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

"More than the scale or impact of the work, the time I spent working with my team members left a stronger impression on me," says Keiko Tokita with a smile. As a sales representative leading multiple projects, she interacts with many stakeholders on a daily basis. What does Tokita, who has also begun her career as a manager leading a team, have to say 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 refer to each project as a "JOB," and our department is characterized by having an enormous number of JOBs within the company. As department head, my important role is not only to manage the team's sales and attendance, but also to keep track of the progress of each JOB assigned to each member of the department and support their progress, including providing 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 haven't clearly defined their request from the start, such as 'We'd like you to do the work from here to here' or 'We'd like you to do this kind of construction work at this price.' So, we in sales first organize the client's requests in detail, clarify the roles and responsibilities of both parties, and then present an estimate. Recently, projects have been getting larger, so this initial organization is even more important. I usually lead this organization, and then once the job starts to become more concrete, the other 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 working in sales at NOMURA Co.,Ltd. for about 11 years. He has worked on numerous projects, but he says that the one that stands out the most is a 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."

What the client wanted was not Cost Down (CD), but Value Engineering (VE). Tokita and his team went through a process of trial and error to figure out how to stay within budget while retaining essential functions and concept design.

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 project had separate design and construction phases, and Tokita joined the team from construction phase, leading the team. He says there were certain things he kept in mind, especially since many of the members were working together for the first time.

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 took a sales position at an apparel company. There, she became interested in store displays and switched jobs to an interiors company. After working there for about six years, she chose to leave her job when she got married.

Tokita: "My previous job was at a small company, so I was involved in production work, from ordering to on-site support, not just sales. I found it rewarding, but after getting married I wanted to work at a more relaxed pace. That's when I found an office job opening at NOMURA Co.,Ltd. and started working there as a temporary employee. But it turned out that office work wasn't suited to my personality (laughs). I ended my temporary employment when I gave birth to my first child, and after giving birth I rejoined the company as a sales representative."

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: "For several years now, I've gained confidence that I can handle even fairly difficult projects in my sales job at NOMURA Co.,Ltd., but at the same time, I've been struggling to 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 asked about the appeal of a sales position at NOMURA Co.,Ltd. Kogeisha, Tokita's eyes lit up as he said the following:

Tokita: "What I enjoy most about this job is receiving completely custom orders from our clients every time. The real thrill of this job lies in understanding the client's needs and exploring what we can do to meet them. We plan and concept design within NOMURA Co.,Ltd. in response to an intangible challenge, and create the space they envision—that process is what I find most enjoyable."

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 have an image of it being mentally and physically demanding, like being on the front lines as a liaison with customers. But at NOMURA Co.,Ltd., you don't have to shoulder everything alone in sales. If you have any problems, your team members will support you, your superiors and senior colleagues will listen to your concerns, and sometimes they will even accompany you to meet with customers to support negotiations. Just because you're in sales doesn't mean you have to think and decide everything on your own. There's a system in place for the entire organization to support you, so I think 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. Her words brighten the entire team and give them the courage to move forward even in difficult situations—Tokita's radiance will undoubtedly continue to illuminate the future of NOMURA Co.,Ltd..
 

*The information provided is current as of July 2024.