Principal Specialist - Sales

Date Posted:

2026-10-13



Country:

Japan



Location:

JP-13-MINATO KU-251 ~ 2-5-1 Atago Minato-Ku ~ ATAGO, 4th Flr



Position Role Type:

Unspecified

Collins Aerospace is a leading provider of aviation technology solutions and services, dedicated to meeting the needs of our customers around the world. Our innovative products and services help airlines, airports, and other aviation stakeholders achieve greater efficiency, reliability, and safety.

Our Connected Aviation (CA) team provides advanced information management systems, products and services that enable the connected ecosystem by bringing together Collins’ unique breadth of aviation products with our smart digital solutions to help us enhance every aspect of the end-to-end travel experience. We help airlines, airports and business aircraft turn data into value to streamline operations, increase efficiency and reduce cost, enhance the passenger experience and contribute to sustainable flight. By combining the best networks, connectivity and data/analytics solutions, we’re solving big problems for our customers and the world, while enhancing the security and connectivity of systems both on and off the aircraft, to help operators and passengers stay more connected and informed and create a more sustainable, efficient, reliable and enjoyable travel experience. Aviation connects the world. Our Connected Aviation team connects aviation. Sustainably. Seamlessly. Securely.

We are Collins Aerospace, and we hope you join us as we REDEFINE AEROSPACE.

We are seeking an experienced Sales & Account Manager to join our CA - Airports team, focused on the Japan market. The successful candidate will be responsible for generating new business opportunities and driving up-sells, add-ons and cross-sells for their designated accounts, as well as supporting new business opportunities in the APAC region from time to time. This key role will drive business development for Japan reporting to the Head of Sales, APAC. 

You are fluent in Japanese and English and will manage customer relationships, attend industry conferences and workshops, and follow through on assignments with minimal supervision. The role is to develop, coordinate and implement a strategic Account plan designed to capture new opportunities and grow the existing business. This will require an ambitious self-starter with excellent organizational, interpersonal, and communication skills.

You will develop and execute a strategy for profitable growth through identifying new potential opportunities, as well as with existing customers. Strong relationship skills are necessary to build and nurture key client relationships for assigned accounts. You will research, prospect and create a pipeline of targeted potential opportunities.

You are a collaborative new business producer who enjoys a high level of self-autonomy and driving personal results. You can identify opportunities others can’t and seize them across long sales cycles.

You have a deep understanding of airport technology solutions including passenger processing, airport operations, and innovations that are shaping the aviation industry today, and into the future.,

You are comfortable building relationships and negotiating at all levels, be that with senior Aviation, Airport and/or Government stakeholders as well as with internal supporting teams to obtain buy-in. You must be a strong negotiator and influencer both to external and internal stakeholders, working in a collaborative manner to achieve mutual success for the organization and for our customers.

Maintain awareness of developments in the aviation market which will impact the business both technically and commercially through media awareness, conference attendance and personal contacts. This will then support the company in making continual improvements to its products, services and general business, by ensuring feedback from clients and the wider market is fed back to the appropriate internal teams.

Job Responsibilities:

• Serve as the Single Point of Contact for Airport Solutions sales and commercial related activities.
• Work collaboratively with the Collins’ Site Manager(s) at the respective Airports in Japan to maintain strong business relationships with existing customers.
• Attend Customer Meetings and organize and champion regular touchpoints including Monthly and Quarterly Business Reviews.
• Identify, qualify and maximize new business opportunities for Collins’ solutions and services within designated accounts and where deemed appropriate, work with the wider Sales team across different Business Units to develop and close such opportunities.
• Connect with and build rapport with key decision makers (C-level) within the Airport and Airline community and lead business development and sales efforts.

• Build and maintain strong and properly qualified pipeline of sales opportunities in Salesforce.

• Develop a strategic account development plan for winning business by building strong executive and operational level relationships and understanding their most important requirements.
• Collaborate with cross-functional teams to meet client needs and drive sales growth.

• Develop and deliver presentations, reports, market information, competitor information, and customer feedback.
• Maintain accurate and timely records of sales activities and customer interactions in Salesforce.
• Strategically position product offerings in a consultative sales approach.
• Respond to proposal requests and tenders from customers and develops proposals in conjunction with Bid & Proposal, Legal & Contracts, Compliance, Global Trade and other key internal stakeholders.
• Perform sales forecasting for respective channel, customer group, or territory.
• Performs presentations to internal stakeholders and management on Account plans.

Basic Qualifications:

• Minimum of 5 years’ relevant experience working in the aviation industry (ideally in Airports or Airlines), selling technology solutions and services. Candidates with a high degree of familiarization of the Airport Operations and Management environment in Japan will also be considered favorably.

Preferred Qualifications:

• Familiarity with Japan aviation market and established network of industry peers.

• Demonstrable relevant and successful sales experience within IT and Aviation Industry, ideally familiar with Airports and Airline operating environments and business models.

• Located in Tokyo, Japan.
• Experienced to function effectively in an international environment
• Extensive sales and account management related experience with a track record of successful performance
• Professional communication and presentation skills
• Actively listens and understands customers' strategic plans
• Experience in building account plans and engaging at the senior management level, up-to C-Suite

• Fluent in Japanese and proficiency in English
• Ability to travel at least 20-30% of the time, mostly for domestic travel within Japan.

RTX adheres to the principles of equal employment. All qualified applications will be given careful consideration without regard to ethnicity, color, religion, gender, sexual orientation or identity, national origin, age, disability, protected veteran status or any other characteristic protected by law.  

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