Senior Manager, Business Development - Japan Desk (Native Japanese)

ABOUT KPMG

KPMG is a global network of independent member firms offering Audit, Tax, Legal, Advisory and Consulting services. In Vietnam and Cambodia, KPMG is one of the largest professional services firms, with offices in Ho Chi Minh City, Hanoi, Da Nang and Phnom Penh. Established in 1994, KPMG Vietnam has more than 30 years of experience and approximately 2,000 professionals serving clients across a wide range of industries.

Japanese investors are among the most important clients we serve. Our Japan Desk works with KPMG member firms in Japan and the KPMG Global Japanese Practice to support Japanese companies at every stage of their journey in Vietnam. In everything we do, we Inspire Confidence and Empower Change.

ABOUT THE ROLE

We are looking for a manager, relationship-led business developer to become the trusted point of contact for Japanese companies in Vietnam. You will build long-term relationships with the management of Japanese subsidiaries and their headquarters, understand the challenges behind their decisions, and connect them with the right KPMG specialists and solutions.

This is not a sales support role. You will own a portfolio of priority Japanese relationships, shape the Japan Desk growth plan, and work alongside partners as the person who understands both the client and KPMG best.

WHAT YOU WILL DO

Build trusted relationships with Japanese management

• Own and grow relationships with the General Directors, CFOs and management teams of a defined portfolio of Japanese clients and target companies.

• Extend relationships to regional headquarters and Tokyo head offices, working with KPMG member firms in Japan to align local and HQ agendas.

• Act as cultural and communication bridge between Japanese clients and KPMG teams, so that advice is framed, timed and delivered in a way Japanese decision-makers trust.

• Run structured relationship plans: regular management meetings, client feedback, and senior-level account reviews.

Understand client challenges and shape solutions

• Develop a deep understanding of the business, regulatory and operational issues Japanese companies face in Vietnam, for example: market entry and expansion, M&A and partner selection, tax and transfer pricing audits, global minimum tax, licensing and investment procedures, labour and work permits, foreign exchange and profit repatriation, financial reporting and IFRS transition, ESG and decarbonization, digital transformation and localization of management.

• Translate those issues into clear opportunities, and bring in the right partners and specialists across Audit, Tax, Legal, Deal Advisory and Consulting.

• Know KPMG’s offerings well enough to hold a first substantive conversation on them, and to position integrated, multi-service solutions rather than single services.

Drive growth and pipeline

• Identify, qualify and originate new opportunities with existing clients and new Japanese investors, including companies relocating or diversifying supply chains to Vietnam.

• Lead or co-lead proposals and pitches with partners, including Japanese-language proposal content and meeting preparation.

• Maintain an accurate pipeline in our CRM, track win rates, and report progress against the Japan Desk plan.

• Work with Desk leadership to develop and adjust the annual Japan Desk business plan, priority account list and go-to-market campaigns.

Be KPMG’s voice in the Japanese business community

• Build KPMG’s presence with the Embassy of Japan, JETRO, JICA, the Japanese Chambers of Commerce and Industry in Vietnam, Japanese banks, trading houses and industrial park operators.

• Lead Japanese-language seminars, roundtables and executive briefings with KPMG sector and service leaders, and present content in Japanese.

• Oversee Japanese-language thought leadership and client alerts, ensuring content is adapted to Japanese readers rather than simply translated.

Lead and develop people

• Coach Japan Desk team members and engagement teams on serving Japanese clients effectively.

• Build strong internal networks across service lines and offices so that Japanese clients receive one coordinated KPMG experience.

WHAT SUCCESS LOOKS LIKE IN THE FIRST 12 MONTHS

• Trusted, regular access to the top management of an agreed list of priority Japanese groups.

• A measurable pipeline and new engagements won across at least three service lines.

• Visible KPMG presence in the main Japanese business associations and events in Vietnam.

• A Japan Desk plan that partners, service lines and KPMG in Japan have agreed and act on.

WHAT YOU WILL BRINGEssential

• Native Japanese, with strong written and spoken business Japanese and a deep understanding of Japanese corporate culture and decision-making.

• Professional working English; able to write proposals and present to mixed audiences.

• At least 7 years of professional experience, with 5+ years in client-facing roles working with Japanese companies in Vietnam or ASEAN.

• Background in professional services (Big Four, consulting, legal), Japanese financial institutions, trading houses, or similar roles that advise Japanese corporates.

• Sound understanding of accounting, tax, legal or advisory issues relevant to foreign investors in Vietnam.

• A proven track record of building senior relationships and converting them into business.

• An established network within the Japanese business community in Vietnam.

Preferred

• English business language skills.

• A professional qualification (JICPA, CPA, ACCA, tax qualification) or an MBA.

• Experience in M&A, market entry or supply chain relocation projects for Japanese companies.

• Sector experience in manufacturing, real estate and infrastructure, financial services, energy or consumer markets.

Personal qualities

• Credible and composed with senior executives; patient in building trust, and persistent in following through.

• Commercially driven and comfortable owning targets.

• Collaborative across teams, cultures and offices; able to influence without direct authority.

• Curious about the Vietnam market and committed to learning KPMG’s full range of services.

WHAT WE OFFER

• A senior, visible role at the centre of one of KPMG Vietnam’s most important client corridors.

• Direct access to KPMG partners and leadership, and to the KPMG Global Japanese Practice network.

• Competitive remuneration, a clear career path, and support for professional development

HOW TO APPLYPlease submit your CV (English, and Japanese if available)Only shortlisted candidates will be contacted. KPMG is an equal opportunity employer.

Thưởng

13th payment and performance bonus

AON healthcare package

Professional training & developing