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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