Senior Specialist - Sales Enablement, Japan

This role owns and drives the sales enablement strategy and execution for On Japan, leading the evolution of commercial ways of working to empower the sales organisation to deliver an elevated, high-performance customer experience. It proactively identifies opportunities, architects streamlined processes, implements modern sales tooling, and designs high-impact onboarding and enablement programmes. The role acts as an influential leader across Japan, APAC, and Global teams, bringing end-to-end commercial acumen, proven project leadership, and a bias for action to transform how the sales team operates and wins.

• Own and lead the enablement roadmap as the strategic Centre of Excellence for sales enablement and GTM execution in Japan, proactively architecting long-term enablement strategies while delivering on immediate commercial priorities.
• Drive process excellence and modernisation by taking full ownership of sales systems, workflows, and commercial tooling; identify friction points and independently design and execute scalable solutions that maximise sales velocity and productivity.
• Champion governance and best practices, acting as an authoritative voice to ensure best practices, high data integrity, and adherence to commercial guidelines across the team.
• Lead global and regional strategic alignment with Global Sales Systems & Processes, APAC enablement leads, and local commercial leaders to prioritise, co-design, and roll out high-impact tech and operational projects.
• Build and lead end-to-end enablement programmes, architecting, launching, and continuously refining comprehensive onboarding, upskilling, and ongoing training for the commercial organisation, covering product playbooks, sales tools, commercial negotiations, and CRM dashboards.
• Orchestrate cross-functional alignment autonomously with Marketing, Supply Chain, Finance, and Product Merchandising to translate high-level GTM strategies into actionable sales execution playbooks.
• Measure and optimise impact by establishing and monitoring enablement KPIs, sales productivity metrics, and ROI dashboards, leveraging actionable data to iterate on programmes and drive commercial impact.

• 5+ years of progressive experience in Sales, Commercial Operations, or dedicated Sales Enablement.
• A proactive, self-directed mindset with a proven history of independently identifying business needs, proposing solutions, and driving complex initiatives from concept to execution without needing step-by-step guidance.
• Strong working knowledge of B2B retail partner dynamics, commercial sales cycles, assortment planning, and wholesale account management.
• Deep technical proficiency in administering and managing modern sales tech stacks (e.g., B2B digital ordering platforms), with proven ability to optimise tool workflows, troubleshoot operational bottlenecks, and drive high user adoption across the sales team.
• Exceptional interpersonal, stakeholder management, and communication skills, with demonstrated success influencing without direct authority across local, regional, and global matrices.
• Native-level fluency in Japanese and professional/business-level proficiency in English, essential for regular collaboration with APAC and Global counterparts.
• End-to-end commercial acumen, proven project leadership, and a bias for action.

• Ideally, experience within the sporting goods, athletic footwear/apparel, or premium consumer goods/B2B retail industry.

• Based at the Japan office in Shibuya, Tokyo.