Key Account Manager - Japan

Catawiki

At Catawiki, every day brings the extraordinary! Whether it’s Daniel Ricciardo’s Formula 1 Car, a Woolly Mammoth’s Skeleton, Lady Gaga's Jumpsuit or Usain Bolt’s running shoe, we encounter exceptional objects every day. We’re a one-of-a-kind marketplace for buying and selling special objects. Each week, more than 100,000 unique items are auctioned, all carefully curated by our passionate in-house experts. Having sold over 25 million unique objects, our mission is to become the world’s most popular destination for special objects. As a growing, diverse and sustainable scale-up, we proudly live by three core values. If these values resonate with you, we’d love to explore how you can join us. * Taking ownership and driving impact  * Being open to change and feedback * Being passionate about our mission and our customers.  Your Mission Drive the growth of Catawiki’s Collectables business in Japan by building a strong pipeline of high-quality sellers. You will identify, engage, and onboard sellers, turning them into active and scalable partners who contribute to sustainable revenue growth. Act as the first point of contact for new sellers, ensuring a smooth onboarding experience and setting them up for long-term success before transitioning them to Account Management. What You’ll Do * Build and nurture relationships with new sellers to expand the Collectables network in Japan * Identify, qualify, and develop leads through calls, emails, field visits, fairs, and collaboration with experts * Reactivate high-potential dormant sellers and engage organic sign-ups to generate new opportunities * Qualify inbound leads using data insights and sales tools to prioritise high-impact opportunities * Deliver a smooth pre- and post-sales onboarding experience for new sellers * Select and grow high-potential sellers and transition them to Account Management teams * Collaborate with Account Managers to define and support growth plans for onboarded sellers What You’ll Bring * Proven track record in sales and consistently achieving targets * Strong networking skills with the ability to build and maintain relationships with sellers, manufacturers, and distributors * Solid negotiation skills and the ability to close deals effectively * Data-driven mindset with strong problem-solving capabilities * Interest in online marketplaces, reuse markets, or collectables, with the ability to engage sellers in their domain * Willingness to travel regularly within Japan to meet leads and sellers * Fluency in Japanese and business-level proficiency in English How We Work * Collaborate closely with category experts to build knowledge of Collectables segments * Work cross-functionally with Account Managers to support seller growth after onboarding * Use data and sales tooling to guide prioritisation and decision-making * Combine remote work with regular in-person engagement through field visits and events Where You’ll Be This is a 100% remote role based in Japan.   WHY YOU'LL LOVE WORKING WITH US * Create a visible impact by working at scale in a global organisation serving millions of customers across 80+ categories. In our flat structure, every role has a broad scope and directly impacts both our customers and the business. * Learn and grow through our Learning & Development initiatives, including clear development plans and mentorship programmes to support your career progression. * A culture of connection defines us. We’re a passionate, diverse team of 800+ Catawikians representing 60+ nationalities. We foster an inclusive and queer-friendly environment where everyone is encouraged to bring their full self to work. * Celebrate life’s moments with us. You’ll receive a €100 Catavoucher when you join, a €50 Catavoucher on your birthday, and an extra day off each year to “Pursue Your Passion”. We also offer additional leave for key work anniversaries and important life events. Benefits may vary by location. OUR OFFICES AND WAY OF WORKING Our vibrant offices in Amsterdam and Lisbon are designed to inspire collaboration. Most Catawikians operate in a hybrid setup, combining office-based and remote work, with a minimum of two days per week in the office, unless a role is explicitly stated as fully remote or fully office-based. INTERESTED? Apply with an English CV and Cover Letter. By applying, you agree to Catawiki’s Applicant Privacy Policy. If you’re excited about this role but don’t meet every requirement, we still encourage you to apply anyway. You may be just the right candidate for this or other roles.

Catawiki

At Catawiki, every day brings the extraordinary! Whether it’s Daniel Ricciardo’s Formula 1 Car, a Woolly Mammoth’s Skeleton, Lady Gaga's Jumpsuit or Usain Bolt’s running shoe, we encounter exceptional objects every day. We’re a one-of-a-kind marketplace for buying and selling special objects. Each week, more than 100,000 unique items are auctioned, all carefully curated by our passionate in-house experts. Having sold over 25 million unique objects, our mission is to become the world’s most popular destination for special objects. As a growing, diverse and sustainable scale-up, we proudly live by three core values. If these values resonate with you, we’d love to explore how you can join us. * Taking ownership and driving impact  * Being open to change and feedback * Being passionate about our mission and our customers.  キー・ビジネスディベロッパー（日本） ミッション 日本におけるCatawikiのコレクタブル事業の成長を牽引し、高品質なセラーの強固なパイプラインを構築していただきます。セラーの発掘から獲得、アクティブ化までを担い、持続的な売上成長の実現に貢献します。 新規セラーがスムーズにオンボーディングされ、長期的に成功できるよう支援するとともに、優良セラーをアカウントマネジメントチームへ引き継ぎ、さらなる成長につなげていきます。 ---------------------------------------------------------------------------------------------------------------------------------- 業務内容 * 日本全国におけるコレクタブルセラーのパイプラインを構築・拡大 * 電話、メール、訪問、展示会などを通じてリードの発掘・選定・獲得を推進 * セラーとの関係構築および育成を行い、初期接点からアクティブ出品まで導く * 休眠状態の有望セラーの再活性化および新規登録セラーの活用による機会創出 * カテゴリーエキスパートと連携し、質の高いセラー獲得を実現 * 新規セラーに対し、契約前後を含めたスムーズなオンボーディング体験を提供 * 成果の高いセラーをアカウントマネジメントへ引き継ぎ、成長計画を連携 ---------------------------------------------------------------------------------------------------------------------------------- 応募資格 * 営業分野における実績および目標達成の経験 * セラーやパートナーとの関係構築・維持ができる高いネットワーキング能力 * 質の高い取引を実現するための交渉力 * データに基づいた思考と、構造的な課題解決能力 * オンラインマーケットプレイス、リユース市場、またはコレクタブル分野への関心 * G Suiteの使用経験、およびHubSpotなどCRMツールの知識があれば尚可 * 日本語ネイティブレベルおよびビジネスレベルの英語力 ---------------------------------------------------------------------------------------------------------------------------------- 働き方 * カテゴリーエキスパートやアカウントマネージャーと密に連携し、セラーの成功を推進 * フィールドでの関係構築とデータドリブンなリード管理を組み合わせて業務を遂行 * 出張やイベント、直接的なコミュニケーションを通じてセラーと継続的に関係構築 * セラー獲得から引き継ぎまで、一連のプロセスにオーナーシップを持って対応 ---------------------------------------------------------------------------------------------------------------------------------- 勤務地 本ポジションは日本を拠点としたフルリモート勤務（100%在宅）です。 WHY YOU'LL LOVE WORKING WITH US * Create a visible impact by working at scale in a global organisation serving millions of customers across 80+ categories. In our flat structure, every role has a broad scope and directly impacts both our customers and the business. * Learn and grow through our Learning & Development initiatives, including clear development plans and mentorship programmes to support your career progression. * A culture of connection defines us. We’re a passionate, diverse team of 800+ Catawikians representing 60+ nationalities. We foster an inclusive and queer-friendly environment where everyone is encouraged to bring their full self to work. * Celebrate life’s moments with us. You’ll receive a €100 Catavoucher when you join, a €50 Catavoucher on your birthday, and an extra day off each year to “Pursue Your Passion”. We also offer additional leave for key work anniversaries and important life events. Benefits may vary by location. OUR OFFICES AND WAY OF WORKING Our vibrant offices in Amsterdam and Lisbon are designed to inspire collaboration. Most Catawikians operate in a hybrid setup, combining office-based and remote work, with a minimum of two days per week in the office, unless a role is explicitly stated as fully remote or fully office-based. INTERESTED? Apply with an English CV and Cover Letter. By applying, you agree to Catawiki’s Applicant Privacy Policy. If you’re excited about this role but don’t meet every requirement, we still encourage you to apply anyway. You may be just the right candidate for this or other roles.

Catawiki

At Catawiki, every day brings the extraordinary! Whether it’s Daniel Ricciardo’s Formula 1 Car, a Woolly Mammoth’s Skeleton, Lady Gaga's Jumpsuit or Usain Bolt’s running shoe, we encounter exceptional objects every day. We’re a one-of-a-kind marketplace for buying and selling special objects. Each week, more than 100,000 unique items are auctioned, all carefully curated by our passionate in-house experts. Having sold over 25 million unique objects, our mission is to become the world’s most popular destination for special objects. As a growing, diverse and sustainable scale-up, we proudly live by three core values. If these values resonate with you, we’d love to explore how you can join us. * Taking ownership and driving impact  * Being open to change and feedback * Being passionate about our mission and our customers.  ミッション 日本およびアジア地域のセラーポートフォリオにおけるGMV成長を牽引し、戦略的な関係構築と新たな商業機会の創出を通じて事業拡大を推進していただきます。 アカウントマネジメントと営業の専門性を掛け合わせ、セラーパフォーマンスの向上を実現するとともに、コレクタブルマーケットプレイス全体の成功に貢献します。 また、データに基づくインサイト、商業的視点、市場理解を活かして成長戦略を策定し、他のアカウントマネージャーの支援・育成を通じてチーム全体のパフォーマンス向上にも寄与していただきます。 業務内容 * セラーのニーズを深く理解し、出品数、平均ロット単価、販売率（Sell-through rate）など主要KPIの改善を支援 * カテゴリーマネージャーおよびセールスリーダーシップと連携し、中長期的な成長戦略を策定・実行 * データ分析を通じてトレンド、リスク、機会を特定し、実行可能な商業戦略へと落とし込む * 主要アカウントを管理・成長させるため、契約条件や商業条件の交渉を実施 * セラーとのビジネスレビューを主導し、パフォーマンスデータを具体的な改善アクションへと転換 * 社内エキスパートと連携し、複数チャネルを通じてセラーとの関係を強化し、収益性の高い成長を加速 * アカウントマネージャーの育成・支援を行い、チーム全体のパフォーマンス向上を推進 応募資格 * 営業またはアカウントマネジメントにおける5年以上の実務経験 * 対面、電話、メール、社内連携における高いコミュニケーション能力 * 日本語および英語に堪能 * 主要ステークホルダーとの戦略的関係構築・維持の実績 * 成長志向の強い商業的・戦略的思考力 * 双方にとって有益な合意を導く交渉力 * 自律的に業務を推進できる能力と高い業務遂行力・分析力 働き方 * 地域横断で知見や戦略を共有しながら、チームとして協働 * 担当カテゴリーにおける地域戦略およびセラーパフォーマンスに責任を持つ * クロスファンクショナルな専門チームと密に連携し、市場成長とイノベーションを推進 * 市場トレンドを継続的に把握し、商業戦略の最適化を図る 勤務地 本ポジションは日本を拠点としたフルリモート勤務（100%在宅）です。 WHY YOU'LL LOVE WORKING WITH US * Create a visible impact by working at scale in a global organisation serving millions of customers across 80+ categories. In our flat structure, every role has a broad scope and directly impacts both our customers and the business. * Learn and grow through our Learning & Development initiatives, including clear development plans and mentorship programmes to support your career progression. * A culture of connection defines us. We’re a passionate, diverse team of 800+ Catawikians representing 60+ nationalities. We foster an inclusive and queer-friendly environment where everyone is encouraged to bring their full self to work. * Celebrate life’s moments with us. You’ll receive a €100 Catavoucher when you join, a €50 Catavoucher on your birthday, and an extra day off each year to “Pursue Your Passion”. We also offer additional leave for key work anniversaries and important life events. Benefits may vary by location. OUR OFFICES AND WAY OF WORKING Our vibrant offices in Amsterdam and Lisbon are designed to inspire collaboration. Most Catawikians operate in a hybrid setup, combining office-based and remote work, with a minimum of two days per week in the office, unless a role is explicitly stated as fully remote or fully office-based. INTERESTED? Apply with an English CV and Cover Letter. By applying, you agree to Catawiki’s Applicant Privacy Policy. If you’re excited about this role but don’t meet every requirement, we still encourage you to apply anyway. You may be just the right candidate for this or other roles.