Sales Manager - Alcoholic Beverages

About the role

An established wine and alcoholic beverage business works with retail, wholesale and other trade customers to bring a diverse product portfolio to market. Based in Tokyo, the Sales Manager leads an eight-person sales section and takes responsibility for its sales, gross margin, volume and account profitability. The role focuses on growing the off-trade business through strong customer relationships, sound commercial planning and effective team leadership.

Key responsibilities

• Manage key retail and wholesale accounts, build account plans, lead negotiations and secure new listings while protecting existing business.
• Own budgeting and forecasting, review performance regularly and address gaps early.
• Set goals, coach team members and strengthen sales discipline and development.
• Work with marketing, finance and supply chain on brand plans, pricing, promotions, inventory and customer terms.
• Make regular customer visits and travel domestically.

Required profile

• 10+ years of experience in the wine, spirits, beer or broader alcoholic beverage industry, including with an importer, distributor, brewer or major retailer.
• At least 5 years of people-management experience, with direct responsibility for a sales team and its targets.
• A strong off-trade sales track record in Japan with retail chains, supermarkets, liquor chains, department stores or wholesalers.
• Experience owning a sales budget and delivering results across sales and gross margin.
• Established relationships with buyers at major Japanese retail accounts.
• Native-level Japanese.
• Hands-on, results-oriented approach and a coaching mindset.
• Preferred: experience with an imported wine business, knowledge of European wines, and a wine qualification such as JSA Wine Expert, JSA Sommelier, WSET Level 3 or equivalent.