About the Role
The Sales Representative will be responsible for blended business development, account management portfolio, coaching/mentoring junior sales talent, and driving profitable growth through data-led, customer-back strategies.
Key Activities
Own a revenue book: manage and grow strategic accounts (club, mass, grocery retail, Japanese chains/markets) while prospecting and closing new logos.
Build joint business plans (JBPs): assortment, pricing, trade spend, promotional calendars, and category strategies aligned to retailer goals.
Deliver numbers: meet/exceed quarterly and annual sales, margin, volume, and distribution targets.
Category & data storytelling: analyse POS/market data (e.g., IRI/Nielsen/1010data/retailer portals) to size opportunities, optimise mix, and shape line reviews.
Forecasting & S&OP: partner with Supply Chain and Operations on demand planning, inventory turns, and service levels; manage lift from promos/seasonality.
Commercial excellence: negotiate MAs, cost changes, deductions, and terms; manage trade budgets and profitability by SKU/channel.
New product commercialisation: influence roadmap with market insight; execute launches with retail media, in-store activation, and operator sampling.
Foodservice/Japanese market development: expand penetration with Japanese restaurants, distributors, and speciality markets; tailor programs to channel needs.
Cross-functional leadership: collaborate with Marketing, QA/Regulatory, and R&D on claims, specs, packaging, and regulatory readiness.
Coach & mentor: guide junior sellers on pipeline discipline, account planning, and negotiation best practices; model CRM hygiene and deal reviews.
Voice of customer: bring back competitive intel, pricing moves, and trend signals (sushi/ready-to-eat, frozen value-add, sustainable sourcing) to inform strategy.
Preferred Skills
Solid understanding of cold chain, import logistics, and seafood/protein category dynamics; familiarity with HACCP/FSMA/labelling is helpful.
CRM discipline (Salesforce/HubSpot) and structured pipeline management.
Education and Experience
5–8+ years progressive sales experience in CPG food—ideally seafood/proteins or adjacent perishables/frozen—with a mix of new business and account management.
Proven success selling to big-box/club and grocery retail buyers; experience with Japanese restaurants/markets or Asian speciality distribution is a strong plus.
Fluent Japanese and professional English; able to conduct meetings, negotiate, and present in both languages.
About Us
Finding a great opportunity that fosters growth, a great culture, and leadership opportunities can be difficult. Top Quality Recruitment (TQR) connects professionals with leadership opportunities across the Packaging, Food and Beverage, Medical Devices, and Biotechnology industries. With 50+ years of experience, we believe in one-to-one communication and finding the best candidate/employer match possible.
TQR is an equal-opportunity employer that encourages diversity. We will consider all applications.
Accommodation for applicants with disabilities is available upon request.
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