Sales Manager

About the role

Flexport is on a mission to enhance its commercial presence in Japan, and is seeking a Sales Manager to be based in Osaka, focusing on the Kansai region. This role is pivotal for driving new business and establishing strong relationships with clients in Osaka, Kyoto, Kobe, and the surrounding areas. As a Sales Manager, you will engage in both acquiring new clients and managing initial stages of accounts for FOB customers, providing a clear pathway towards leadership opportunities within the sales team in Japan.

Key facts

What you'll do

• Seek out and engage potential business opportunities across the Kansai region, specifically targeting Osaka, Kyoto, Kobe, and adjacent areas.
• Develop and sustain a robust pipeline of small to mid-sized prospects through proactive outreach, referrals, and partnerships.
• Serve as the main point of contact for customers and prospects within the region, ensuring their needs are met effectively.
• Successfully close deals that contribute to recurring revenue streams in both Ocean (FCL/LCL) and Air freight services.
• Collaborate with senior sales team members on strategic accounts that involve stakeholders or operations based in Kansai.
• Enhance the company's regional market presence by participating in industry events, conducting client visits, and leveraging local networks.
• Oversee the management of newly acquired FOB accounts, balancing responsibilities between account management and business acquisition to ensure smooth onboarding and stability.
• Work independently while maintaining close communication with Tokyo leadership and APAC teams, demonstrating a high degree of autonomy.

Requirements

• A Bachelor's degree or equivalent educational background is necessary.
• A minimum of 5 years of experience in B2B sales, business development, or account management, ideally within the freight forwarding, logistics, supply chain, or 3PL sectors.
• A demonstrated history of securing new business in Japan, with a preference for experience with Kansai-based clients (experience with brands such as ASICS, Epson, Keyence, or similar is highly advantageous).
• Familiarity with shippers in the Kansai region across various industries including manufacturing, consumer goods, electronics, automotive, chemicals, or industrial sectors.
• Proficiency in Japanese (native or business-level) and conversational to professional English skills.
• A solid understanding of Ocean (FCL/LCL) and Air freight operations, with the ability to articulate the value proposition to logistics and procurement professionals.
• A self-motivated approach that is conducive to remote collaboration with teams in Tokyo and across the APAC region.
• Excellent communication, negotiation, and relationship-building skills.
• A strong commitment to integrity and a customer-first attitude that aligns with Flexport's core values.

Nice to have

• Experience in selling technology-driven or digital freight solutions.
• Knowledge of trade routes in Japan, particularly with China, Southeast Asia, the US, and the EU.
• Previous experience in launching new offices, country expansions, or insourcing initiatives.

Skills & tools

• Expertise in Ocean freight (FCL/LCL) and Air freight operations.
• Proficient in B2B sales and effective pipeline management strategies.
• Strong account management skills, particularly in customer onboarding processes.
• Experience in outbound prospecting and developing partner networks.
• Proficient business communication in both Japanese and English.

Practical notes

• This role offers a significant degree of autonomy and a clear pathway to future sales leadership positions within Japan.
• Flexport is actively insourcing its operations in Japan and expanding its local team.
• The company is an equal opportunity employer, welcoming all qualified candidates regardless of their background.

About the company

Flexport is a full-service global freight forwarder that uses technology to fix the user experience in global trade. Founded by Ryan Petersen in 2013, the company offers ocean, air, truck, and rail freight services alongside customs brokerage, warehousing, and trade financing.