国内営業ディレクター/ Country Sales Director

A global aviation solutions provider is looking for a Country Sales Director. The chosen applicant will lead sales and business development across Japan's aviation sector, managing key customer relationships and driving revenue growth.

Responsibilities:

• Represent the company at key Japan aviation industry forums, airport association events, and JCAB/MLIT engagements
• Lead, drive, and deliver key business KPIs for Business Development and Sales functions, including order intake, revenue, margin, and cash targets for the portfolio
• Build and execute account plans for top airports, airport groups, ANSPs, and key integrators/contractors
• Expand share-of-wallet by positioning lifecycle value, including reliability, compliance, uptime, and total cost of ownership
• Drive portfolio penetration in airfield lighting, gate systems, apron management, and airside automation
• Lead opportunity strategy and bid governance, including bid/no-bid, win themes, competitive positioning, partner strategy, and negotiation support
• Maintain key account management with major airports, consultants, and contractors, and run structured account plans and executive engagement
• Develop and manage the partner ecosystem, including agents, distributors, and integrators as applicable, covering enablement, performance, and compliance controls
• Ensure on-time response to RFQs, independent of size and nature, while maintaining a continued focus on established products
• Create a Key Account Management approach with major customers
• Proactively search for growth within Japan, including new customers, new aviation use cases, and service-led modernisation opportunities
• Maintain strict and qualitative internal reporting, including forecasts, CRM hygiene, and high-priority project action plans
• Support regional budgeting, strategic planning, and quarterly business reviews
• Proactively work towards creating service-oriented long-term SLA and Managed Services opportunities in collaboration with local partners
• Coordinate with regional operations and services teams as needed to ensure proactive and efficient support to customers and business partners
• Own the successful delivery of projects in Japan

Requirements:

• Bachelor's degree or above in Engineering, Business or a related field
• 10-12 years of experience in sales or business development
• Experience in tendering and internal sales governance (Bid/No Bid, LOA, approvals, contract risk awareness)
• Know-how of airport processes, standards, and cost structures
• Proficient in CRM and MS Office
• Effective communication, presentation, and negotiation skills
• Ability and willingness to travel domestically
• Business level Japanese (JLPT N2+ or equivalent) and English

Preferred Requirements:

• Experience in airfield ground lighting, gate management, apron management, airside automation, or airport digital platforms
• Understanding of ERP and related functions
• Know-how of contract management, project management, and service business (service contracts/SLA, spares, incident management concepts)
• Existing relationships with Japanese airport operators, JCAB, MLIT or major ANSPs
• Established 人脈 (jinmyaku) in the Japanese aviation or infrastructure sector

About the Company:

A global aviation solutions provider offering technology, systems, and services that support safer, more efficient, and reliable airport operations.

Keywords:

営業, 事業開発, 航空, エンジニアリング, 外資系

Job Ref: MH5J9A