Location: Yokohama, Japan

Report to: Senior Manager, Commercial Operations, Japan and Korea

Role Purpose

The E-Solution Sales Executive (E-Sales) plays a critical role in driving digitally enabled revenue growth through strategic account ownership and solution-based selling for large customers.

This role focuses on designing, implementing, and optimising end-to-end purchasing solutions using external catalog integrations, content delivery, e-Ordering, and EDI connectivity. By combining data-driven insights, commercial negotiation, and strong cross-functional collaboration, the role delivers measurable value to both customers and RS.

This is a sales role with Field Sales-level commercial authority, centred on consultative engagement, digital execution, and long-term account growth.

What you will be doing in this role

Account Strategy & Customer Engagement

• Own and grow strategic customer relationships through proactive, solution-led engagement
• Identify purchasing trends, latent needs, and growth opportunities across all customer touchpoints
• Translate insights into strategic proposals that drive customer value and revenue growth
• Conduct customer visits, account reviews, and regular Business Reviews, presenting mid- to long-term account strategies

Data Analysis & Solution Development

• Analyse purchasing data to recommend process improvements, product opportunities, and optimisation initiatives
• Develop integrated solution proposals covering pricing, inventory, operations, part numbers, and commercial terms
• Support customers in improving procurement efficiency and digital adoption

Customised Catalog & Digital Solution Management

• Manage and maintain customer-specific customised catalogues and content delivery solutions
• Ensure accuracy and relevance of customer-specific digital content
• Design feasible, scalable solutions aligned with RS system capabilities and constraints

Internal Collaboration & Process Design

• Align customer requirements with RS system capabilities, clearly defining what can and cannot be delivered
• Partner with Customer Support, Pricing, Operations, Inventory Management, Product, and other teams to deliver end-to-end solutions
• Design and support operational processes that maximise customer value and compliance

Commercial Negotiation

• Lead commercial negotiations on pricing, terms, operational flows, and process changes
• Clearly communicate constraints and present structured alternatives to maintain trust and long-term partnerships

Performance, KPIs & Continuous Improvement

• Own KPIs, performance tracking, and trend analysis to identify improvement opportunities
• Drive continuous enhancement of purchasing processes, systems, and ways of working
• Support the implementation and optimisation of new tools and digital solutions
• Achieve revenue and gross-margin targets for assigned accounts
• Ensure accurate customer data, contract management, and commercial condition settings

How you make a difference in this role

By leveraging advanced data-analysis skills, problem-solving capability, and insights derived from customer interactions, this role elevates and optimizes customer purchasing processes, creating significant business value.

Strategic proposals that balance the needs of both customers and RS contribute to revenue growth, operational efficiency, and enhanced customer satisfaction.

What experience we expect from you

• Minimum 5 years of professional experience, including roles involving strategic negotiation and cross-functional stakeholder management
• Strong commercial negotiation skills, with experience leading pricing, terms, and process discussions
• Ability to structure complex issues and drive alignment across multiple teams
• Capability to understand end-to-end purchasing processes and design workable operational solutions
• Strong analytical skills, with experience identifying trends, gaps, and improvement opportunities
• Advanced Excel skills (e.g. VLOOKUP, Pivot Tables, filters, data import)
• Willingness and ability to learn system specifications and external catalog integration concepts
• Proactive, customer-centric mindset
• Native-level Japanese proficiency
• Ability to read and write in English

Desirable Experience

• Experience with SAP, Salesforce, or BI tools
• Background in e-commerce, digital solutions, or system-enabled sales environments

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