{"id":3146,"date":"2024-06-26T13:10:00","date_gmt":"2024-06-26T04:10:00","guid":{"rendered":"https:\/\/turnpoint-consulting.com\/archives\/job-hunting-tips\/how-to-become-a-foreign-sales-representative-differences-from-japanese-companies-and-shortcuts-to-success"},"modified":"2025-06-22T14:21:11","modified_gmt":"2025-06-22T05:21:11","slug":"how-to-become-a-foreign-sales-representative-differences-from-japanese-companies-and-shortcuts-to-success","status":"publish","type":"post_tips","link":"https:\/\/turnpoint-consulting.com\/en\/archives\/job-hunting-tips\/how-to-become-a-foreign-sales-representative-differences-from-japanese-companies-and-shortcuts-to-success","title":{"rendered":"How to Become a Foreign Sales Representative: Differences from Japanese Companies and Shortcuts to Success"},"content":{"rendered":"\n

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.<\/p>\n\n

Working as a Sales Representative in a Foreign Company: Reality and Success Points<\/h2>\n\n

Introduction.<\/strong><\/p>\n\n

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.<\/p>\n\n

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.<\/p>\n\n

Characteristics of Foreign Sales<\/h3>\n\n

(1) Thorough performance-based system<\/strong><\/h4>\n\n

The biggest difference between foreign-affiliated sales and Japanese-affiliated sales is the results-oriented approach<\/strong>.<\/p>\n\n

    \n
  • Japanese-affiliated companies: \u201clifetime employment\u201d and \u201cseniority system\u201d persist.<\/li>\n\n\n\n
  • Foreign-affiliated companies: Results-oriented and generally evaluated using KPIs (Key Performance Indicators)<\/li>\n<\/ul>\n\n

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

    \"\"\/<\/figure>\n\n

    (2) Clear division of roles<\/strong><\/h4>\n\n

    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:<\/p>\n\n

      \n
    • Salespeople can concentrate on sales work<\/strong> \u25b8 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.<\/li>\n\n\n\n
    • Even newcomers are expected to deliver results as \u201csales professionals\u201d<\/strong> \u25b8 The flip side of the above is the rigor with which salespeople are expected to deliver results regardless of their years of experience.<\/li>\n<\/ul>\n\n
      \"\"\/<\/figure>\n\n

      What it takes to be successful in a foreign sales position<\/h3>\n\n
      \n
      \"\"<\/figure>\n\n\n\n

      Point 1: Set KPIs and practice the PDCA cycle<\/strong>\u30fbSet clear goals (KPIs) \u30fbReadily implement the PDCA cycle (Plan, Do, Check, Action)<\/p>\n<\/div>\n\n

      \n
      \"\"<\/figure>\n\n\n\n

      Point 2: Efficient execution of work <\/strong> \u30fbMaximize the use of an environment dedicated to sales \u30fbProceed with work in a rational and efficient manner and link it to results<\/p>\n<\/div>\n\n

      \n
      \"\"<\/figure>\n\n\n\n

      Point 3: Proactive communication and action<\/strong>\u30fbHigh communication skills \u30fbAppropriately assert your own opinions \u30fbAct actively and gain cooperation from others<\/p>\n<\/div>\n\n

      <Successful candidates for foreign sales jobs><\/strong>\u30fbHigh communication skills \u30fbAbility to clearly express one’s own opinions \u30fbAbility to act proactively \u30fbAbility to accept diversity and respond flexibly<\/p>\n\n

        \n
      1. <\/li>\n<\/ol>\n\n

        <\/p>\n\n

        Advantages and disadvantages of working for a foreign company and its salary structure<\/h2>\n\n

        Introduction.<\/strong><\/p>\n\n

        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.<\/p>\n\n

        Advantages of Working for a Foreign Company<\/h3>\n\n

        (1) High annual income<\/h4>\n\n

        Compared to Japanese companies, salaries at Japanese-affiliated firms generally tend to be higher.<\/p>\n\n

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

            (2) Full leave system<\/h4>\n\n

            Foreign-affiliated companies tend to emphasize work-life balance.<\/p>\n\n

              \n
            • High paid vacation accrual rate<\/li>\n\n\n\n
            • The general idea is that \u201cpaid work is a worker’s right.\u201d<\/li>\n\n\n\n
            • Clear on\/off between work and holidays.<\/li>\n<\/ul>\n\n
              \"\"\/<\/figure>\n\n

              (iii) Acquisition of international sensibilities<\/h4>\n\n

              Gain an international perspective by working with colleagues from diverse cultural backgrounds.<\/p>\n\n

                \n
              • Opportunity to work with people of different nationalities<\/li>\n\n\n\n
              • Exposure to different cultures and values<\/li>\n\n\n\n
              • Cultivate a broad perspective and international values<\/li>\n<\/ul>\n\n
                \"\"\/<\/figure>\n\n

                Disadvantages of working for a foreign company<\/h3>\n\n

                High mobility of human resources<\/h4>\n\n

                Foreign-affiliated companies tend to have frequent turnover of personnel.<\/p>\n\n

                  \n
                • Job-based employment is common<\/li>\n\n\n\n
                • Many people change jobs for the purpose of career advancement.<\/li>\n\n\n\n
                • Ability to deal with turnover of people is required.<\/li>\n<\/ul>\n\n

                  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.<\/p>\n\n

                  Salary Structure of Foreign Companies<\/h3>\n\n
                  \n

                  The salary system in foreign-affiliated companies is based on a complete performance-based system. Especially in sales positions, performance is closely linked to salary. This section describes the salary systems of foreign-affiliated companies that reflect this performance-based system in their salaries.<\/p>\n\n\n\n

                  \"\"\/<\/figure>\n<\/div>\n\n

                  (1) Compensation<\/h4>\n\n
                  \n
                    \n
                  • Refers to the entire employee compensation structure<\/strong>.<\/li>\n\n\n\n
                  • Total Compensation: Total compensation, including base salary, bonus, benefits, and corporate pension, typically presented to employees as a Total Compensation Package<\/strong>.<\/li>\n\n\n\n
                  • There is an opportunity for review once or twice a year. New compensations are determined based on individual performance and potential.<\/li>\n<\/ul>\n\n\n\n
                    \"\"\/<\/figure>\n<\/div>\n\n

                    \u2461OTE (On-Target Earning)<\/h4>\n\n
                    \n