{"id":3492337,"url":"https://alion.io/job/johnson-controls-key-account-manager-shoppertrak","title":"Key Account Manager, ShopperTrak","company":{"id":448321,"name":"Johnson Controls","domain":"johnsoncontrols.com","url":"https://alion.io/company/johnsoncontrols-3","size_band":"5000+","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Workday","truth_index":{"grade":"B","score":81,"open_postings":522,"ghost_share":0.002,"stale_share":0.728,"repost_share":0.015,"time_to_fill_p50_days":32,"computed_at":"2026-11-06T05:58:05Z"}},"role":"Marketing","role_family":"Marketing","seniority":null,"employment_type":"full_time","work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Tokyo, Japan"],"countries":["JP"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":null,"experience_years_min":null,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"Outlook","optional":false},{"name":"Salesforce","optional":false},{"name":"Computer Vision","optional":true}],"status":"live","first_seen_at":"2026-10-29T00:00:00Z","employer_posted_date":"2026-10-29","last_verified_at":"2026-11-06T12:17:26Z","board_verified":true,"closed_at":null,"days_open":8,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":8},"description":"Account Manager - ShopperTrak\nKey Responsibilities\nCustomer Relationship Management\nDevelop and maintain strong relationships with existing Tier 1 / Tier 2 Retail clients, ensuring high levels of customer satisfaction, retention, and business growth.\nAct as a trusted advisor to customers, understanding their business challenges and providing tailored solutions that deliver measurable value.\nManage all commercial and operational requirements of assigned customers, ensuring effective support throughout the customer lifecycle.\nWork proactively to resolve customer issues, coordinate internal resources, and maintain strong executive-level engagement.\nDrive opportunities to timely closure, ensuring Purchase Orders (POs) are secured within agreed customer timelines and company expectations.\nNew Business Development\nIdentify, qualify, and pursue new logo opportunities within targeted market segments, driving demand generation and revenue growth.\nDevelop and execute account penetration and prospecting strategies to expand the customer base.\nQualify and prioritize major opportunities, ensuring alignment with overall sales strategy and regional objectives.\nBuild and maintain a healthy sales pipeline capable of delivering sustainable revenue growth.\nCollaborate with channel partners to identify and develop new customer opportunities across key vertical markets.\nChannel Management\nRecruit, enable, develop, and manage channel partners to maximize market coverage and revenue generation.\nSupport partners throughout the sales cycle, including opportunity identification, customer engagement, solution positioning, and commercial negotiations.\nDevelop and execute joint business plans with channel partners to increase pipeline generation and market penetration.\nImplement core channel programs, tools, and incentive initiatives that drive positive partner performance while minimizing channel conflict.\nProvide sales mentorship, training, and ongoing support to channel partners to ensure successful execution of sales strategies.\nGlobal Account Coordination & Internal Liaison\nAct as the primary liaison between Global Account teams, customers in Japan, channel partners, and internal stakeholders to ensure alignment of business priorities and customer expectations.\nSupport the execution of global account strategies within Japan, partnering closely with regional and global leadership teams.\nCoordinate local customer activities and provide market insights that contribute to global account planning and growth initiatives.\nFacilitate effective communication between customers, global account teams, solution architects, service delivery teams, operations, and leadership stakeholders.\nEnsure customer and market requirements from Japan are accurately represented within regional and global business discussions.\nSales Strategy & Execution\nCollaborate with cross-functional teams including Marketing, Solution Architects, Professional Services, Customer Success, and Service Delivery to create compelling value propositions and sales strategies.\nLead the sales closure process and ensure compliance with ShopperTrak Analytics sales methodologies, policies, and practices.\nDevelop strategic account plans and business growth initiatives for key customers and prospects.\nDrive execution of both direct and indirect sales strategies to maximize territory performance and revenue achievement.\nIdentify emerging market opportunities, competitive threats, and industry trends to support business planning.\nCRM Excellence & Forecast Management\nMaintain accurate and current opportunity management within Salesforce.\nEnsure all opportunities are properly qualified, updated, and advanced through the appropriate sales stages according to established sales processes.\nKeep account records, pipeline information, account plans, forecasts, and customer data updated and reflective of current business conditions.\nDeliver accurate monthly, quarterly, and annual forecasts, including pipeline reviews, outlook assessments, and risk evaluations.\nSupport business planning activities through disciplined forecasting and pipeline management practices.\nPerformance Monitoring & Reporting\nMonitor key performance indicators (KPIs) and provide regular updates to senior leadership regarding sales performance, pipeline status, forecast accuracy, and market developments.\nPrepare and deliver monthly business reviews, account plans, forecast updates, and strategic growth presentations.\nRepresent Japan during regional sales calls and business reviews.\nProvide clear visibility into forecast performance, market opportunities, emerging risks, and customer developments.\nMaintain accountability for achieving assigned sales targets, growth objectives, and performance metrics.\nCross-Functional Collaboration & Operational Excellence\nPartner closely with Sales Operations, Customer Success, Customer Service, Supply Chain, Finance, Professional Services, and Service Delivery teams to ensure seamless business execution.\nFacilitate smooth operational processes from opportunity creation through order management, delivery, invoicing, and project completion.\nCoordinate internal resources to support customer requirements and ensure successful execution of commitments.\nPromote effective communication across all stakeholders to achieve operational excellence and customer satisfaction.\nDrive continuous improvements in internal processes, forecasting discipline, and customer engagement practices.\nRequirements / Qualifications\nEducation & Experience\nBachelor’s degree in Business Administration, Marketing, Engineering, Information Technology, or a related field.\nMinimum 3-5 years of successful sales, account management, business development, or channel management experience within retail technology, security solutions, SaaS, enterprise software, or related industries.\nProven track record of achieving and exceeding sales quotas, revenue targets, and strategic business objectives.\nExperience managing strategic enterprise accounts and complex sales cycles.\nPrevious experience working with channel partners, distributors, system integrators, or technology alliances is highly desirable.\nExperience supporting multinational customers and coordinating with regional and global stakeholders is preferred.\nKnowledge & Skills\nStrong consultative selling, negotiation, and relationship management skills.\nProven ability to identify customer needs and develop value-based business solutions.\nStrong business development and prospecting capabilities, with a demonstrated ability to generate new opportunities and drive sustainable pipeline growth.\nStrong commercial acumen with experience managing contracts, pricing discussions, and commercial negotiations.\nSolid understanding of sales forecasting, pipeline management, and CRM best practices.\nExperience using Salesforce or equivalent CRM platforms.\nStrong analytical, presentation, and problem-solving skills.\nDemonstrated ability to effectively navigate and influence stakeholders across multiple organizational levels, including operational teams, senior management, and executive leadership, both internally and externally.\nProven ability to operate successfully within complex matrix organizations and global business environments.\nStrong executive presence and ability to engage effectively with C-level customer executives and senior internal leadership.\nAbility to manage multiple priorities and work effectively in a fast-paced environment.\nCommunication & Collaboration\nFluent business-level English and Japanese, both written and spoken.\nExcellent communication, presentation, negotiation, and interpersonal skills.\nStrong collaboration skills with a demonstrated ability to work effectively across Sales, Marketing, Operations, Finance, Supply Chain, Professional Services, Customer Success, Service Delivery, and Global Account teams.\nProven ability to build strong working relationships across cultures, functions, and organizational levels.\nAbility to gain alignment, influence decision-making, and drive consensus among internal and external stakeholders.\nStrong team-oriented mindset with a willingness to support colleagues and contribute to a high-performance culture.\nPreferred Industry Experience\nExperience within Retail Technology, including RFID, Computer Vision, Inventory Intelligence, Traffic Analytics, or Connected Retail solutions.\nExperience selling Computer Vision, Traffic Insights, or related retail technology solutions is strongly preferred.\nStrong understanding of the retail ecosystem, including retailers, system integrators, technology partners, and channel networks within Japan.\nKnowledge of omnichannel retail, digital transformation, and store operations is highly desirable.\nPersonal Attributes\nResults-oriented with a strong sense of ownership and accountability.\nSelf-motivated, entrepreneurial mindset with the ability to work independently while collaborating effectively with broader teams.\nHighly collaborative team player who actively supports colleagues and contributes to a positive work environment.\nCustomer-centric approach with a passion for delivering measurable business value.\nStrategic thinker with strong execution capabilities.\nStrong organizational, prioritization, and time-management skills.\nResilient and capable of performing effectively in a fast-paced, high-pressure environment with demanding deadlines and revenue targets.\nAbility to maintain professionalism, composure, and sound judgment when managing challenging customer situations and competing priorities.\nAdaptable and comfortable managing ambiguity, organizational change, and multiple concurrent initiatives.\nSuccess Measures\nThe successful candidate will be measured on:\nRevenue and margin achievement.\nNew logo acquisition, share-of-wallet expansion, and pipeline generation.\nCustomer retention and satisfaction.\nChannel partner growth and productivity.\nForecast accuracy and Salesforce data quality.\nStrategic account growth.\nOn-time order closure and Purchase Order attainment.\nEffective representation of Japan in regional and global business reviews.\nOperational excellence and cross-functional collaboration.\nStrong stakeholder engagement and relationship development across customers, channel partners, and internal teams.\nContribution to a collaborative, high-performance culture while maintaining results under pressure.","description_format":"text","description_chars":10405,"description_truncated":false,"requirements":{"experience_years_min":null,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":{"level":"bachelor","optional":false},"security_clearance":false,"languages":[{"language":"Japanese","level":"All levels","optional":false},{"language":"English","level":"All levels","optional":false}]},"benefits":[],"hiring_locations":[],"hiring_excludes":[],"relocation_offered":false,"industries":["Energy Efficiency","HVAC & Refrigeration","Access Control & Alarm Systems","Building Automation & Controls"],"lifecycle":[{"event":"open","at":"2026-10-30T00:08:45Z"}],"visa":[],"liveness":{"score":62,"band":"ok","label":"Likely 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