- Location
- APAC-Japan-Field based
- Workplace
- Remote
- Type
- Full-time
- Department
- Sales
- Seniority
- Manager
- Education
- Master
- Visa
- Not sponsored
Description
Key Account Manager
Department: Sales
Employment Type: Full Time
Location: APAC-Japan-Field based
Reporting To: Koji Sakai
Description
The Key Account Manager (KAM) is responsible for managing the overall Invisalign, Vivera and iTero business with assigned Key Accounts in Japan. The KAM formulates and executes long-term account strategies aligned with the company’s strategic objectives and delivers annual operational plans and targets. The role owns detailed key account plans (e.g., sales targets, financial objectives, stakeholder relationships, education pathways, process improvements, and forecasting) and serves as the lead point of contact for all key account matters—anticipating customer needs and orchestrating internal collaboration to ensure customer success and business growth.
Role expectations
- Sales Targets, Financial Performance & Planning
- Own the development and execution of comprehensive business plans for assigned key accounts covering sales, revenue, goals and activities across Invisalign, Vivera and iTero.
- Formulate and implement sales strategies to achieve profitable growth and strategic objectives.
- Drive forecasting and translate strategic plans into operational priorities.
- Follow up on orders and ensure timely collection of accounts receivable.
- Ensure the order-to-payment cycle is executed in line with company policies.
- Customer Strategy & Relationship Management
- Own the overall relationship with key accounts and their management teams.
- Create customized education and knowledge pathways to enable adoption and long-term value creation.
- Maintain competitive intelligence and apply insights to account strategies.
- Analyse account data to support decision-making and opportunity prioritization.
- Identify and nurture new accounts for future growth.
- Cross-Functional Leadership & Execution
- Drive cross-functional collaboration with Sales, Marketing, Clinical, Finance and Customer Support.
- Serve as the single point of contact for customer-related issues.
- Ensure processes are in place to deliver on commitments and enable end-to-end execution.
- Reporting, Governance & Quality Feedback
- Deliver regular quarterly business reviews with cross-functional updates.
- Provide recurring reporting (weekly/monthly as required) including performance trends and action plans.
- Capture and manage customer feedback and quality-related records in line with internal processes.
What we're looking for
Qualifications & Experience
- 7–10 years of sales experience; experience with large or nationwide accounts preferred.
- Ability to engage senior stakeholders and manage complex accounts.
- Strong financial and analytical skills.
- Experience in medical devices or healthcare industry; dental industry knowledge preferred.
- Excellent communication, negotiation and time management skills.
- Willingness to travel domestically (approx. 50%).
Education
- Bachelor’s degree preferred; MBA a plus.
Key Competencies
- Strategic account planning and execution
- Commercial and financial acumen
- Cross-functional leadership
- Customer-centric problem solving
- Data-driven decision making
Skills
Accounts ReceivableNegotiation
