Sales Manager

Date: Feb 5, 2024

Location: Tokyo, JP

Company: IFF Family of Companies

Job Description

IFF is one of the world’s largest producers of food ingredients and is a leading supplier to the Food industry. We combine in-depth knowledge of food and nutrition with current research and expert science to deliver unmatched value to the food processing industry. We are innovative solvers, drawing on deep consumer insights and a broad product portfolio to help our customers turn challenges into high-value business opportunities. 

We have an exciting role now open for our Health and Biosciences (H&B) business, we are looking for a results oriented talent to join our Japan team as Sales Manager. 


Your Focus
As Sales Manager, you will be the contact point for our customers in Japan and you will be responsible mainly for:

  • Grain Processing, Brewery and Processing segments by meeting the sales targets of the organization through effective planning and budgeting aligned with Business goals.
  • Working closely with application specialist, managing distributor, maintaining and improving relationships with key accounts customers.
  • Supporting regional and global projects related to responsible key accounts.


You should have the ability to engage in commercial and technical discussions (e.g. optimum process condition, lab trial design and result review, scale up trial plan) and provide first level technical support for our customers and distributors. The portfolio scope will include Grain Processing, Brewery, Food Processing enzymes and related products.  


This position is Japan based and will report to the Sub Region Lead, North Asia H&B, and receive guidance from the Regional Industry leaders respectively.


How you will Contribute 

  • Achieve sales target and business objectives within Japan in line with Health & Biosciences Grain Processing and Food Enzymes with growth aspiration for current product portfolio.  
  • Understand market trends, competitive intelligence ensuring relevance of market strategy, create new opportunities and joint development projects with key accounts.
  • Communicate closely and effectively with sales team in other division and functional groups (marketing, supply chain, quality assurance, regulatory, legal, finance) for cross selling and alignment for project development and execution.
  • Provide inputs to develop a 3-5 year growth plan, considering market trends and growth strategies of Key accounts. 
  • Proactively update competitive landscape and Market Intelligence insights.
  • Effectively manage and strategically upgrade distribution channel to overcome the competition in the market.
  • Provide direction to channel partners to reach milestones and accelerate progress in customer buying cycle.
  • Collaborate with technical, application and marketing team across the country to provide first level technical service support to Key accounts and customers, including training for distributors.
  • Develop or deliver customer workshops and presentations to raise customer awareness of performance needs, in focus applications and educate customers on how to employ IFF’s solutions to address these needs.
  • Maintains 12 months rolling forecast of products on a monthly basis and liaise with supply chain group, production, SBU and other functions to ensure proper and smooth supply to customers.
  • Maintain updated CRM - account profiles, account plans, call reports, opportunity pipeline, monthly sales vs Outlook, gap analysis etc.

Job Requirements

What you will need to be successful

  • Bachelor degree in Food Technology, Industrial Microbiology, Biotechnology, Food Engineering or related discipline. MBA or Marketing degree is a plus.
  • At least 6-7 years B2B Food processing or Industrial Enzyme industry experience preferred.
  • Experience with utilization of Food Enzymes in modern food manufacturing with emphasis on alcohol or sweetener products.
  • Ability to organize the promotional events and take initiative to involve key stakeholders.
  • Experience with customer engagement and key account management.
  • Existing network and expertise in Japan food processing industry.
  • Good commercial and technical acumen that enables identification of technical and commercial needs and proposals of optimized solution.
  • Proven value selling and negotiation skills.
  • Ability to interact at multiple levels in customer organizations, including Owners and Senior Management and Operational level.
  • Resilient to setbacks, agile and strong drive for impact.
  • Strong interpersonal skills, networking ability and team player.
  • Familiarity with SAP, SFDC and the Microsoft Office Suite of programs.
  • Self-driven, positive mindset with proven ability to work and manage time and priorities.
  • International in outlook but with strong cultural affinity for Japan market.
  • Effective listening, verbal and written communication and presentation skills.
  • Fluency in English and Japanese language (TOEIC 750 or higher is preferred).
  • Willingness to travel domestically and regionally.



IFF is an Equal Opportunity Employer.

At IFF, we believe that your uniqueness unleashes our potential.  We value the diverse mosaic of the ethnicity, national origin, race, age, sex or veteran status. We strive for inclusive workplace that allows each of our colleagues to bring their authentic self to work regardless of their religion, gender identity & expression, sexual orientation, or disability. Visit to learn more