Senior Key Account Manager Japan

About the Role

Japan is one of Catawiki’s fastest growing markets. To support that growth, we are expanding the local account management team. As Senior Key Account Manager, you will manage and grow relationships with high potential professional sellers in Japan. Your portfolio will include sellers across Watches, branded Jewellery and Fashion. Many sellers operate across several of these categories, so you will take a broad view of their business and help them make the most of the opportunities across Catawiki.

You will use account performance, seller insights and customer demand to build clear growth plans. You will work closely with the international Sales team and our category teams to improve seller performance, develop new supply and resolve challenges. The portfolio is expected to grow through continued handovers from Business Development and the Wasabi API connection.

You will work remotely from Japan and collaborate with colleagues across Asia and Europe.

What You’ll Do 

• Build trusted relationships with a portfolio of high potential Japanese sellers and understand their goals, business models and inventory.
• Develop tailored account plans that support sustainable growth across Watches, branded Jewellery and Fashion.
• Use seller performance, customer demand and market insights to identify opportunities, address risks and set priorities.
• Lead regular seller reviews, agree actions and follow through on commercial and operational commitments.
• Help sellers improve the quality, range and consistency of their supply across relevant categories.
• Identify opportunities to grow sellers beyond their current category focus and coordinate with the relevant category teams.
• Support a smooth transition for sellers handed over by Business Development and help them establish strong ongoing performance.
• Onboard and guide sellers through API integrations, explaining the steps required from their side and setting clear expectations around sales potential and realistic price positioning for their inventory.
• Negotiate commercial agreements and align expectations with seller potential, customer demand and Catawiki’s commercial framework.
• Keep account plans, performance updates, forecasts and follow up actions accurate in HubSpot.
• Share seller feedback and market insights with internal stakeholders to improve the experience for Japanese sellers.
• Collaborate with colleagues across Sales, category teams and operational functions to resolve issues and deliver account plans.

What You’ll Bring

Required experience and skills

• Proven experience managing strategic or high potential business accounts and delivering measurable commercial growth.
• Strong account planning skills, with the ability to turn performance data and seller insights into clear priorities and actions.
• Commercial judgement and negotiation skills, with a focus on long term, profitable partnerships.
• Experience using data and CRM tools to monitor account performance, forecast results and manage follow up.
• Fluency in Japanese and professional fluency in English, including the ability to work confidently with sellers and international colleagues.
• Strong communication and stakeholder management skills, with the ability to build trust and align people around shared goals.
• Organisation and follow through, with the ability to manage multiple accounts and priorities.
• Confidence working independently in a remote role and collaborating across cultures and time zones.

Helpful experience

• Experience in pre owned luxury, particularly watches, branded jewellery or designer fashion.
• Experience growing accounts across multiple categories or markets.
• Knowledge of cross border ecommerce, international logistics or trade between Japan and Europe.
• Experience with marketplace integrations, API connected sellers or high volume inventory.
• An existing network among Japanese luxury resale businesses, retailers or professional sellers.

Where you'll Be

This is a fully remote position based in Japan, with occasional travel for seller meetings or tradeshows. You’ll be part of our global Luxury Sales team, working closely with colleagues across Europe and Asia.