Key Account Management Team Lead - Soda Stream

Overview

This role is a critical commercial leadership position, reporting directly to the Head of Sales Japan, and is responsible for the largest revenue-generating segment within the Japan business.

The position owns the company’s core indirect sales (distributor-led) channel, with full accountability for revenue growth, profitability, and market execution.

This role operates effectively as a “business owner” or “mini-General Manager”, with end-to-end responsibility for strategy, execution, and financial performance.

 

 

Responsibilities

To lead and grow the indirect sales business across Japan by developing and executing winning commercial strategies, influencing distributor performance, and ensuring strong in-market execution across all channels.

This role is accountable for delivering revenue, margin, and market share growth, while strengthening long-term distributor partnerships.

Distributor Strategy & Leadership (Primary Responsibility)

1)Build and maintain strategic partnerships with key distributors

2)Lead annual and quarterly business planning cycles

3) Develop and execute Sell-in and Sell-out strategies

4) Own all commercial negotiations including:

5) Pricing strategy, Rebates and incentives, Promotional investments,

6) Define, monitor, and improve distributor KPIs and performance。＊Success depends on influencing without direct authority

2. Nationwide Sales Strategy & Execution

Develop and implement channel strategies across: Consumer electronics retailers

Identify and prioritize key regions, accounts, and growth opportunities

Maximize in-store execution and brand visibility

Lead new product launches and expansion initiatives

3. Business Ownership (P&L Responsibility)

Full ownership of: Revenue (Sell-in / Sell-out), Gross margin, Inventory health

Lead demand forecasting and supply alignment

Drive pricing discipline and promotional effectiveness

Conduct monthly and quarterly business reviews and implement corrective actions

4. Team Leadership (3 Direct Reports)

Set clear KPIs and performance targets

Structure team responsibilities across accounts and regions

Provide ongoing coaching, development, and field support

Drive productivity within a lean, high-performance organization. * Role requires player-coach capability

5. Cross-functional Leadership

Partner with Marketing to execute campaigns and brand strategy

Collaborate with Supply Chain to ensure optimal inventory and demand planning

Align with Global/Regional teams on strategy and reporting

Provide consistent market insights to HQ and product teams

 

 

Qualifications

Required Experience: Must Have

Minimum 7 years of B2B sales experience (consumer goods, home appliances, or durable goods preferred)

Proven success in Indirect Sales (distributor model) with measurable business growth

Experience managing nationwide or large-scale commercial operations

Strong track record of P&L ownership and business delivery

Experience negotiating with: Distributors, Wholesalers, Major retail chains

Minimum 3 years of team management experience (3–10 members)

Strong analytical capability with experience in: Sales analysis, Inventory management, Demand forecasting

Critical Success Factors

Ability to grow and transform distributor-led businesses

Strong ownership mindset with accountability for results

Ability to operate effectively in: Complex environments, Resource-constrained organizations, Excellent prioritization and execution discipline

Preferred Qualifications

Experience improving distributor capabilities and performance

Experience in multinational organizations (business English preferred)

Experience managing e-commerce channels (Amazon, Rakuten, etc.)

Proven success in new channel development or market expansion

Experience in category creation or market development businesses