Sales Manager (Japan)

Location: Japan (Tokyo preferred)
Industry: Waste-to-Energy, Biogas, Wastewater Treatment, Renewable Energy

About the Company

Our client is a leading international environmental technology company specializing in sustainable infrastructure solutions across waste management, wastewater treatment, anaerobic digestion, biogas, resource recovery, and renewable energy. With a strong global footprint and established projects across Europe, North America, and Asia-Pacific, the company partners with municipalities, industrial clients, utilities, and private-sector stakeholders to deliver innovative solutions that support decarbonization and circular economy objectives.

Position Overview

We are seeking a highly motivated Sales Manager, Japan to drive business growth and expand the company's presence across the Japanese market. The successful candidate will be responsible for developing a robust sales pipeline, identifying new project opportunities, and managing strategic customer relationships across municipal, industrial, and commercial sectors.

This individual will lead the development of capital equipment sales and project-based opportunities, working closely with technical, engineering, and commercial teams to secure and deliver complex infrastructure projects related to waste treatment, wastewater treatment, biogas, and renewable energy solutions.

Key Responsibilities

• Develop and execute the company's commercial strategy within Japan to achieve annual revenue and profitability targets.
• Identify and pursue new business opportunities related to wastewater treatment, anaerobic digestion, biogas upgrading, waste-to-energy, resource recovery, and renewable energy infrastructure.
• Build, manage, and maintain a strong sales pipeline from lead generation through contract negotiation and project award.
• Establish and strengthen relationships with municipalities, engineering firms, EPC contractors, utilities, industrial manufacturers, waste management companies, and strategic partners.
• Lead commercial discussions and negotiations with clients, consortium partners, and key stakeholders throughout the project lifecycle.
• Collaborate closely with engineering, process, finance, legal, and project delivery teams to develop technically compliant and commercially competitive proposals.
• Monitor market trends, policy developments, subsidy programs, and regulatory changes impacting the renewable energy and environmental sectors in Japan.
• Represent the company at industry conferences, trade exhibitions, and networking events to enhance market visibility and generate new business opportunities.
• Maintain accurate sales forecasts, pipeline reporting, and CRM records.
• Support strategic partnership development and evaluate opportunities for long-term project investments and recurring revenue models.

Requirements

Education

• Bachelor's Degree in Engineering, Environmental Science, Energy, Economics, or a related discipline.
• Advanced degree preferred but not required.

Experience

• Minimum 5 years of business development, sales, or commercial experience within Japan.
• Proven track record of securing and developing projects within one or more of the following industries:
  • Wastewater Treatment
  • Water Infrastructure
  • Waste Management
  • Waste-to-Energy
  • Renewable Energy
  • Biogas / Biomethane
  • Environmental Technology
  • Industrial Infrastructure
• Experience working with municipalities, industrial clients, utilities, EPC contractors, or engineering consultancies is highly desirable.
• Demonstrated success in managing complex technical sales processes and long-cycle capital projects.

Required Skills

• Strong understanding of wastewater treatment processes, biogas production, anaerobic digestion, resource recovery, and environmental infrastructure projects.
• Knowledge of Japanese environmental regulations, permitting requirements, and infrastructure procurement processes.
• Ability to evaluate project economics, including:
  • CAPEX and OPEX analysis
  • Financial modelling
  • ROI assessment
  • Project costing and budgeting
• Understanding of plant design principles and large-scale infrastructure project execution.
• Strong commercial acumen with excellent negotiation and contract management skills.
• Excellent interpersonal and stakeholder management capabilities.
• Ability to engage effectively with both technical and executive-level audiences.
• Proficiency in Microsoft Office and CRM platforms.
• Self-motivated, entrepreneurial mindset with strong prioritization and organizational skills.

Language Requirements

• Native-level Japanese communication skills.
• Business-level English required for collaboration with international teams and global stakeholders.
• Additional Asian language capabilities would be advantageous.

Preferred Candidate Profile

• Established network within Japan's environmental services, renewable energy, wastewater, or waste management sectors.
• Experience selling high-value capital equipment, turnkey projects, or infrastructure solutions.
• Familiarity with public-sector procurement processes and industrial project development.
• Comfortable operating in a matrix, multinational organization and managing cross-cultural stakeholders.

Key Success Metrics

• Achievement of annual sales and revenue targets.
• Growth and quality of commercial pipeline.
• Number of qualified project opportunities developed.
• Successful contract awards and project conversions.
• Expansion of strategic customer and partner relationships across Japan.