Negotiation & Closing: Experience negotiating with senior decision‑makers and successfully closing contracts.
Other skills and key behavioral competencies:
- ビジネススキル
- 強い数値コミットメントと目標達成力
- CRM）よびMS Officeの実務スキル
- ビジネスレベルの日本語および英語（資料作成・商談・会議対応が可能）
- 思考・実行特性
- 戦略思考と現場実行力の双方を兼備
- 分析的・論理的思考、計画立案・組織化能力
- 問題解決力と迅速な意思決定スキル
- 変化に柔軟に対応する適応力
- 新たな挑戦やリスクテイクを厭わず、失敗から学ぶ姿勢
- 対人・リーダーシップ特性
- 社内外の多様なステークホルダーと強固な信頼関係を築く能力
- 組織構造やレポートラインにとらわれず、関係者を巻き込み推進する力
- 優れたコミュニケーション能力、交渉力、調整力
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高い倫理観とコンプライアンス意識
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Business Skills
- Target-orientation: Strong commitment to numeric targets with proven delivery.
- IT literacy: Proficient in CRM systems (e.g., Salesforce) and MS Office (Excel, PowerPoint).
- Language: Business-level Japanese and English (able to prepare materials and conduct meetings).
- Thinking & Execution
- Strategic + Hands-on: Strategic thinker who can execute at the operational level.
- Analytical & Organized: Strong analytical, planning and organizational skills.
- Decision-making: Effective problem-solving and decisive decision-making.
- Adaptability & Risk-taking: Comfortable with change; willing to take calculated risks and learn from failure.
- Interpersonal & Leadership
- Stakeholder Influence: Builds trusted relationships across diverse internal and external stakeholders and drives cross-functional alignment.
- Communication & Negotiation: Excellent communication, negotiation and coordination skills.
- Integrity: High ethical standards and strong compliance awareness.
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