Senior Specialist - Sales Representative (Run Speciality)

The Sales Representative (Run Speciality) joins the On Japan Sales Team as an experienced, entrepreneurial representative dedicated to the Run Specialty category. The role supports a wide range of accounts across Japan, from specialty running stores to regional mass-market retailers, with a focus on sustainable growth. The representative manages key retail partnerships to drive growth of the running category nationwide, collaborating closely with other sales representatives, tech reps, marketing and account service teammates in Japan.

• Drive sales activities and sustainable growth for Run Specialty accounts and key regional retail partners across Japan by formulating and proposing annual business plans and sell-through strategies based on in-depth sales analysis.
• Analyse clients' sales data, inventory levels and store performance to create tailored assortment, re-order and delivery proposals.
• Formulate and execute short-range (seasonal, annual) and long-range (3–5 year) business plans in close alignment with key retail partners.
• Lead seasonal sell-in processes with customers and manage internal monthly and quarterly business reviews.
• Communicate seamlessly with clients and cross-functional internal teams (Tech Reps, Marketing, Account Service) to maximise brand presence and drive sell-through at store level.
• Expand On's brand recognition, community engagement and market share in the running category nationwide.

• 5+ years of proven sales experience (or equivalent professional experience) in the sports, fashion or consumer goods industry.
• Deep understanding of and passion for running culture and the Run Specialty retail ecosystem in Japan.
• Proven track record in developing strategic business plans with existing key accounts while actively identifying new growth opportunities.
• Self-motivated, proactive and capable of working independently without constant supervision, while being a strong, collaborative team player.
• Outstanding communication, interpersonal and negotiation skills, with the ability to build consensus smoothly with both external accounts and internal teams.
• Well-versed in Excel and data analytics to drive analytical, evidence-based sales proposals.
• High fluency in Japanese (writing and speaking).

• Business level English is not required but is preferred.

• Office-based in Shibuya, Tokyo.