Business development, marketing and sales in Japan — executed on contract.

COO / CMO

I take ownership of executing business development, marketing and sales, and connect the leadership team with the front line.

• Turning the business plan into an execution plan for business development, marketing and sales, and tracking progress
• Organization design, hiring and performance evaluation
• Joining leadership meetings and supporting decisions with numbers
• Engaged on contract, with scope and commitment adjusted to the stage of the company

Experience at both ends: managing a sales organization of about 50, and building the business foundations of a small startup team.

Go-to-market for new businesses and services

Who to sell to, what to offer, and how to reach them. I stay with you until the first customers are won.

• Defining the market and customer, and designing the pitch for each segment
• Developing partners and agencies, and designing the partner program
• Winning the first customers — I will do the selling myself if needed
• Cross-functional execution across multiple departments
• For overseas companies: adapting the offer, pricing and sales motion to how Japanese companies actually buy

At Uber Japan, driving the go-to-market and corporate contract growth for a new business, Uber Courier. At Flywheel Digital Japan, built the agency partnership program from zero.

Marketing

Redesigning paid, social and lead generation so that they lead to business results.

• Designing lead-generation programs and the hand-off process to sales
• Turning around paid and social: channel selection, budget allocation, reporting
• Planning and running referral programs and other initiatives tied to sales
• Content: speaking, event booths, one-pagers

Ran a ¥30M campaign across eight media at a digital ad agency. Managed about 200 advertisers at Twitter Japan. Led a set of referral programs and ads-driven lead generation at Uber Eats Japan.

Building and fixing sales teams

From hiring to sales process to KPIs — a sales organization that holds together as it grows.

• Designing hiring criteria, the interview process and new-hire training
• Role design and division of labour across inside sales, field sales and vendors
• Pipeline management and forecasting standards, and the data foundation for sales analysis

Led a sales organization of up to about 50 at Uber Eats Japan and redesigned hiring criteria and training. Rebuilt the sales process and data foundation of a sub-10-person Japan entity at Flywheel Digital Japan.

Speaking, media and writing

Practical lessons from business development, marketing and sales organizations — as talks, articles and interviews.

• Talks and panels at events and internal study sessions
• Media interviews
• Writing and reviewing articles

Handled event speaking and exhibiting at Flywheel Digital Japan.