Enterprise Sales Lead, New Market Development

This full-time enterprise sales role develops new markets rather than selling only to predetermined targets. The person will select and investigate industries such as healthcare, manufacturing, logistics, transportation, warehousing and multi-site businesses, build hypotheses about customer needs, design approaches and create account plans for major companies. Responsibilities include deciding which services to propose, reaching the appropriate stakeholders, developing customer relationships, uncovering stated and unstated needs, designing solutions, and taking opportunities from initial approach through closing and expansion across the customer.

The role begins conversations mainly with general affairs and information systems departments and expands proposals to executives and business unit leaders. Successful approaches in newly opened industries must be converted into documented, repeatable sales methods and shared across the sales organization. The position also uses internal resources to improve customer engagement and is expected to contribute a new perspective to the organization’s existing sales model.

The main product is Akerun, a cloud-based access-control system. It centrally manages keys in the cloud and displays where, when and by whom entry and exit occurred. Unlocking and locking can be performed with smartphones and transit NFC cards. The system has been adopted by more than 7,000 companies and is used by organizations of different industries and sizes.

Required experience includes at least three years of corporate sales covering door-to-door prospecting through closing, excluding only lead-generated or inquiry-based sales. Candidates must have planned an account strategy for a company and taken it from hypothesis development to order, created six-month to one-year sales plans and achieved targets, and presented proposals to CXO-level stakeholders. Experience in IT or office-equipment sales and in independently developing approaches for untapped industries or customer segments is preferred. The posting also seeks people who can learn from a zero-based perspective, act flexibly and proactively, analyze issues quantitatively and logically, make and complete their own action plans, and aim to become a role model for the sales organization.

The position is assigned to the Corporate Sales Department, an organization of approximately 25 people. Career paths include both management and specialist tracks, and there is a record of transitions from sales into new business development. The work location is in Shiba, Minato-ku, Tokyo, with no transfers. Hours are 9:30–18:30 with a one-hour break under a flextime system; core hours are 10:00–14:00 and flexible hours are 7:00–10:00 and 14:00–21:00. Annual compensation is JPY 8,000,000–12,000,000, consisting of monthly pay, ability-based pay, performance-based variable pay and a discretionary allowance that covers 45 hours of overtime, with additional payment for excess hours. Annual holidays total 125 days. Benefits include health, employees’ pension, employment and workers’ accident insurance, commuting and housing allowances, remote work by consultation, a café space, free drinks, club activities, company meals, book-purchase support, internal study sessions, learning-event fee support, a high-specification PC, a smartphone and an awards program. A smoking room is provided. The selection process is a casual interview and document screening, followed by an online first interview and an in-person final interview.