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.

1. Distributor Strategy & Leadership (Primary Responsibility)

• Build and maintain strategic partnerships with key distributors

• Lead annual and quarterly business planning cycles

• Develop and execute Sell-in and Sell-out strategies

• Own all commercial negotiations including:

  • Pricing strategy
  • Rebates and incentives
  • Promotional investments

• 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