Senior Sales Representative

Job description

Honeywell Process Automation (HPA) – Life Sciences is seeking a high-performing Enterprise Hunter to drive new logo acquisition and strategic expansion across Japan’s pharmaceutical, biotechnology, and regulated manufacturing sector. Japan is a highly competitive and relationship-driven market. We are looking for a disciplined enterprise seller who can: Penetrate Tier-1 Japanese Pharma accounts Navigate complex consensus-based buying structures Displace entrenched domestic and global competitors Close multi-year enterprise automation and software deals This role is growth-critical for expanding Honeywell’s footprint in Japan.

Responsibilities

New Logo Penetration Identify, target, and close new enterprise customers across Japan Life Sciences. Develop account penetration strategy for multi-plant pharmaceutical manufacturers. Build executive relationships across QA, IT, Manufacturing, and Corporate leadership. Strategic Revenue Growth Drive aggressive revenue growth across Honeywell’s Life Sciences portfolio: Quality Management Systems (QMS) Manufacturing Execution Systems (MES) Industrial Automation & Digital Solutions Close multi-year enterprise agreements across multiple sites.

Competitive Displacement Strategy Compete effectively against strong domestic Japanese providers and global software vendors. Lead structured value-based selling tied to compliance, productivity, and operational excellence. Demonstrate clear ROI and regulatory advantage. Full Enterprise Sales Cycle Leadership Prospect → Discovery → Workshop → Ringi Documentation Support → Executive Presentation → Commercial Negotiation → Contract Closure.

Navigate Japan’s consensus-driven decision-making processes. Coordinate internal global teams (solution consultants, product, finance, legal). Executive & Relationship Management Develop long-term trusted advisor relationships. Engage senior stakeholders at HQ and plant level. Represent Honeywell with professionalism aligned to Japanese business culture. Forecasting & Governance Excellence Maintain disciplined pipeline management (3x–5x coverage).

Deliver accurate quarterly forecasting. Maintain CRM rigor and reporting transparency. What Success Looks Like in 12 Months Secure multiple new logos wins in Japan Life Sciences. Penetrate at least 3–5 strategic Tier-1 pharmaceutical accounts. Expand multi-site footprint in at least one enterprise customer. Build strong executive credibility in the Japanese market. Deliver consistent quarter-over-quarter growth.

Qualifications

Required Qualifications

12+ years of enterprise B2B software and/or automation software sales experience. Proven new logo acquisition experience in Japan market. Strong understanding of Japanese enterprise buying culture. Experience selling into Pharma, Life Sciences, Medical Devices, or regulated industries. Track record of closing complex, multi-year enterprise SaaS deals. Strong consultative selling and executive presentation skills. Native-level Japanese and strong business English required.

CRM proficiency (Salesforce preferred).

Preferred

MBA or advanced business degree. Experience selling QMS, MES, Industrial Automation, SaaS, or ERP platforms. Familiarity with PMDA regulations and GxP compliance environments. Established network within Japanese pharmaceutical sector. Experience working in multinational matrix organizations.