Commercial Manager - Maritime, Japan

Kpler; United States; On-site; USD 76,000 - 114,000; Full time

Job summary

Kpler in Japan is seeking a proactive Commercial Manager to own and grow the maritime business, engaging with owners, operators, traders, brokers, and insurers to expand revenue. You will lead conversations with senior decision-makers and drive growth across teams.

You will implement account plans, forecast accurately, and partner with APAC Sales, Product, and Customer Success to convert market insights into opportunities. Fluent English and a hunter mindset are essential.

Qualifications

• Experience in a commercial or sales role selling data/analytics or B2B SaaS to maritime, shipping, energy, or commodities.
• Excellent English communication, with strong presentation and negotiation skills.
• Strong network in the Japanese maritime sector is highly preferred.
• Hunter mentality with strategic, consultative account management.

Responsibilities

• Own the commercial relationship with a portfolio of maritime accounts in Japan, driving revenue growth and retention.
• Initiate conversations with senior decision-makers to understand needs and position Kpler’s solutions.
• Drive upselling and cross-selling within existing accounts and new logos across the Japanese market.
• Develop and execute account and territory plans, and forecast accurately.
• Collaborate with sales support, product, and customer success to turn feedback into opportunities.
• Represent Kpler at industry events, conferences, and client meetings in Japan and the region.

Skills

Sales

SaaS

Maritime market

Negotiation

Account management

English fluency

Job description

At Kpler, we are dedicated to helping our clients navigate complex markets with ease. By simplifying global trade information and providing valuable insights, we empower organisations to make informed decisions in commodities, energy, and maritime sectors.

Since our founding in 2014, we have focused on delivering top-tier intelligence through user-friendly platforms. Our team of over 850 experts from 69 countries works tirelessly to transform intricate data into actionable strategies, ensuring our clients stay ahead in a dynamic market landscape. Join us to leverage cutting-edge innovation for impactful results and experience unparalleled support on your journey to success.

About the role

The APAC Sales team is seeking a proactive, results-driven Commercial Manager to own and grow Kpler’s maritime business in Japan. You’ll work directly with key stakeholders across the Japanese shipping and maritime ecosystem, including owners, operators, charterers, traders, brokers, financial institutions, and insurers. Your goal is to deepen existing relationships, win new business, and expand revenue. We’re looking for someone who excels at upselling, cross-selling, and opening new opportunities across departments within these organisations.

Key responsibilities

• Own the commercial relationship with a portfolio of maritime accounts in Japan, driving revenue growth, retention, and customer satisfaction.
• Initiate and lead conversations with senior decision-makers (directors, general managers, and C-level) to understand their business needs and position Kpler’s solutions.
• Drive upselling and cross-selling within existing accounts by identifying new teams, use cases, and products.
• Prospect and win new logos across the Japanese maritime market, building a strong pipeline.
• Develop and execute account and territory plans, and forecast accurately.
• Work closely with sales support, product, customer success, and the wider APAC team to turn client feedback and market insights into opportunities.
• Represent Kpler at industry events, conferences, and client meetings in Japan and across the region.

What we’re looking for

• Experience in a commercial or sales role, ideally selling data, analytics, or B2B SaaS solutions into maritime, shipping, energy, or commodities markets.
• Excellent English communication, with strong presentation and negotiation skills and the ability to build trust with senior clients.
• A strong network and understanding of the Japanese maritime sector (shipowners, operators, trading houses, brokers, banks, or insurers) is highly preferred.
• A proactive “hunter” mentality combined with a strategic, consultative approach to account management.
• A track record of meeting or exceeding targets.
• A team player who puts the business first and focuses on long-term gains for the team.
• Great attitude and motivation.