Head of Sales - Japan

To own revenue growth and go to market execution across Japan and Korea for Lloyd’s List Intelligence. This is a hands on leadership role responsible for developing a high performing sales team, embedding the LLIVE methodology, and growing both new business and existing accounts across our Risk and Compliance, Predictive Fleet Analytics, Infospectrum and Lloyd’s List portfolio.

Key responsibilities

• Revenue and commercial ownership. Deliver the new business, cross sell and renewal targets for the combined Japan and Korea territory across the full LLI portfolio.

• Forecasting and pipeline management. Own an accurate, regularly updated forecast and maintain healthy pipeline coverage against target. Run a disciplined weekly forecast and pipeline cadence with the team, keep Salesforce as the single source of truth with current NTABO scoring and next steps on every opportunity, and proactively flag slippage, at risk renewals and coverage gaps to the Head of APAC well before quarter end.

• Team leadership and coaching. Lead, develop and hold accountable a team of account managers operating within a sector based territory structure. Run regular pipeline reviews, deal coaching and call shadowing, and manage performance constructively where it falls short.

• Methodology and discipline. Embed LLIVE end to end, from lead generation through to contracting, ensuring every opportunity is qualified through NTABO and that discovery is grounded in Issue, Consequence and Value.

• Strategic account growth. Build and execute white space and buying centre mapping across the territory to expand wallet share within priority accounts, and protect the existing book through strong renewal governance.

• Go to market and stakeholder management. Work closely with solution consultants, marketing, customer success and product to bring the right resource to deals, and represent LLI credibly with senior client stakeholders across maritime, trading, finance and the public sector.

• Pricing discipline. Apply value based pricing across varying fleet sizes, risk exposure and integration depth, anchoring on value and protecting price integrity across a tightly connected client community.

What success looks like in the first 12 months

A team consistently working to LLIVE with reliable Salesforce hygiene, an accurate and growing pipeline, delivery against the territory number, and at least one expansion or landmark deal demonstrating cross portfolio selling.

Candidate profile

• Proven B2B sales leadership experience, ideally in data, intelligence, SaaS or information services, with a track record of carrying and exceeding a team number.

• Direct experience selling into, or managing teams across, Japan and Korea, with cultural fluency in both markets.

• Strong coaching instinct and comfort holding a team accountable while keeping them motivated.

• Fluent business level Japanese essential; Korean an advantage.

• Disciplined on process, forecasting and CRM hygiene.

• Maritime, shipping, trade finance or compliance background desirable but not essential.