The experience of overcoming difficulties together with my colleagues is a treasure. My career as a salesperson and manager

Keiko Tokita says with a smile that the time she spent working with her team members is more memorable than the scale or impact of the work. As a sales representative leading multiple projects, she interacts with many stakeholders every day. Now that she has also started her career as a manager, bringing teams together, Tokita talks about the joys of sales and the appeal of NOMURA Co.,Ltd.

Sales Division 1 handles many projects. Daily communication is important

Tokita is the manager of the Sales Promotion Headquarters, Sales Department 1, Sales Division 1, Division 5. The division is responsible for the specialty store market, and he is constantly working on multiple projects with six other members.

Tokita: "Our department is responsible for a wide range of businesses, from apparel shops and retail stores in commercial facilities to banquet halls in bridal facilities and restaurants in resort facilities, as well as vocational schools and historical museums.

At NOMURA Co.,Ltd., we call each project a "JOB," and one of the characteristics of our department is that we have an extremely large number of jobs. As a department manager, I not only manage the team's sales and attendance, but I also have an important role to keep track of the progress of each job that each member of the department is in charge of and provide support, including advice."

Tokita says that close communication with team members is essential when managing a huge number of projects.

Tokita: "Basically, I have them write down the progress of each project in a weekly report and share that information at the weekly department meetings, but what's even more important is daily communication. In cases where there are large-scale projects, difficult negotiations, or problems, I speak to or chat with the members in charge directly and make sure to follow up on each one in detail. I think that by increasing this kind of daily conversation, we can create an atmosphere and relationships where we can consult with each other at any time."

On the other hand, Tokita is currently in charge of three or four major projects as a player. He explains the division of roles between him and his teammates as follows:

Tokita: "When clients come to NOMURA Co.,Ltd. for consultation, they often don't have a clear idea of what they want from the start, such as, 'I'd like you to do this much work,' or 'I'd like this type of work done at this price.' That's why we in sales first organize the client's requests in concrete terms, clarify the roles and responsibilities of both parties, and present an estimate after clarifying the work content. Recently, projects have been getting larger, so this initial organization has become even more important. I take the lead in this organization, and then once the job starts to take shape, the team members take the lead."

Even in the most difficult situations, they smiled. A large project that was overcome with such a colleague.

Tokita has been in charge of sales at NOMURA Co.,Ltd. for about 11 years, and has worked on numerous projects, but says that the one that left the biggest impression on him was the large-scale renovation of a certain facility.

Tokita: "The reason I feel that this job was worthwhile is not so much the scale of the project or the results itself, but rather how much time I spent with the JOB members until completion. Of course, the impact on the company and society is important, but what's more memorable is the fact that we overcame difficulties together with the members and created something valuable.

In that sense, I will never forget this project, which I was involved in as a job leader for about a year and six months. In fact, after presenting the perspective drawings, we found ourselves in a situation where we needed to make major adjustments to the budget, which was an unprecedentedly difficult situation."

The customer wanted VE (Value Engineering) rather than CD (Cost Down). How could they keep the necessary functions and concept design within the budget? Tokita and his team went through a process of trial and error.

Tokita: "We all brainstormed together to see if there were any areas that could be trimmed away, while being careful not to affect the quality or appearance by changing the structure under the floor or the finishing materials. We even repurposed some furniture from the client's existing store, and after three months of VE adjustments, we were able to somehow make it into a reality within the budget.

Even though it was such a difficult situation, when the members gathered, they would cheer each other up, talk about trivial things, and laugh together in a very cheerful atmosphere (laughs). I think that's why we were able to overcome it, and it was a job that left a particularly strong impression on me."

The design and construction phases of this project were separate, and Tokita joined the team from construction phase onwards to lead it. Even though he was working with many members for the first time, he said there was one thing he kept in mind.

Tokita: First of all, I focused on getting everyone to know me and building a relationship of trust. I made it clear what the team was aiming for and what we wanted to achieve, and we unified the common language and tools we used as a team, and I also made it a point to create an atmosphere of, "Let's all put in a great performance!"

I also believe that I gained the trust and cooperation of my team members by facing each issue with a strong determination to "I will cover for any mistakes" and "I will work for everyone, for the team."

Inheriting the DNA of manufacturing from his father. Challenging a new career in an environment where he can balance work with raising children.

Tokita's father was a craftsman who made Japanese-style lighting fixtures, so he grew up in an environment where "manufacturing" was close to him from an early age.

Tokita: "Large pieces of lumber would be brought into my father's workshop, and after a while, they would be turned into products and shipped out. I saw this scene as a normal part of my childhood. My father didn't teach me anything about manufacturing, but I feel that this formative experience has had a significant influence on my work today."

After graduating from university, Tokita worked in sales at an apparel company, where he developed an interest in store displays and moved to an interiors company. After six years of work, he decided to quit when he got married.

Tokita: "My previous job was at a small company, so I was not only involved in sales, but also in production work, from ordering to on-site support. Although I found it rewarding, after getting married I wanted to work at a more relaxed pace, and that's when I found a job opening for an office position at NOMURA Co.,Ltd., and started working as a temporary employee. However, it seems that office work wasn't suited to my personality (laughs). I left my temporary position when I gave birth to my first child, and after giving birth I joined the company as a sales employee."

While working as a salesperson, Tokita also faced the challenge of raising a child. Although she felt the difficulties of raising a child, she says she was supported by understanding colleagues around her.

Tokita: "When I had to take time off suddenly because my child was unwell, everyone was always there to say, 'We'll be fine, so please go and pick him up,' or 'We work as a team, so we'll be fine,' and it really helped me out. Also, there are many seniors in the company who have returned to work after maternity and childcare leave, so it was easy for me to imagine what it would be like after returning to work. I think it's this kind of supportive environment and an atmosphere that accepts diverse working styles that has allowed me to continue working."

The turning point in Tokita's career came when he was promoted to section manager. He looks back on his feelings up until that point as follows:

Tokita: "A few years ago, I gained confidence that I could somehow complete even the most difficult projects in my sales work at NOMURA Co.,Ltd., but I couldn't find my next goal... I wanted to try something new, to find something that would become the foundation of my career, and that's when my boss recommended me for a management position.

To be honest, I was a little hesitant, but I decided to give it my best if I was given the chance. I'm still a beginner as a section manager, but I would be happy if I could build a career that will set a benchmark for the other members, including in terms of work style."

The joy of meeting the expectations of a fully custom-made product. I want to continue growing together with my colleagues who love manufacturing.

When we asked Tokita about the appeal of working in sales at NOMURA Co.,Ltd., he explained with a sparkle in his eyes:

Tokita: "The best part is that we receive completely custom-made requests from our customers every time. The best part of this job is drawing out what the customer wants and exploring what we can do to meet them. I find that the most enjoyable part is the process of planning and concept design within NOMURA Co.,Ltd. to create the desired space based on an intangible theme.

In addition, because I meet customers from various industries through my work, I feel like I am learning something new about society every day, which is very stimulating. Every time I meet with a customer, I learn something new, like, 'I didn't know there was such a business,' or 'I didn't know this information,' and I'm also happy to expand my knowledge by researching it myself."

Another thing that Tokita particularly emphasizes as an attractive feature of the company is the "kindness of people."

Tokita: "Even though our jobs and positions are different, such as sales or design, many of us have a strong passion for manufacturing. We all care about others, which creates good teamwork, and because of that, we can overcome any difficulties together. When I work with such colleagues, chatting away about this and that, I truly feel glad that I worked for this company."

Finally, Tokita has a powerful message for students who are interested in sales careers and those looking to change jobs.

Tokita: When you hear the word "sales," you might imagine a mentally and physically demanding job, such as standing at the front desk as a liaison with customers. However, sales staff at NOMURA Co.,Ltd. don't have to handle everything alone. If you're in trouble, your team members will support you, and your superiors and seniors will listen to your concerns and sometimes accompany you to customers to support negotiations. Just because you're in sales doesn't mean you have to think and decide everything on your own; there is a support system in place across the entire organization, so you can work with peace of mind.

What is required of a salesperson is not the vitality to do everything by oneself, but rather careful attention to detail. Customers and colleagues alike are pleased when they notice and consider small details, and I would be happy to work with people like that."

Tokita is always surrounded by smiles and energy. One word from her brightens the whole team and gives them the courage to look forward even in difficult situations. Tokita's brilliance will continue to illuminate the future of NOMURA Co.,Ltd.
 

*The information provided is current as of July 2024.