Ken Mishima
GTM Expert In Digital Solutions & Products
Tokyo
Summary
Persistent leader eager to lead and grow organizations both in B2C and B2B solution providers. Skilled in strategic planning, problem-solving, and communication with good understanding of business principles, project management and team leadership. Hands-on for client engagement as well as internal teams to ensure priority, opportunity, challenges, then solutions to develop together with the stakeholders & teams to ensure delivery & motivation.
Experienced in GTM strategy, PnL management as well as team development for global solutions while working with key stakeholders to unleash local opportunities.
Overview
23
23
years of professional experience
Work History
Head of Japan, Vice President
Rokt Inc.
01.2023 - Current
- Owned Country plans for Japan, Managing resource & key initiatives for/with Business development, Client Success, Tech Operation, and Marketing. Country revenue target : USD 10mil.
- Developed country GTM strategy & annual budget plans as a country owner while setting strategic action areas for both supply & demand partners. YoY growth in revenue is >50% YoY to increase new partners & improve performance of existing partners.
- Setting up operation models for/with various GTM teams including Client Success, Marketing, Tech Operation, and Product to best utilize robust products
- Prioritized key initiatives for ensuring rapid growth for next 2-3 years to unlock market opportunity in eCommerce tech areas
- Navigated complex regulatory environment to manage 1st party data provided by local tier-1 eCommerce partners
- +20 eCommerce partner acquisitions within 18 month including Rakuten, Zozo Town, TOHO Cinemas, Demae-can by approaching to CxO teams & stakeholders
Head of Industry, Retail solution specialist
Google
12.2021 - 01.2023
- Annual target ownership for Ads products for eCommerce clients in Japan. Target budgets were around USD 800mil/yr. Key collaborators : Direct/In-direct sales, Finance, Tech solution specialist, Marketing, and Product management team
- Managed a product solution specialist team for mobile app and eCommerce clients respectively.
- Developed & owned country's annual plan for responsible product areas. Product vertical included mobile & eCommerce clients. Target budgets were around USD 800mil/yr.
- Developed and maintained strong relationships with key stakeholders including local senior managements, finance, account sales teams, and technical operation teams to execute annual plans to deliver incremental revenue.
- Conducted comprehensive market research to identify emerging opportunity in the market, and set clear priority for action item to ensure execution and delivery.
- Enhanced collaboration with cross-functional teams, resulting in higher quality deliverables and increased customer satisfaction.
Board of Directors
Adventure, Inc. (aka skyticket.jp | TYO 6030)
09.2017 - Current
- Annual sales : USD 750mil/yr with 300 PPL as an organization.
- Appointed as an independent director to ensure benefits & safety of shareholders' interests
- Being responsible for corporate business growth. Reviewing, providing advice and approving 3 year and annual plans, organizational structure, investment plans including M&A, and finance plans
- Strengthened company's financial position through effective oversight of budgeting and resource allocation.
- Ensured company compliance with industry regulations, reducing risk exposure and potential legal liabilities.
- Evaluated organizational performance metrics to identify areas for improvement and optimize operations.
- Advised executive management on critical decisions, contributing to the achievement of annual revenue targets.
Board of Directors
Trippiece
08.2018 - 10.2022
- Managed the media business with 15mil visitors per month & 6Mil mobile app users while managing SaaS business for restaurant operators for supporting their marketing
- Advised on annual business plans as well as key actions to be executed for monthly target attainment
- Reviewed & decided on finance and investment plans for growth & defend shareholders' benefits
- Advised on business development plans for both product & media sales team
Head of ECommerce Strategy, Vice President
JTB Corp.
07.2016 - 08.2019
- Owned PnL responsibility for 3 online business brands under JTB Corp, a largest travel agency in Japan. USD 2 bil in sales with 270 staffs
- Owned eCommerce strategy for eCommerce sites of JTB The sites including; jtb.co.jp, rurubu.travel, and japanican.com
- Launched digital transformation projects to embed operations onto the entire organizations to manage online eCommerce business. Prioritized key metrics development, organizational capability, data management infrastructure & its utilization, and decision making processes
- Improved business profitability by improving transparency to data, PnL, channel activities, and site performance
Managing Director & Representative Director
Hotel Reservation Service (HRS)
03.2014 - 07.2016
- Owned country strategy and PnL as well as teams including Corporate sales, Partnership management, Client Success, Product, and Marketing team.
- Developed GTM strategy for the responsible market for both short and mid-term.
- Led negotiation of landmark deal, establishing company as key player in new market segment (i.e. Panasonic & NEC)
- Lead corporate sales team to focus on tier-1 partner acquisitions, and successfully launched thems to utilize SaaS solutions provided by HRS
- Strengthened executive relationships, providing regular updates and managing expectations through effective communication strategies which developed together with client success, front end sales, and product teams
Representative Director & General Mananer
Expedia
01.2011 - 03.2014
- Owned PnL responsibility for Expedia brand sites in Hong Kong, South Korea, Japan, and Taiwan. Annual sales target of USD 800mil/yr. 100 PPL excluding temp staffs at customer success operation centers.
- Developed bottom line growth plans while expanding market SoW thru marketing activities including brand, SEO, SNS, events, SEM, affiliates, partnerships, and client success
- Developed & executed market entry plans & executed those for South Korea, Taiwan, and Hong Kong
- Closely worked with regional finance, strategy, HR, product, legal, and supply management team for identifying headroom per market while setting priority & resource plans to deliver the targets per market
In-country lead & business development manager
eBay
08.2008 - 01.2011
- Owned Japan entry strategy & growth plans for Japan market
- 1st employee of ebay Japan for re-launching ebay business in Japan
- Develop partner acquisition strategy for Cross Border Trade (CBT) which enabled merchants in Japan to sell their items globally thru ebay's global sites
- Launched the key partnership programs for accelerating merchants' growth and develop volumes with Japan Post
- Diversified revenue streams by exploring and launching into new geographic markets - Tokyo, Nagoya, Osaka, and Fukuoka
- Set-up front sales, account management, and marketing operations for improving efficiency of the programs to minimize lead time for launch and account churns.
Marketing Manager
SafeNet Inc (currently Thales)
04.2001 - 08.2008
- Originally started as a business development manager at Softbank BB (currently merged as part of Softbank Corp) to establish a Japan entity for SafeNet
- Developed market entry plan for SafeNet's IT security products and obtained the investment from both companies - Softbank BB and SafeNet
- Acquire 1st in-distribution channels while managing the channel sales for faster market penetration
Strategy Manager
NDS Ltd.
4 1999 - 3 2001
- A tech startup in Japan and tried to develop eCommerce platforms for local community by utilizing set-top-box which is to attach to TV in the living room to enable consumers to access to local products
- Developed POC & PnL plans
- Stopped its operation in 2001
Education
Master of Engineering Science (MEngSc) - Water & Environmental Engineering
University of New South Wales
School Of Civil EngineeringBachelor - School of Marine Science & Technology
Tokai University
Skills
GTM strategy development
PnL ownership & management
Engagement with clients' senior management
Team development
Mentorship
Contributing as a mentor, coach, and advisor to a local startup community especially for leadership, KPI/OKR, culture, strategy, business development, and marketing. Supported more than 20 startups in Japan so far for angel to Series B phase. Also contributed as a mentor to a public company including Gakken Holdings' CMO (TYO 9470). Other projects included Stayway, Smart Hotel Solutions, Tabiraku, Tabikobo, and others. Accelerator supported included ImpacTech (supported by Nippon Foundation) and Google for Startup.
https://www.facebook.com/ken.mishima1
Timeline
Head of Japan, Vice President
Rokt Inc.
01.2023 - Current
Head of Industry, Retail solution specialist
Google
12.2021 - 01.2023
Board of Directors
Trippiece
08.2018 - 10.2022
Board of Directors
Adventure, Inc. (aka skyticket.jp | TYO 6030)
09.2017 - Current
Head of ECommerce Strategy, Vice President
JTB Corp.
07.2016 - 08.2019
Managing Director & Representative Director
Hotel Reservation Service (HRS)
03.2014 - 07.2016
Representative Director & General Mananer
Expedia
01.2011 - 03.2014
In-country lead & business development manager
eBay
08.2008 - 01.2011
Marketing Manager
SafeNet Inc (currently Thales)
04.2001 - 08.2008
Strategy Manager
NDS Ltd.
4 1999 - 3 2001
Master of Engineering Science (MEngSc) - Water & Environmental Engineering
University of New South Wales
Bachelor - School of Marine Science & Technology
Tokai University
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