Commercial Excellence Lead, Sales Operations

Commercial Excellence Lead, Japan Sales Operations

コマーシャルエクセレンス・リード、 ジャパン・セールス・オペレーション

We are seeking an experienced Commercial Excellence Lead to join our Japan business team. As a key member of our sales operations team, you will play a critical role in influencing and supporting sales and customer operations activities, driving sales process improvements, and enabling our sales teams to achieve their goals.

日本ビジネスチームに参加する経験豊富なコマーシャルエクセレンス・リードを募集しています。セールス・オペレーションチームの重要なメンバーとして、営業および顧客オペレーション活動に影響を与え、サポートし、営業プロセスの改善を推進し、営業チームが目標を達成できるよう支援する重要な役割を担っていただきます。

About the role

In this opportunity as a Commercial Excellence Lead, you will:

• Work closely with sales management to inspect sales process quality and prioritize opportunities for sales process improvement

• Assist sales management in understanding process bottlenecks and inconsistencies

• Develop and implement effective account and territory planning with sales leaders, and track effectiveness regularly

• Facilitate and lead regular account reviews and pipeline planning, creating specific sales initiatives to help deliver sales goals

• Proactively monitor and analyze performance, and assist the leadership team in developing campaigns and identifying key focus areas for the business

• Partner with the regional sales excellence team to build effective dashboards and support business performance metrics

• Lead sales improvement projects in line with business priorities

• Be responsible for training global and local sales teams on sales behaviors and tools (e.g., Salesforce)

• Drive alignment between Sales, Lead Gen, and Marketing organizations

• Assist the sales force in developing approaches to account standardization and close plans with their customers

職務内容

コマーシャルエクセレンス・リードとして、以下の業務を担当していただきます。

• セールスマネジメントと緊密に連携し、営業プロセスの品質を検証、改善機会の優先順位付け

• セールスマネジメントに対するプロセスの障壁や不整合の理解支援

• セールスリーダーとの効果的なアカウント・テリトリー計画の策定・実行、定期的な効果測定

• 定期的なアカウントレビューやパイプライン計画のファシリテーション・主導、営業目標達成に向けた具体的な営業施策の策定

• パフォーマンスの積極的なモニタリング・分析、リーダーシップチームに対するキャンペーン開発や重点領域特定の支援

• 日本セールスエクセレンスチームとの協業による効果的なダッシュボード構築、ビジネスパフォーマンス指標のサポート

• 事業優先度に沿った営業改善プロジェクトの主導

• グローバル・ローカルセールスチームに対する営業行動およびツール(Salesforce等)のトレーニング責任者

• セールス、リードジェネレーション、マーケティング組織間の連携推進

• 顧客に対するアカウント標準化アプローチやクロージング計画策定における営業支援

About You

You’re a fit for the role of Commercial Excellence Lead, if you have the following required qualifications:

• 5 to 8 years of experience in Sales Operations, Sales Enablement, and/or Commercial Excellence

• Fluency in Japanese and English is essential

• Prior experience with sales and customer success tools (e.g., Salesforce, Tableau)

• A high level of proficiency in using Microsoft Excel, PowerPoint, and Word

• The ability to communicate across levels and navigate a matrix structure

Key Competencies and Skills

• The ability to think strategically, work independently, and be a self-starter

• Organizational agility and leadership attributes (Transformational leadership, Thought leadership, and Participative leadership).

• Accountability and a results-driven mindset

• Sales experience or a keen understanding of sales with strong analytical skills

• Program management skills

• Experience in the software industry, particularly with SaaS businesses, would be a significant advantage

• A demonstrated ability to lead and influence indirect reports in a matrixed environment

求める人材

コマーシャルエクセレンス・リードとして、以下の適性要件を満たす方を募集します。

• セールス・オペレーション、セールス・イネーブルメント、コマーシャル・エクセレンスにおける5~8年の経験

• 流暢な日本語および英語運用能力（必須）

• セールスおよびカスタマーサクセスツール(Salesforce、Tableauなど)の使用経験

• Microsoft Excel、PowerPoint、Wordの高度な習熟度

• 階層を超えたコミュニケーション能力およびマトリクス組織での対応力

• 主要な能力・スキル

• 戦略的思考力、自律的な業務遂行能力、自発性

• 組織的機敏性およびリーダーシップ特性(変革型リーダーシップ、思考型リーダーシップ、参加型リーダーシップ)

• 説明責任および成果重視のマインドセット

• 営業経験または営業に対する深い理解と高い分析スキル

• プログラムマネジメントスキル

• ソフトウェア業界、特にSaaSビジネスでの経験(大きなアドバンテージ)

• マトリクス環境における間接的レポートラインへのリーダーシップおよび影響力

#LI-SC1

What’s in it For You?

• Hybrid Work Model: We’ve adopted a flexible hybrid working environment (2-3 days a week in the office depending on the role) for our office-based roles while delivering a seamless experience that is digitally and physically connected.

• Flexibility & Work-Life Balance: Flex My Way is a set of supportive workplace policies designed to help manage personal and professional responsibilities, whether caring for family, giving back to the community, or finding time to refresh and reset. This builds upon our flexible work arrangements, including work from anywhere for up to 8 weeks per year, empowering employees to achieve a better work-life balance.

• Career Development and Growth: By fostering a culture of continuous learning and skill development, we prepare our talent to tackle tomorrow’s challenges and deliver real-world solutions. Our Grow My Way programming and skills-first approach ensures you have the tools and knowledge to grow, lead, and thrive in an AI-enabled future.

• Industry Competitive Benefits: We offer comprehensive benefit plans to include flexible vacation, two company-wide Mental Health Days off, access to the Headspace app, retirement savings, tuition reimbursement, employee incentive programs, and resources for mental, physical, and financial wellbeing.

• Culture: Globally recognized, award-winning reputation for inclusion and belonging, flexibility, work-life balance, and more. We live by our values: Obsess over our Customers, Compete to Win, Challenge (Y)our Thinking, Act Fast / Learn Fast, and Stronger Together.

• Social Impact: Make an impact in your community with our Social Impact Institute. We offer employees two paid volunteer days off annually and opportunities to get involved with pro-bono consulting projects and Environmental, Social, and Governance (ESG) initiatives.

• Making a Real-World Impact: We are one of the few companies globally that helps its customers pursue justice, truth, and transparency. Together, with the professionals and institutions we serve, we help uphold the rule of law, turn the wheels of commerce, catch bad actors, report the facts, and provide trusted, unbiased information to people all over the world.

About Us

Thomson Reuters informs the way forward by bringing together the trusted content and technology that people and organizations need to make the right decisions. We serve professionals across legal, tax, accounting, compliance, government, and media. Our products combine highly specialized software and insights to empower professionals with the data, intelligence, and solutions needed to make informed decisions, and to help institutions in their pursuit of justice, truth, and transparency. Reuters, part of Thomson Reuters, is a world leading provider of trusted journalism and news.

We are powered by the talents of 26,000 employees across more than 70 countries, where everyone has a chance to contribute and grow professionally in flexible work environments. At a time when objectivity, accuracy, fairness, and transparency are under attack, we consider it our duty to pursue them. Sound exciting? Join us and help shape the industries that move society forward.

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