This article has been translated from Japanese.
My Journey as a First-Time Country Manager
It's been about two months since I first took on the role of Country Manager—a title that, despite its granduer, started with just me.
Admittedly, I'm not, by nature, good at generating output in a self-start environment.
As a kid, summer vacation often found me locked in my room, lost in video games. And if I did arts and crafts, you'd seen something akin to Picasso’s "Guernica"—a chaotic mess; a mix of emotion trying to express too much all at once.
I think I struggled a bit when I first entered the workforce, but those days are a dark history, so I've conveniently forgotten most of it.
Putting aside my dark history, after navigating various phases from startup to growth stage, and listening to the struggles of the founders,
I began to form some hypotheses. I realized there are things that, if not done during the startup phase, could threaten a company’s survival—or, if done well, could lead to outstanding success.
I also recognized that some things may not be possible now but will become feasible as the organization grows.
So, I wondered: If I could create a solid plan based on reasonable hypotheses—deciding what to do by when and how to evaluate the outcomes—maybe I could establish a Japanese branch? I want to do it, and more than that, I want to do it exceptionally well!
That’s what motivated me to pursue this position.
People often ask me, “What exactly do you do?” So, I’ll outline my daily work.
A Rough Breakdown of My 24-Hour Day
Requesting meetings with prospects: 4 hours
I spend about 4 hours a day reaching out to potential clients who might be a good fit for our product. This involves using social media, phone calls, and inquiry forms.
In the beginning, this is where I have to dedicate the most time. If my approach resonates with them, they’ll give me some of their time.
I also create videos and concise product introduction materials to ensure the client understands our product without feeling burdened.
Additionally, I plan initiatives to increase our awareness in Japan and request budgets from our headquarters in the Netherlands, mainly for event exhibitions and finding advertising channels.
Meeting with prospects: 4 hours
Since clients take time out of their day to meet with someone who could just be a pushy salesperson, I do my best to make the experience worthwhile.
This includes creating proposal materials in Japanese, since our headquarters has them only in English.
It also involves time to research prospects’ business challenges beforehand. Since they are CPAs and tax accountants, there are many unique tasks that I need to understand. Fortunately, we have experts at headquarters who have worked in similar roles, so I can consult with them.
I also check with headquarters to ensure I’m providing the correct responses to prospects’ questions. With the time difference, it’s crucial to communicate promptly.
Team building: 4 hours
During this time, I looked for an office and it was tough going to lots of viewings since this summer was hot.
I also conduct interviews with potential candidates for the Japanese branch. When the company isn’t well-known, even getting candidates to come to interviews is challenging, so I also strategize on how to attract more applicants.
Once I finally get someone to join, training begins. This includes preparing sales materials and knowledge-sharing sessions for the new team members.
Translating company internal information into Japanese is part of this as well, such as employment regulations and how to use company tools.
And then, I regularly report my activities to headquarters and help them understand the situation in the Japan office.
For example, even basic employee benefits like commuting allowances work differently here, and Japan has more public holidays than the Netherlands, so there have been discussions about how to handle working on those days.
Overall, it’s important to provide thorough explanations, even for things that seem obvious.
Fun after work hours
I enjoy meals with product users. Since I often work alone or ask for meetings with people I’ve never met, connecting with fans of the product is exceptionally fun.
I also learn about our clients’ industries in enjoyable ways, like watching TV series where people from the industry play the main roles or reading books that explain things through comics. I sometimes invite acquaintances from the industry out for a meal to hear about their challenges and successes—another fun way to deepen my understanding of the field.
Additionally, I create LinkedIn posts like this one under the guise of public relations.
Since communications with headquarters are in English, I watch English TV series to study before bed. Right now, I’m watching "Suits" (I've probably watched it about ten times by now).
Overall, my days are pretty ordinary, but I believe that if you keep at it, even small efforts can build up to something significant. You can’t hit a home run if you don’t at least get on base.
In reality, the time allocation for a Country Manager can vary greatly depending on the company size and the individual.
For instance, if we hire more employees or if our brand awareness efforts succeed, I’d likely spend more time on team building.
Also, during the startup phase of the new branch, you need to put in the equivalent of at least one and a half people's worth of effort.
When meeting requests are few, my stomach knots with anxiety.
I’m always searching for better ways to do things, but overthinking can cloud judgment, so I often have to just make a decision and move on.
I have to handle tasks myself that other departments or team members used to manage.
Some of these tasks are things I’m not entirely comfortable with.
Like reaching out to strangers for meetings, or creating product introduction videos with my own narration (I have a distinctive voice…).
Finally...
You might be wondering why the cover image is the Sagrada Família.
It’s because this magnificent structure, which people admire today, has been built upon by many generations over more than a hundred years.
Even though the architect Gaudí passed away long ago, a fundamentally great vision can inspire many people over time.
I may not be able to convince everyone of what I want to achieve, but I’m sure I’d be doing the same thing in my next life too.
Thank you for reading.
