Sales and product service

Territory Manager - Japan

Territory Manager – Japan

Business Area Sandvik Mining

Role Purpose

The Territory Manager Japan is responsible for leading the stabilization, transformation and sustainable growth of Sandvik Mining’s business in Japan.

Operating in a mature, high-expectation and relationship-driven market, this role requires disciplined execution, strong customer trust, operational reliability, and long-term partnership focus. Japan demands consistency, technical credibility, premium service standards and strong governance alignment.

This position carries full P&L accountability and plays a critical role in strengthening Sandvik’s market leadership, improving profitability, accelerating aftermarket growth, and building a future-ready organization aligned with Sandvik’s global Mining strategy.

Strategic Priorities – Japan

Strengthen Sandvik’s competitive positioning against global and local OEM competitors
Stabilize and accelerate sales and profitability performance
Significantly increase aftermarket, rebuild and lifecycle revenue penetration
Deepen executive-level partnerships with key mining houses and contractors
Improve forecasting accuracy, pricing governance and margin discipline
Strengthen service reliability and customer uptime performance
Build a high-performance, accountable leadership team with clear succession bench
Enhance collaboration with Global Mining, Parts & Services and SEA-SA stakeholders
Accelerate automation, digital and connected solutions adoption
Embed strong EHS, ISO and compliance standards aligned with both Sandvik and Japanese regulatory expectations

Key Responsibilities

Business Growth & Market Leadership

Execute a structured multi-year growth roadmap aligned with Sandvik Mining strategy.
Transition the business from transactional equipment focus to life-cycle and solutions-driven selling.
Expand service contracts, rebuild programs, upgrades and digital solution penetration.
Protect and grow market share through disciplined account planning and competitive positioning.
Drive sustainable margin expansion while maintaining premium brand positioning.

Full P&L Ownership

Deliver sales, profitability, cash flow and working capital targets.
Improve pipeline transparency and forecasting reliability.
Maintain strict A&S cost control and commercial governance discipline.
Strengthen contract risk management and compliance oversight.

Sales & Service Excellence

Cascade clear KPIs and ensure structured performance accountability.
Improve coordination between Sales, Service Operations and Technical Support teams.
Increase service contract coverage and rebuild conversion rates.
Enhance customer uptime, response time and service quality standards.

Organization & Talent Development

Build a performance-driven culture rooted in accountability and ownership.
Develop succession pipeline for critical roles within Japan.
Strengthen leadership capability of First Line Managers.
Retain and develop high-potential talent aligned with Sandvik values.

Digital & Innovation

Increase automation and digital solution adoption in collaboration with Global.
Position Sandvik as a long-term technology partner in smart and sustainable mining.
Promote data-driven decision making within customer and internal operations.

Environmental, Health & Safety

Champion Sandvik’s Zero Harm vision consistently and visibly.
Ensure full compliance with Sandvik global EHS standards and ISO requirements.
Strengthen safety ownership mindset across sales and operational teams.
Maintain strict adherence to Japanese regulatory and operational standards.

Expected Outcomes (12–18 Months)

Stabilized and improved profitability trajectory
Measurable increase in aftermarket and rebuild penetration
Improved forecast reliability and governance transparency
Strengthened executive-level customer engagement
Clear succession bench and improved team performance standards
Enhanced operational discipline and brand credibility in Japan

Success Profile

This role requires a commercially strong and transformation-oriented leader who

Thinks strategically and builds long-term competitive advantage
Drives performance accountability and disciplined execution
Balances deep customer trust with commercial rigor
Navigates Japanese business culture while aligning to global governance
Leads structured change with clarity and confidence
Demonstrates strong executive presence with customers and global stakeholders

Qualifications & Experience

Degree in Engineering, Mining or related discipline (MBA preferred).
10+ years in mining industry.
3–5+ years senior leadership with P&L responsibility.
Proven experience in business transformation, performance improvement or turnaround environment preferred.
Strong track record in aftermarket/service growth and lifecycle value capture.
Fluency in Japanese and English (mandatory) is needed.

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