Introduction

We are currently supporting a search for a Senior Key Account Manager within the toy and consumer goods industry. Based in Tokyo, this pivotal commercial leadership role is responsible for driving sustainable growth across mass retail channels in Japan. The position focuses on executing strategic account planning, enhancing key partner relationships, and leading cross-functional commercial execution.

About the Role

Operating as a senior commercial leader within the toy and consumer goods industry, you will take ownership of major account relationships to strengthen brand presence and maximize revenue performance in Japan's mass retail landscape. You will bridge long-term strategic vision with daily execution—overseeing demand planning, trade investments, and field merchandising—while inspiring a dedicated team of account managers. Collaborating closely with internal partners across marketing, finance, and operations, you will translate market insights into high-impact commercial outcomes.

Responsibilities

Strategic Commercial Leadership & Account Management

• Formulate and execute short-, mid-, and long-term account strategies for key mass retail partners in line with broader channel objectives.
• Build and nurture resilient, collaborative relationships with key external stakeholders through joint business planning.
• Lead end-to-end sales performance management, including sell-in/sell-through analysis, demand forecasting, and trade investment optimization.

Retail & Merchandising Execution

• Oversee trade marketing programs and shopper marketing initiatives that align with core brand values.
• Manage third-party field merchandising teams to ensure superior in-store execution and retail excellence.
• Leverage shopper insights and metrics to optimize product availability, shelf presence, and customer experience.

Business Development & Cross-Functional Collaboration

• Identify and capture new business opportunities to expand market reach across traditional and omni-channel environments.
• Partner with internal teams—including Marketing, Finance, Operations, and Order Management—to deliver seamless execution and revenue growth.
• Guide, mentor, and inspire a team of account managers, fostering a high-performance and growth-oriented culture.

Requirements

• Experience: Minimum 10+ years of commercial or sales experience within international consumer branded goods (FMCG or consumer durables), with extensive experience managing key accounts.
• Industry Background: Deep familiarity with the consumer goods industry, omni-channel retail, and joint business planning methodologies.
• Languages: Native-level Japanese (written and spoken) and Business-level English suitable for international corporate communication and presentations.
• Core Competencies: Strong financial acumen, strategic planning ability, data-driven problem-solving skills, and exceptional stakeholder management capabilities.

Why Apply

• Generous Benefits Package: Competitive bonus structure, life/disability coverage, and enhanced family care leave options.
• Hybrid Work Flexibility: Modern workplace setup averaging 3 days per week in office for optimal work-life balance.
• Employee Perks: Enjoy generous employee discounts on global flagship consumer products.
• Wellbeing Focus: Access comprehensive health, mental wellness, and community-building programs.
• Inclusive & Purpose-Driven Culture: Flourish in a diverse, collaborative environment committed to innovation, learning, and positive social impact.