How to Become a Foreign Sales Representative: Differences from Japanese Companies and Shortcuts to Success

I want to change from a Japanese to a foreign-capital sales job and earn as much as my ability! Many people may be thinking, “I want to make as much money as I can!

In this article, we will explain the job description, salary and other benefits, advantages and disadvantages, and how to change jobs. We hope you will find it useful.

Working as a Sales Representative in a Foreign Company: Reality and Success Points

Introduction.

Many people may have the image of a “foreign-affiliated company” with employees who are “fluent in English. However, the reality is not so simple. Surprisingly, there are many Japanese employees who cannot speak English, especially in sales positions.

Thus, there is often a gap between the general image of foreign-affiliated companies and the reality. In this chapter, we will touch on the characteristics of sales positions in foreign-affiliated companies and points to be aware of in order to be successful in this position, and explain more clearly the reality of foreign-affiliated companies.

Characteristics of Foreign Sales

(1) Thorough performance-based system

The biggest difference between foreign-affiliated sales and Japanese-affiliated sales is the results-oriented approach.

• Japanese-affiliated companies: “lifetime employment” and “seniority system” persist.
• Foreign-affiliated companies: Results-oriented and generally evaluated using KPIs (Key Performance Indicators)

In foreign companies, numerical indicators are directly reflected in evaluations. The ability or inability to achieve goals leads to severe evaluations and high ratings.

(2) Clear division of roles

The job description of a sales representative in a foreign company is basically much the same as in a Japanese company. The main duties include developing new customers and taking care of existing customers. However, the major differences are as follows:

• Salespeople can concentrate on sales work ▸ At foreign-affiliated companies, the division of roles for each type of job is clearly defined, so salespeople are expected to deliver results under a very simple mission: “Salespeople are in charge of selling. You will not be assigned to non-sales duties just because you are new.
• Even newcomers are expected to deliver results as “sales professionals” ▸ The flip side of the above is the rigor with which salespeople are expected to deliver results regardless of their years of experience.

What it takes to be successful in a foreign sales position

<Successful candidates for foreign sales jobs>
・High communication skills
・Ability to clearly express one’s own opinions
・Ability to act proactively
・Ability to accept diversity and respond flexibly

Advantages and disadvantages of working for a foreign company and its salary structure

Introduction.

Working for a foreign-affiliated company is attracting attention as a new career option. This chapter details the advantages and disadvantages of working for a foreign-affiliated company and its distinctive salary structure.

Advantages of Working for a Foreign Company

(1) High annual income

Compared to Japanese companies, salaries at Japanese-affiliated firms generally tend to be higher.

• Salary structure based on performance-based pay
• Annual incomes of around 8 to 12 million yen are not uncommon for people in their 20s and 30s.
• Example of average annual income by job category:
  • General sales staff: 7 million yen to 10 million yen
  • IT sales staff: 9 million yen to 13 million yen
  • Management level: 15-18 million yen
• Incentives are added depending on ability, and annual income can exceed 20 million yen.

(2) Full leave system

Foreign-affiliated companies tend to emphasize work-life balance.

• High paid vacation accrual rate
• The general idea is that “paid work is a worker’s right.”
• Clear on/off between work and holidays.

(iii) Acquisition of international sensibilities

Gain an international perspective by working with colleagues from diverse cultural backgrounds.

• Opportunity to work with people of different nationalities
• Exposure to different cultures and values
• Cultivate a broad perspective and international values

Disadvantages of working for a foreign company

High mobility of human resources

Foreign-affiliated companies tend to have frequent turnover of personnel.

• Job-based employment is common
• Many people change jobs for the purpose of career advancement.
• Ability to deal with turnover of people is required.

Contrary to popular belief, there are few cases of immediate dismissal for failure to produce results. Also, in accordance with Japanese law, there is no easy restructuring.

Salary Structure of Foreign Companies

(1) Compensation

②OTE (On-Target Earning)

Example: OTE 10 million yen (for 6:4)

(iii) Differences in bonus systems: Incentives (foreign capital) and bonuses (Japanese capital)

• Incentive ▸ Compensation paid based on the percentage of target achievement. The incentive payment is based on the achievement of 100% of the company’s goals, and the amount of payment is determined by the individual’s achievement rate. The incentive payment amount is usually presented as “0% of base salary,” and the ratio differs greatly depending on the type of job.

• Bonus▸ Bonus amounts are determined primarily by the amount of base salary, with the most common case being that “0 months of salary is paid as a bonus. If a company stipulates that bonuses are paid, it is legally obligated to pay them and is not allowed to reduce or not pay bonuses without just cause.

(data) item	Incentive (foreign capital)	Bonus (Japanese companies)
determinant	Target Achievement Rate	base pay
Payment Standards	Achievement of corporate and individual goals	For example, “0 month’s salary.”
legal obligation	variable	Obligation to pay
feature	Strongly results-oriented	Many stable payments.

summary

While working for a foreign-affiliated company offers many advantages such as high annual salary and international experience, there are also disadvantages such as high personnel mobility. The salary structure also differs from that of Japanese companies, so it is important to consider your career choice in light of your aptitude and desired work style.

Change to a sales position in a foreign company.

How old do I have to be to change jobs in foreign sales?

Foreign-affiliated companies adopt a different employment system than Japanese-affiliated companies. It is important to understand that there is a difference between Japanese companies, which set a certain age limit based on the assumption of long-term employment, and foreign-capital companies, which focus on experience and skills rather than age, in terms of the type of personnel they seek when hiring and their attitude toward age.

• Trends in Japanese companies:
  • Emphasis on career development through long-term service
  • Often set age limits for jobs
  • Generally speaking, it is difficult to change jobs over the age of 45.

• Characteristics of foreign-owned companies:
  • Job-based employment is fundamental
  • Emphasizes skills, accomplishments, and experience over age
  • High possibility of career change even in 40s and 50s

How to get a new job in foreign sales

To facilitate your job search for a sales position at a foreign company, we recommend that you register with a recruitment agency.
Many foreign companies do not want their competitors to know about their recruiting activities, especially for sales positions. Therefore, instead of recruiting publicly on recruitment websites, they generally recruit privately through recruitment agents.

A recruitment agent is an invaluable resource for those seeking a new job with a foreign company. They can also help you with resume writing and interview support, which can be of great help to those who are not confident in their ability to accomplish a job search on their own.

• Use of recruitment agents
  • Because many foreign companies keep their job openings private and recruit through agents to prevent information leakage to competitors
• Advantages of a Job Search Agent
  • Extensive knowledge of foreign companies
  • Assistance in writing resumes in English
  • Advice on Interview Preparation

Finally.

Salespeople in foreign-capitalized companies are performance-based, and their abilities (results) are easily reflected in their salaries. If you are an excellent sales representative who is confident in your abilities but cannot advance your career at a Japanese company because of your age, why not take this opportunity to try a sales position at a foreign company? If you are an excellent sales representative who is confident in your abilities but cannot advance your career due to age…, this is a good opportunity for you to try a sales job at a foreign company.

Turnpoint Consulting Turnpoint Consulting offers job search support with a special focus on the automotive and mobility industries, utilizing our strong connections to foreign companies. If you have any questions or concerns about your job search or career change, please do not hesitate to let us know.