Job Description

TOMRA Food is a multinational organization and a leading provider of sensor-based sorting, peeling and integrated post-harvest solution for the food industry. Transforming global food production to maximize food safety and minimize food loss by making sure Every Resource Counts™, has been our strength for over 50 years. 

At TOMRA, we want people to innovate, show passion in their work and be responsible . We encourage the freedom to innovate and take risks that result in breakthroughs that challenge the status quo. We value passion that focuses and commits to meeting success. We believe in a responsible and safe mindset that takes care of our customers, products, and fellow employees.

Job Description

Position Purpose

As an  Area Sales Manager (ASM) at TOMRA, your mission is to drive growth and expand TOMRA’s presence in Japan by managing direct sales and key customer accounts. You will take ownership of the full sales cycle, from identifying new business opportunities to delivering tailored solutions that meet customer needs.

In this role, you will proactively detect projects, establish strong relationships with key decision-makers, and position TOMRA as a trusted partner in the industry. Where applicable, you will also manage representative agencies, ensuring alignment with TOMRA’s sales strategies and goals. Your ability to understand customer requirements and provide customized solutions will be critical in achieving and exceeding sales targets.

With a hunter mentality and strong consultative approach, you will help drive TOMRA’s continued success in Japan, contributing to the company’s reputation as a leader in innovative sorting and food processing solutions.

Key Responsibilities

Operations

• Achieve sales targets while driving profitability, revenue, and market share
• Develop and maintain strong relationships with customers and key accounts, acting as TOMRA’s ambassador
• Conduct regular site visits to meet with engineering, operations, and maintenance teams
• Follow up on customer inquiries, ensuring a high level of service and support
• Maintain deep technical proficiency across TOMRA’s Fresh & Processed product portfolio
• Build and manage a robust sales pipeline, identifying new business opportunities
• Provide accurate and timely sales reporting, including activity reviews and movement plans
• Represent TOMRA professionally at trade shows and industry events, providing post-show feedback
• Collaborate with internal teams to relay market intelligence for R&D and business strategy
• Support hiring efforts to expand the sales team as needed
• Ensure the accuracy of Salesforce records and adherence to reporting protocols
• Observe equipment performance at customer sites and discuss technology solutions to improve efficiency
• Promote a “Safety First” culture throughout the company, our customers, and our industry 

Relationship and Stakeholder Management

• Strong communicator and relationship builder who fosters trust, ownership, and collaboration
• Maintains professionalism in conflict resolution, communicating disagreements effectively without creating tension
• Team-oriented and proactive, quickly establishing rapport and strengthening relationships with colleagues
• Takes initiative in giving and soliciting feedback, ensuring clarity and mutual understanding

Qualifications

About you

• Tertiary qualification in engineering or related discipline
• 3+ years of sales experience in a B2B environment; experience in the food and/or capital goods industry is a strong plus
• Experience in selling (large) capital equipment
• Experience in selling long project sales cycles
• Goal-oriented with a strong ability to understand and respond to market needs
• Ability to work in Packhouse or Food-Processing settings
• Comfortable working in diverse environments (e.g., extreme heat, cold storage) and managing allergens (e.g., potato starch, nut allergens)
• Willing and able to travel up to 70% of the time, both nationally and internationally; must have a valid driver’s license and the ability to obtain and maintain a passport

Required Skills

• Effectively communicates both verbally and in writing with internal and external stakeholders. Establishes strong relationships with customers, ensuring clear and honest communication throughout the design process. Capable of presenting information and responding to questions from groups, including managers and clients
• Demonstrates a high level of accuracy and thoroughness in work. Gathers and analyzes information skillfully to resolve complex issues while maintaining attention to detail and adhering to company standards
• Prioritizes and plans work effectively to optimize time and resources. Demonstrates persistence and the ability to overcome obstacles to achieve goals, ensuring efficient use of time and resources
• Utilizes consultative selling techniques to understand customer needs and propose tailored solutions. Innovates and meets challenges with resourcefulness, negotiating effectively with suppliers and customers to drive successful outcomes

We encourage our Resource Revolutionaries to bring their authentic self to work and make a positive contribution to their teams and the wider business.

Additional Information

How to apply

If this sounds like you, we would love to hear from you! All applications will be managed in the strictest confidence. 

Why work for us

You will have long-term career opportunities, with a globally renowned company and the following:

• Competitive salary, bonus and commission plan 
• Professional training and development: We are passionate about people and seeing them succeed
• Global career opportunities with a strong record for promoting internally
• We love innovation, a collaborative environment where idea sharing and thinking outside the box is encouraged 
• Be part of a mission to transform how we all obtain, use and reuse the planet’s resources to enable a world without waste
• We care for the planet and want to make a difference for the future
• Inclusive company culture that values diversity, well-being and strong camaraderie among our teammates
• Employee referral bonus

At TOMRA we proudly recognize cultural diversity, inclusiveness of thought and individuals to create a great working environment for our employees. So, even if you don’t think you tick all the boxes and the requirements, but you have what it takes, we would still like to hear from you.

#EveryResourceCounts
#WeAreTOMRA

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