At Dow, we believe in putting people first and we’re passionate about delivering integrity, respect and safety to our customers, our employees and the planet.
Our people are at the heart of our solutions. They reflect the communities we live in and the world where we do business. Their diversity is our strength. We’re a community of relentless problem solvers that offers the daily opportunity to contribute with your perspective, transform industries and shape the future. Our purpose is simple - to deliver a sustainable future for the world through science and collaboration. If you’re looking for a challenge and meaningful role, you’re in the right place.
Dow has an exciting opportunity for a Senior Sales Specialist in Industrial Intermediates & Infrastructure (II&I), based in Tokyo, Japan. The role is responsible for driving profitable sales growth through the management of direct customers and distributors, the development of strategic accounts, and the creation of new business opportunities across existing and emerging markets.
The successful candidate will build trusted, long-term customer relationships, understand stated and unmet customer needs, and translate market insights into actionable account plans and commercial projects. The role requires close collaboration with Product Management, Marketing, TS&D, Supply Chain, Customer Service, and regional commercial teams to deliver near-term results while building a sustainable mid- to long-term growth pipeline.
The position may cover a broad II&I portfolio and related applications, including lubricants, surfactants, solvents, coatings and paints, home and personal care, automotive, and polyurethane-related markets.
Key Responsibilities
- Manage a portfolio of existing and new direct customers and distributors to deliver sales, margin, volume, and value creation objectives.
- Develop and execute account plans with clear growth milestones for priority customers, markets, applications, and products.
- Build customer intimacy through regular engagement with decision-makers, technical stakeholders, and other key influencers.
- Identify customer needs and unmet needs, and convert them into new business, new application, and cross-selling opportunities.
- Acquire new customers and develop new markets by leveraging industry networks, market intelligence, technical conferences, and other external engagements.
- Gather, analyze, and share insights on market dynamics, value chains, customer strategies, and competitor activities to support business decisions.
- Develop and execute price-volume strategies, commercial negotiations, pricing actions, and contract discussions in alignment with business goals and Dow processes.
- Lead cross-functional account teams and coordinate Product Management, Marketing, TS&D, Supply Chain, Customer Service, and other stakeholders to deliver customer and business outcomes.
- Lead project execution and strategy implementation in ambiguous or changing business environments, including timely resolution of customer and internal issues.
- Manage relevant value chains from downstream end users to upstream participants and identify opportunities for differentiated value creation.
- Document key project progress, customer insights, decisions, and learnings to strengthen execution and organizational capability.
- Contribute to strategic growth initiatives, market studies, productivity programs, business reviews, and mid- to long-term growth plans for Japan and regional opportunities.
Required Qualifications
- Bachelor’s degree or higher.
- Minimum five years of experience in sales, account management, marketing, technical service, or a related commercial role in Japan.
- Native-level Japanese communication skills and business-level English communication skills, both written and verbal.
- Experience in customer relationship management, account planning, commercial negotiations, and execution of sales initiatives.
- Ability and willingness to travel, primarily within Japan.
- Legal authorization to work in Japan.
Your Skills
- Customer Focus
- Ownership & Task Execution
- Business Development
- Commercial Excellence & Discipline
- Strategic Thinking
- Teamwork & Collaboration
Additional Information
- This position does not offer relocation assistance or visa sponsorship.
Benefits – What Dow offers you
We invest in you.
Dow invests in total rewards programs to help you manage all aspects of you: your pay, your health, your life, your future, and your career. You bring your background, talent, and perspective to work every day. Dow rewards that commitment by investing in your total wellbeing.
Here are just a few highlights of what you would be offered as a Dow employee:
- Equitable and market-competitive base pay and bonus opportunity across our global markets, along with locally relevant incentives.
- Benefits and programs to support your physical, mental, financial, and social well-being, to help you get the care you need...when you need it.
- Competitive retirement program that may include company-provided benefits, savings opportunities, financial planning, and educational resources to help you achieve your long term financial-goals.
- Employee stock purchase programs (availability varies depending on location).
- Student Debt Retirement Savings Match Program (U.S. only).
- Dow will take the value of monthly student debt payments and apply them as if they are contributions to the Employees’ Savings Plan (401(k)), helping employees reach the Company match.
- Robust medical and life insurance packages that offer a variety of coverage options to meet your individual needs. Travel insurance is also available in certain countries/locations.
- Opportunities to learn and grow through training and mentoring, work experiences, community involvement and team building.
- Workplace culture empowering role-based flexibility to maximize personal productivity and balance personal needs.
- Competitive yearly vacation allowance.
- Paid time off for new parents (birthing and non-birthing, including adoptive and foster parents).
- Paid time off to care for family members who are sick or injured.
- Paid time off to support volunteering and Employee Resource Group’s (ERG) participation.
- Wellbeing Portal for all Dow employees, our one-stop shop to promote wellbeing, empowering employees to take ownership of their entire wellbeing journey.
- On-site fitness facilities to help stay healthy and active (availability varies depending on location).
- Employee discounts for online shopping, cinema tickets, gym memberships and more.
- Additionally, some of our locations might offer:
- Transportation allowance (availability varies depending on location)
- Meal subsidiaries/vouchers (availability varies depending on location)
- Carbon-neutral transportation incentives e.g. bike to work (availability varies depending on location)
Join our team, we can make a difference together.
About Dow
Dow (NYSE: DOW) is one of the world’s leading materials science companies, serving customers in high-growth markets such as packaging, infrastructure, mobility and consumer applications. Our global breadth, asset integration and scale, focused innovation, leading business positions and commitment to sustainability enable us to achieve profitable growth and help deliver a sustainable future. We operate manufacturing sites in 30 countries and employ approximately 36,000 people. Dow delivered sales of approximately $43 billion in 2024. References to Dow or the Company mean Dow Inc. and its subsidiaries. Learn more about us and our ambition to be the most innovative, customer-centric, inclusive and sustainable materials science company in the world by visiting www.dow.com.
As part of our dedication to inclusion, Dow is committed to equal opportunities in employment. We encourage every employee to bring their whole self to work each day to not only deliver more value, but also have a more fulfilling career. Further information regarding Dow's equal opportunities is available on www.dow.com.
