Senior Sales Specialist

At Dow, we believe in putting people first and we’re passionate about delivering integrity, respect and safety to our customers, our employees and the planet. Our people are at the heart of our solutions. They reflect the communities we live in and the world where we do business. Their diversity is our strength. We’re a community of relentless problem solvers that offers the daily opportunity to contribute with your perspective, transform industries and shape the future. Our purpose is simple - to deliver a sustainable future for the world through science and collaboration. If you’re looking for a challenge and meaningful role, you’re in the right place. Dow has an exciting opportunity for a Senior Sales Specialist in Industrial Intermediates & Infrastructure (II&I), based in Tokyo, Japan. The role is responsible for driving profitable sales growth through the management of direct customers and distributors, the development of strategic accounts, and the creation of new business opportunities across existing and emerging markets. The successful candidate will build trusted, long-term customer relationships, understand stated and unmet customer needs, and translate market insights into actionable account plans and commercial projects. The role requires close collaboration with Product Management, Marketing, TS&D, Supply Chain, Customer Service, and regional commercial teams to deliver near-term results while building a sustainable mid- to long-term growth pipeline. The position may cover a broad II&I portfolio and related applications, including lubricants, surfactants, solvents, coatings and paints, home and personal care, automotive, and polyurethane-related markets. Key Responsibilities • Manage a portfolio of existing and new direct customers and distributors to deliver sales, margin, volume, and value creation objectives. • Develop and execute account plans with clear growth milestones for priority customers, markets, applications, and products. • Build customer intimacy through regular engagement with decision-makers, technical stakeholders, and other key influencers. • Identify customer needs and unmet needs, and convert them into new business, new application, and cross-selling opportunities. • Acquire new customers and develop new markets by leveraging industry networks, market intelligence, technical conferences, and other external engagements. • Gather, analyze, and share insights on market dynamics, value chains, customer strategies, and competitor activities to support business decisions. • Develop and execute price-volume strategies, commercial negotiations, pricing actions, and contract discussions in alignment with business goals and Dow processes. • Lead cross-functional account teams and coordinate Product Management, Marketing, TS&D, Supply Chain, Customer Service, and other stakeholders to deliver customer and business outcomes. • Lead project execution and strategy implementation in ambiguous or changing business environments, including timely resolution of customer and internal issues. • Manage relevant value chains from downstream end users to upstream participants and identify opportunities for differentiated value creation. • Document key project progress, customer insights, decisions, and learnings to strengthen execution and organizational capability. …