外資系営業の仕事内容を業界別に解説!向いている人とは?A job description of foreign sales by industry! Who is the right person for the job?

Many of you may be longing for the high annual income of a sales position at a foreign-capital company, but may have an image that the job is a hard, meritocratic job with a commission system.

In this article, we will introduce the job descriptions of salespeople at foreign-affiliated companies by industry in order to answer the questions of those who are considering changing jobs to sales at foreign-affiliated companies. It also explains the characteristics of the job, who is suited for it, and how to change jobs. Please read to the end.

What exactly does a sales job in a foreign company entail? Are sales jobs the same in all industries?

When considering a career change, whether you are looking for a sales position in an industry where you can make the most of your experience or a sales position in a new industry to advance your career depends on your career plan. Here, we will introduce job descriptions for each industry.

Foreign Pharmaceutical Industry] MR Job Description

The job description of MRs at foreign-affiliated pharmaceutical companies is the same as that of Japanese-affiliated pharmaceutical companies in that they conduct sales activities in Japan to Japanese medical professionals. The major difference is the salary structure. While most Japanese pharmaceutical companies pay a fixed salary, foreign pharmaceutical companies pay an incentive salary. Therefore, the main job is to steadily win orders by using skills such as a high level of specialized knowledge and sales ability rather than a wide range of skills acquired in a uniform manner.

Foreign Life Insurance Industry] Job Description of Sales: Turning into a Consultant

The job description for salespeople at foreign-affiliated insurance companies is the same as at Japanese-affiliated insurance companies in that they handle their own insurance services. The major difference is that there is almost no sales for existing customers, and the company specializes in sales for new policies. The main customers are corporations, not individuals, and the products handled are not packaged products like those of Japanese insurance companies, but are often tailor-made products to meet the needs of customers.

Foreign IT Industry] IT Sales Job Description

Sales at foreign IT companies are broadly divided into three types of positions: outside sales, inside sales, and technical sales. Outside sales, also known as account executives, are responsible for directly visiting clients to negotiate and sign contracts, while inside sales, also known as inside sales, are responsible for making appointments by phone or email and connecting them to outside sales. Technical sales, also known as pre-sales engineers, accompany salespeople and provide technical support. Outside sales personnel need to have practical experience, while technical sales personnel need to have technical expertise in the products they sell.

Foreign Financial Industry] Sales Job Description

The foreign financial industry consists of four main types of companies: investment banks, securities companies, insurance companies, and credit card companies. Investment bank sales are included in the market division of investment banks, and their job is to support professional investors and the investment management departments of banks and insurance companies in the purchase and sale of financial products. Since clients already have specialized knowledge, this is one of the industries that require a higher level of specialized knowledge and English language skills, and is said to be hard work both physically and mentally.

What are the characteristics of sales jobs in foreign-affiliated companies? You may be concerned that, although the salary is high, the job may be mentally and physically demanding, especially for women. You may be concerned that it may be too demanding, especially for women. Here, we would like to introduce the characteristics of sales jobs in foreign-capitalized companies, which are different from those in Japanese companies.

Sometimes it is tough because of the performance-based system.

Unlike the fixed salary system of Japanese companies, many foreign companies are performance-based, which means that sales targets must be met continuously. Salespeople may find it somewhat demanding, considering that their salaries increase or decrease depending on the degree of achievement due to incentive pay.

Regardless of gender, performance is evaluated and directly linked to annual income and promotion.

Unlike Japanese companies, where salespeople are evaluated based on seniority and length of service, salespeople at foreign-affiliated companies are evaluated based on performance equally by both men and women, regardless of age or length of service. If you are a woman who felt that salespeople at Japanese companies were not evaluated equally, foreign-affiliated companies may be attractive as a career change destination for you. In sales positions at foreign-affiliated companies, subordinates are often older and have been with the company for a longer period of time. This is a good environment for those who want to test their abilities, accumulate achievements, and advance in their promotions and careers.

It is easy to decide how to proceed with work and how to work by yourself.

Salespeople at foreign-affiliated companies have the advantage of being able to decide how to proceed with their work and how to work by themselves because, in the extreme, all they need to do is produce results. Conversely, you are not given specific instructions by your boss, so the ability to make and execute plans to achieve sales targets on your own is a must. This is a good environment for those who value work-life balance and want to plan and achieve results independently.

English and other language skills are not necessarily required.

Language skills vary depending on the client and the position. If the client is a Japanese company and the person in charge speaks Japanese, language skills are not necessary. However, as one's position increases, the number of meetings and negotiations with non-Japanese speaking executives both inside and outside the company will increase, so the ability to speak a foreign language will become a necessity.

Even if you are able to work exclusively in Japanese outside the company, you will need to be able to understand English terminology because internal systems and documents are in English, and e-mail and chat exchanges with overseas counterparts will occur even in sales positions.

Therefore, language skills are not necessarily required for sales positions at foreign companies, but may be advantageous. Some companies may also use foreign languages other than English. This may be stressful for those who are not comfortable with foreign languages.
 

You may have the impression that the average annual salary of salespeople in foreign companies is high. How high is the average annual salary of salespeople in foreign-affiliated companies? Here, we will explain the annual salary of salespeople at foreign-affiliated companies.

The industry with the highest average annual salary for salespeople is the financial industry.

Based on data from Openwork, a word-of-mouth website, we compiled a list of companies with the highest average annual salaries for salespeople at foreign-affiliated firms in the finance, IT, and pharmaceutical industries. Compared to annual salaries for salespeople in Japan based on data from the Nikkei Jobchange Edition, the results for Japan were 10.55 million yen, with foreign-affiliated companies having a higher average annual salary of about 6 million yen.

The IT industry followed with an average annual salary of 13.86 million yen, also almost double that of domestic companies.

The annual salary of MRs in the pharmaceutical industry tends to be higher at major Japanese pharmaceutical companies, and there does not seem to be as much difference between foreign-affiliated companies and other industries, but this is due to the seniority system and fixed salary, which increases with age, so it is not so high in the 20s and 30s.

In addition, these data are average annual salaries, and in performance-based foreign-affiliated companies, individual differences in annual salaries are very large. However, it is possible for salespeople at foreign-affiliated companies in any industry to earn more than 10 million yen, depending on their performance.

As a supplement to the financial industry with the highest annual income, as mentioned above, there are four company groups. The investment bank in first place has almost double the annual income of the credit card company in second place, and there is a 5 million yen difference between the banks in second and third place. In other words, there are large differences in average annual salaries even within the financial industry.

Annual salary system consisting of base salary + incentive salary + bonus

In many foreign-affiliated companies, the salary structure is based on an annual salary system, and the monthly amount paid is the amount offered as an annual salary divided by 12 months. The breakdown of the annual salary amount varies from company to company, but unlike the base salary and bonus in Japanese companies, sales positions in most foreign-capital companies consist of a base salary and an incentive salary.

The base salary is paid in the same amount each month, and the incentive salary varies depending on the degree to which the individual has achieved his or her goals. Bonuses are determined based on the degree to which the company as a whole achieves its goals and on the evaluation of individuals, but in many cases, the degree to which the company as a whole achieves its goals has a large impact on bonuses. Therefore, some companies do not always pay bonuses even if an individual's evaluation is good.

Incentive Pay Ratio and Limits Depend on the Company

The ratio of base salary to incentive pay is set by individual companies and departments, ranging from 5:5 to 7:3, or 0:10 fully incentivized, depending on the company and contract. The annual bar setting is called OTE (On Target Earning) and is based on the amount of sales targets achieved. Therefore, please note that the annual bar amount offered is not always paid.

In addition, some companies do not have an upper limit on incentive pay, while others do, so you will need to check.

Bonuses may be affected by the performance of other country branches.

Bonuses cannot be expected to be several months of monthly income, as is the case in Japanese companies. However, in some companies, it may not be included in the annual salary offered, and in this case, it is an additional positive “bonus” to the annual salary. The presence or absence of a bonus may be influenced not only by the performance of the Japanese subsidiary, but also by the performance of other branches in other countries, or by foreign exchange rates, and may not be tied to individual performance. In sales positions at foreign-affiliated companies, it is best to think of individual performance as being paid as an incentive

Sales positions at foreign-capital companies are evaluated equally by men and women based on performance, but what kind of person is actually suited for this type of job? In this section, we will explain the characteristics of people who are suitable for sales jobs in foreign-capitalized companies compared to sales jobs in Japanese companies.

People who can accept diverse values and carry out their work

At Japanese-affiliated companies, it may not be common to have co-workers who are foreign nationals or who do not speak Japanese. In a foreign-affiliated company, however, you will often work with colleagues who have various backgrounds, such as foreign nationals or returnees, and who have not lived in Japanese culture.

Especially in sales positions, it is necessary to negotiate flexibly not only within the company, but also with the client company if the client company is foreign-affiliated and the person in charge is a foreign national. In addition, salespeople are often responsible for acting as a bridge and coordinator between internal and external parties, so they must be able to communicate clearly with the various values and situations of the people involved.

High self-discipline with the ability to consistently produce results.

In Japanese-affiliated companies, there may still be a tendency that a certain level of performance is all that is required, as most of them have fixed salary systems. Salespeople in foreign-capital companies are paid a large percentage of incentive salaries, so they need to constantly produce results in order to maintain their salaries. It is difficult to keep producing results if you simply follow your boss's instructions. Therefore, it is necessary to have self-discipline and be able to constantly produce results in a planned manner.

People who are strong under pressure and can think and act strategically

In Japanese companies, there may not be a work style that requires constant overtime work. Salespeople in foreign-affiliated companies have targets set for each fiscal year, and incentive pay varies depending on the percentage of achievement. Depending on the company's policies, sometimes strict targets are set on a continual basis. Salespeople must be able to respond positively to pressure while considering sales strategies, such as why strict targets were set and how to continuously achieve them.

Flexibility to cope with sudden changes

In Japanese-affiliated companies, major organizational changes may occur only once a year. At foreign-affiliated firms, sudden organizational changes can result in frequent changes in supervisors and co-workers, and the direction of the company can change 180 degrees depending on the new immediate supervisor and company policies.

Salespeople are greatly affected by this change in direction. Salespeople at foreign-affiliated companies need to be able to respond flexibly to sudden changes because they need to inform their clients of their situation as necessary. Conversely, the situation of a client may change. In such cases, flexibility is also required to adapt to the situation calmly and strategically.

A person who can summarize his/her own arguments concisely and appeal independently.

Salespeople at Japanese companies are also required to report plans and sales figures, but at foreign-affiliated companies, direct supervisors often report further to their foreign supervisors. Therefore, when making your own arguments, it is better to summarize them concisely in graphs and tables rather than in writing, as this will lead to a higher evaluation.

Especially in the process of promotion, it is essential to present yourself concisely and clearly to your boss, who is busy with many subordinates, and this will lead to high evaluation.

If I want to try a sales job at a foreign company, how should I proceed with my job search? If you have no experience in the industry or sector you want to change jobs in, you may be concerned about whether you can actually apply for a job with your background and whether you will be hired. Here are some tips on how to get a new job in sales at a foreign company.

Gain sales experience to demonstrate your ability to work immediately.

The most important requirement that foreign companies look for in mid-career hires is the ability to make an immediate impact. Similarly, salespeople are required to have experience and achievements that will make them an immediate asset to the company. If you are currently working in sales, it is a good idea to be aware of and quantify the tasks that will appeal to you when you change jobs as an immediate asset.

Improve your professional skills by acquiring qualifications, etc.

In sales positions at foreign-affiliated companies, it is not so much the qualifications themselves, but rather how you can use the qualifications you have acquired to build a track record of achievement. For this reason, choose qualifications that allow you to make clear the reason for acquiring them. For example, those who wish to become MRs should acquire MR certification to complement their achievements and knowledge and increase sales, while those who wish to work in IT industry sales should acquire IT Passport certification to complement their knowledge of IT and improve their ability to make proposals.

Regardless of whether you pass or fail, the fact that you have studied for the certification will show that you are a person who is highly motivated to learn and can work hard to achieve your goals.

For more information on qualifications that are advantageous for changing jobs at foreign companies, please refer to the following article.

6 Qualifications that are advantageous for changing jobs at a foreign company! Essential skills and how to change jobs are also introduced.

Keep your appeal points concise

Sales experience is not the only thing you need for a sales position at a foreign company. Data analysis, communication, programming, action, planning, and language skills are also important points of appeal in a sales position. It is a good idea to quantify your strengths and briefly summarize your achievements.

Select an industry in which it is easy to change jobs even if you have no experience.

Although it may be difficult to change jobs to a position in a foreign company that requires immediate ability, you may be able to challenge yourself depending on the industry. For example, MRs and inside salespeople are often hiring new graduates, so if you meet the requirements, you may be able to be hired. However, it is not easy, so you need to prepare your experience and strengths to show that you can play an active role even with no experience.

Use a recruitment agent that specializes in foreign-capitalized companies.

Even sales positions at foreign-affiliated companies vary depending on the industry and position. It will take a lot of effort to search for each job individually, and it will be difficult to determine whether or not it is really a good fit for you even if you look at the job listings.

If you are considering a career change at a foreign company, we recommend that you first use a recruitment agent that specializes in working with foreign companies. Agents who are strong with foreign-capitalized companies often have a thorough understanding of the inside workings of the company based on the trust they have built over many years, and they often have private job openings. Career counselors will also help job seekers to identify their strengths and future career plans, and make the most appropriate proposals. They will also provide information on companies to which you are applying, help you with interview preparation, and accompany you through to a job offer, making them a strong ally of the job seeker. Find the right career change agent for you.

The job of a sales representative in a foreign-affiliated company is not only to sell products, but also to perform a wide range of administrative tasks, formulate sales strategies, and conduct internal negotiations. Furthermore, because it is a meritocracy, it is a challenging job for those who want to test their abilities and develop their careers.

However, even if you are attracted to a foreign company, it may be difficult to change jobs on your own.

If you are considering a career change to a sales position at a foreign-capital company, please contact United World, a recruitment agency with strong expertise in foreign-capital companies.

Our dedicated career counselors will provide you with full support for your job search, including helping you to identify your strengths and introduce you to companies that match your career plan and expectations.

We hope that this article will help you to challenge yourself in a sales role at a foreign company, and to increase your market value and achieve career growth.