Areas of expertise
Japan & Europe
Commercial leadership across Japanese customers, European headquarters and international organizations.
Value Selling & Business Development
Moving commercial conversations from product and price toward customer problems, business value and long-term positioning.
Commercial Strategy & Negotiation
Pricing, profitability, complex customer situations, commercial change and executive-level negotiation.
Automotive & Industrial Technology
More than two decades in technically complex B2B environments, particularly automotive electronics and engineered products.
Professional background
I have spent most of my professional career working between Japan and Europe, leading business development, sales and commercial organizations in technically complex B2B markets.
That career has included senior roles in automotive technology, as well as earlier responsibility for the Japanese business of a European laboratory and industrial-equipment company. I have worked with Japanese OEMs, international suppliers and global management teams on market development, customer strategy, acquisition, pricing, negotiation and commercial performance.
Based in Yokohama, I remain particularly interested in the point where technology, customer value and cross-border commercial execution meet.
Current focus
Three subjects I am currently thinking and writing about.
Japan Market Development
What determines whether international B2B companies move from initial market interest to sustainable commercial traction in Japan.
Value Selling
How technical suppliers move upstream, from responding to requirements toward understanding and shaping customer value.
Commercial Trajectory Protection
How companies protect the economics of complex projects as assumptions, scope and customer requirements change over time.