This role leads one of the largest and most strategically important functions within CooperVision Japan, carrying responsibility for delivering commercial results across multiple channels and customer segments. The Sales Director is also tasked with developing a high-performing organization capable of sustaining long-term market leadership. Success requires balancing strategic vision with operational excellence, influencing enterprise-wide decisions, and building strong partnerships with customers, employees, and internal stakeholders.
Responsibilities
Develop and execute short-term, mid-term, and long-term commercial strategies aligned with CooperVision's global, regional, and Japan business objectives
Own and deliver revenue, market share, profit, and customer growth targets
Lead development of annual and multi-year business plans across key customer segments and channels
Identify emerging market opportunities, competitive threats, and changing customer needs to drive business growth
Establish clear sales objectives, forecasts, and performance metrics, ensuring robust sales execution and accountability
Drive commercial innovation and new business models to accelerate sustainable growth
Lead all customer-facing sales organizations across Key Accounts, National Sales, and Strategic New Channels
Optimize channel mix and customer investments to maximize customer lifetime value and return on investment
Expand distribution opportunities by identifying and onboarding new strategic partners and accounts
Drive excellence in customer execution, sell-in, sell-through, and customer development programs
Build differentiated customer plans that create competitive advantage and long-term partnerships
Own executive relationships with strategic customers, distributors, wholesalers, retailers, and professional networks
Lead major customer negotiations, contract renewals, pricing discussions, and annual business planning processes
Establish Joint Business Plans with key accounts to drive mutual growth and value creation
Position CooperVision as a trusted long-term business partner through strong customer engagement and collaboration
Ensure customer satisfaction and support high-quality execution across all customer touchpoints
Lead integrated Customer Business Teams in partnership with Marketing, Commercial Operations, Finance, Supply Chain, and Regional and Global Teams
Align sales plans with product launches, promotional activities, pricing strategies, demand planning, inventory management, and customer engagement initiatives
Provide market and customer insights to influence company strategy and investment decisions
Drive data-driven decision making through effective use of analytics, dashboards, CRM systems, and KPI management
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Improve forecasting accuracy and sales productivity
Implement best practices across sales operations, performance management, customer planning, and field execution
Continuously challenge the status quo and identify opportunities to improve organizational effectiveness
Lead, coach, and develop a high-performing sales organization while fostering a culture of accountability, collaboration, innovation, and continuous growth
Build strong organizational capability and succession pipelines by attracting, developing, and retaining top talent
Create and communicate a compelling vision for the future of the CooperVision Japan sales organization, inspiring teams around long-term growth opportunities and strategic priorities
Lead organizational transformation by challenging existing assumptions, driving change adoption, and building a future-ready commercial organization
Demonstrate an ownership mindset by delivering results despite ambiguity, resource constraints, and market challenges, while maintaining a strong focus on solutions and business outcomes
Demonstrate courage to make difficult decisions, elevate performance standards, and adapt leadership approaches based on feedback, learning, and evolving business needs
Serve as a role model for CooperVision values and leadership behaviors
Own sales budget management, forecasting, and resource allocation
Ensure effective deployment of commercial investments for maximum business impact
Review business performance regularly and implement corrective actions where necessary
Ensure compliance with company policies, contract governance requirements, legal standards, and industry regulations
Maintain strong business controls while supporting growth initiatives
Requirements
Strong commercial and business acumen
Demonstrated track record of delivering significant sales growth
Exceptional strategic thinking and execution capability
Excellent negotiation and customer relationship management skills
Strong analytical skills with ability to translate data into actionable insights
Experience leading large, complex organizations and organizational transformation
Proven ability to build, develop, and retain top talent
Ability to influence across functions, cultures, and organizational levels
Strong executive presence and stakeholder management capability
Entrepreneurial mindset with a bias for action and problem solving
Exceptional organizational leadership and coaching capability
Strong presentation, communication, and storytelling skills
Excellent English and Japanese communication skills, both written and verbal
Ability to thrive in a fast-paced, matrixed, multinational environment
Demonstrated ownership mindset with a proven ability to deliver results despite ambiguity, resource constraints, and market challenges, while maintaining a strong focus on solutions, accountability, and business outcomes
Demonstrates learning agility, intellectual curiosity, and openness to new ideas, continuously adapting leadership approaches based on feedback, experience, and evolving business needs
20+ years of progressive experience in Sales, Key Account Management, Trade Marketing, Commercial Leadership, or related functions
Minimum 10 years leading large sales organizations
Significant experience managing national and strategic customer relationships
Experience across multiple commercial channels including retail, key accounts, field sales, and e-commerce
Experience within healthcare, OTC, medical device, consumer healthcare, FMCG, or related industries preferred
Contact lens, ophthalmic, vision care, or medical products industry experience is advantageous but not required
Proven record of developing high-performing teams and achieving ambitious business goals
Bachelor's Degree required
Nice to have:
Minimum 10 years leading sales organizations of 100+ employees
MBA or equivalent advanced degree
International business exposure and/or overseas experience
Important Details
Travel: Regular travel within Japan; periodic regional and global travel
Interaction: Frequent interaction with APAC and Global leadership teams across multiple time zones
About the Company
CooperVision is a company that operates in Japan and globally, focusing on delivering commercial results across multiple channels and customer segments.
