Regional Sales | Account Manager

Our client is a leading global provider of advanced satellite communication and digital solutions for the maritime industry. They deliver reliable connectivity and innovative services to shipping companies, offshore operators, and other maritime customers, enabling safer and more efficient operations worldwide.

In Japan, our client works with most of the major shipping companies, providing ship-to-shore internet services that ensure safe, efficient, and connected operations at sea.

General Overview

Our client is strengthening its sales force in Japan to expand the market share of its VSAT

• and digital communication services.

Key Skills

Interest in IT and / or Shipping is important. Fluent in Japanese.  Location is flexible, Imabari or Tokyo

Target area : All of Japan

Position : Regional Sales | Account Manager

Reporting line : Sales Director, Japan

Since this role reports directly to a Japan-based Sales Director, fluency in Japanese (spoken & written) is essential.

Written English communication is required for coordination with global teams, while spoken English is beneficial but not essential.

Main Goals

Achieve personal sales targets as a sales professional for maritime solutions.

Drive revenue growth with new VSAT

Maintain profitability by securing sustainable margins from existing accounts.

Grow customer value through up-selling of services and cross-selling of digital solution products.

Support overall sales activity as an Inside Sales representative.

Responsibilities & Authority

Act as Regional Account Manager for both direct and indirect sales.

Key Tasks

To achieve the above goals, the role includes :

Managing the full sales cycle : requirements gathering, proposal preparation, contract drafting, closing, and follow-up.

Proactively acquiring new customers and maintaining strong relationships with existing ones.

Employing quantitative and hypothesis-driven approaches to sales development.

Setting priorities and managing multiple projects simultaneously.

Providing solution-oriented consulting and demonstrating expertise in satellite communications.

Generating and qualifying leads, following up, and driving opportunities to closure.

Building and maintaining strong, multi-level relationships with customers.

Ensuring compliance with client policies, maintaining CRM data, and following order processes.

Continuously learning about client solutions to present them effectively to customers.

Managing all aspects of assigned customer accounts, primarily in western Japan.

Business travel as required.

Performing Inside Sales tasks, including administrative support.

Required Knowledge & Experience

Proven sales experience in a technical / ICT environment.

Experience in satellite communications and / or the maritime industry is an advantage.

Strong knowledge of IP networking and cybersecurity.

Excellent written and spoken Japanese (essential).

Strong written English (required for reporting and international coordination).

Spoken English (preferred, but not essential).

Competencies & Attitude

Target-driven and results-oriented.

Positive, proactive, creative, and entrepreneurial mindset.

Flexible and collaborative, while able to stay firm when needed.

Strong team player with efficient communication.

Ability to build trusted relationships at all organizational levels.

Skilled in simplifying technical issues for non-technical customers.

Logical, pragmatic approach to problem solving.

Strong and continuously improving sales communication skills.

VSAT stands for Very Small Aperture Terminal. It is a two-way satellite communication system that uses small dish antennas to send and receive data via satellites.

In the maritime industry :

Ships at sea use VSAT systems to stay connected when outside the range of land-based networks.

Provides ship-to-shore internet services, enabling email, voice calls (VoIP), real-time data transfer, and crew welfare applications.

Ensures vessels can always connect with headquarters, customers, and safety networks worldwide.

How it works :

A ships VSAT antenna communicates with a satellite in geostationary orbit.

The satellite links to a ground station (hub), which connects the ship to the global internet or private networks.

Why it matters :

Critical for navigation and operational efficiency.

Supports digitalization in shipping (IoT, performance monitoring, fuel efficiency).

Provides crew with reliable internet access essential for welfare and retention.