Kiichi Senda

[Position] Major Account Executive (March 2021 – December 2022)
[Position] Major Account Manager (January 2023 – Present)

Sales Area: Western Japan
Customer Range: large enterprises(Medical devices,Pharmaceuticals)

Performance:

• Fiscal Year 2021: Individual sales of 360 million yen, achievement rate: 62%
• Fiscal Year 2022: Individual sales of 550 million yen, achievement rate: 111%, total revenue growth rate: 49%
• Fiscal Year 2023: Individual sales of 230 million yen, achievement rate: 56%, total revenue growth rate: 20%

Exhibition Event Results:

• April 19th to 21st, 2023 - Tokyo Big Sight (MedTech Japan 2023 / Medical Device Exhibition): Exhibition booth visitation: 273 visitors

Job Responsibilities:

• Prospecting for New Customers: Acquiring appointments through phone calls, conducting visits, and performing needs assessments.
• Maintaining Relationships with Existing Customers: Assessing current situations and providing appropriate solutions.
• Achieving Sales Targets: Meeting individual and team goals.
• Consulting Proposals: Offering supply chain optimization solutions.
• Cold Chain Solutions: Selling refrigerated transportation services and packaging materials.
• Exhibition Planning and Management: Organizing and managing exhibitions (e.g., MedTech 2023, April 19th-21st).
• Reporting: Regularly reporting to superiors.

Key Points of Appeal:

• Despite coming from a different industry, I have developed a strong interest in transitioning to the field of sales.
• At UPS, which boasts a powerful network spanning over 200 countries worldwide, I have supported customer expansion and entry into new markets.
• Within my department, I have accumulated specialized knowledge and experience in cold chain logistics, understanding best practices for safely transporting sensitive products such as medical devices, pharmaceuticals, and novel compounds.
• I have provided tailored solutions to meet customer needs, leveraging my expertise in this critical area.

Additional Achievements:

• New Business Development: Successfully acquired over 50 new clients in three years, significantly contributing to the growth of the UPS Healthcare division.
• Pioneering Solutions: First to sell UPS Premier, a new healthcare solution, in Japan, demonstrating a deep understanding of local regulations and complex cold chain logistics.
• International Logistics: Managed the successful transport of iPS cells from Japan to the US for the first time as UPS Healthcare Japan, showcasing advanced logistics capabilities.

Award Recognition:

• Rising Star Award 2022: Received the prestigious Rising Star Award, given to the top 10% of sales representatives, highlighting my exceptional performance and dedication.

Additional Information:

• UPS Healthcare: I have been part of the new UPS Healthcare division, focusing on the APAC region.
• International Environment: My supervisors and colleagues are predominantly non-Japanese, and all internal tools and communications are in English.
• Weekly Meetings: Conducted weekly online meetings with my supervisor to discuss and improve sales strategies.

• Corporate Sales: Managed sales for corporate clients, building and maintaining strong relationships with business customers, leading to increased bookings and revenue.
• Banquet Sales: Planned and coordinated sales for banquets and events, collaborating with clients to ensure successful events and high satisfaction.
• Individual Customer Sales: Engaged with individual customers, providing personalized service and recommendations, resulting in repeat business and positive reviews.
• Sales Strategy: Developed and implemented targeted sales strategies for different customer segments, driving overall sales growth.
• Client Meetings: Conducted regular meetings with corporate clients to understand their needs and tailor services accordingly.
• Event Coordination: Worked closely with the events team to ensure seamless execution of corporate and private events, enhancing customer satisfaction.

• Prospecting New Customers: Acquired appointments through phone calls and visits, understanding customer needs.
• Customer Follow-Up: Proposed initiatives to promote hotel room utilization to existing customers.
• Collaboration with Marriott International: Worked closely with Marriott International and the global sales team to develop new promotions.
• Showroom Support: Provided support for hotel room and facility showrooms.
• Quotations and Contracts: Created detailed quotations and contracts.
• Report Creation: Prepared and presented reports to the Sales Department Head, General Manager.
• New Customer Contracts: Successfully contracted with approximately 8 new travel agencies and signed accommodation contracts with about 23 new corporate clients.
• Major Corporate Contract: Secured accommodation services contracts with a foreign airline company, generating annual sales of 150 million yen.
• Event Management Success: Organized events with foreign apparel brands, achieving event sales of approximately 2.2 million yen, and conducted collaborative events with domestic airlines, generating 800,000 yen in sales.
• Group Reservations: Contracted with inbound travel agencies for group reservations, generating annual sales of 36.5 million yen.
• Focus on New Customers: From day one, my primary focus was on acquiring new customers and engaging in proactive sales activities. I successfully targeted corporate clients, encouraging them to choose our hotel for business trips and leisure stays.
• Innovative Solutions: I implemented creative solutions to build trust with our customers. For example, I asked customers to feature our hotel's attractions and information on their intranet systems and provided special codes for easy access to reservations and room availability on our website. This simplified the reservation process and improved occupancy rates.
• Customer Satisfaction: I was dedicated to improving customer satisfaction by consistently delivering high-quality service. My efforts led to increased trust and loyalty from both new and existing customers.
• Strong Sales Performance: I achieved significant sales milestones, including contracting with a foreign airline company (Cathay pacific)for accommodation services worth 150 million yen annually and organizing successful events with both foreign apparel brands and domestic airlines.
• Collaboration and Teamwork: I worked closely with Marriott International and the global sales team to develop new promotions, demonstrating my ability to collaborate effectively and drive results.
• Versatility and Support: In addition to sales, I provided support for hotel room and facility showrooms, created detailed quotations and contracts, and prepared comprehensive reports for senior management and global teams.