Japan Sales Manager – Channel & Strategic Accounts

This is a fully remote position, open to applicants in Japan.

📋 Description

• Develop and implement the channel strategy and annual business plan for Japan.

• Recruit, onboard, and enhance dealer and sub-dealer coverage.

• Set expectations regarding revenue, pipeline, activity, coverage, and compliance with channel partners.

• Conduct reviews of pipelines, quarterly business assessments, training programs, and co-marketing initiatives.

• Empower partners to effectively present MaxCyte solutions, carry out demonstrations, and progress complex sales opportunities.

• Manage and expand strategic partner relationships within the cell and gene therapy landscape.

• Collaborate on and implement Joint Business Plans that align with partners’ pipeline timelines and therapy development objectives.

• Lead negotiations for platform licensing and long-term partnership agreements.

• Foster relationships with end-customer stakeholders to generate demand through channel partners.

• Identify, qualify, and progress opportunities within biotech, pharma, CDMOs, and academic institutions.

• Track competitive offerings, pricing, funding, and therapeutic trends while providing actionable insights.

• Oversee Japan pipeline management, forecasting, CRM maintenance, deal progression, next steps, and closing strategies.

• Lead product presentations and demonstrations.

• Coordinate efforts between Sales, Field Applications, Marketing, Operations, and Finance to ensure exceptional customer experience and order fulfillment.

• Ensure compliance of channel activities with company policies, local regulations, ethical standards, and relevant guidelines.

• Represent the organization at industry conferences, customer meetings, and partner events.

⛳️ Requirements

• Bachelor’s degree in Life Sciences or a related discipline.

• At least 10 years of direct sales experience in organizations selling life science tools to the biotechnology, pharmaceutical, and research sectors.

• Over 8 years of commercial experience in life science tools, biotech, pharma, or associated markets.

• Significant experience in selling capital equipment worth over $100K to pharmaceutical and biotechnology clients.

• Proven track record of consistently meeting or exceeding sales targets.

• Experience navigating intricate buying committees and lengthy, multi-stakeholder sales processes.

• Demonstrated success in operating within a dealer/sub-dealer channel model.

• Capability to empower partners, manage performance, design coverage strategies, and implement indirect sales.

• Proficient in building and managing distributor relationships while driving accountability against targets and activity KPIs.

• Strong skills in business planning, forecasting, KPI-driven execution, disciplined CRM practices, and pipeline management.

• Excellent communication, negotiation, and influencing abilities.

• Strong technical fluency for solution-based selling within life science workflows.

• In-depth knowledge of cell and gene therapy, cell line development and manufacturing, immunology, and cell-based assays.

• Understanding of transfection techniques and technologies.

• Native/fluent in Japanese and proficient in business-level English.

• Established industry connections in protein production, cell therapy, immunology, cell biology, high-throughput screening, and high-content screening.

• Proven experience in launching or scaling new channel partners or product lines in Japan.

• Ability to excel in an entrepreneurial, high-growth setting.

• Willingness to travel approximately 50% across Japan, with occasional travel throughout APAC as necessary.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive health and wellness programs.

• Opportunities for professional development and career advancement.

• Flexible work arrangements and a supportive work environment.