Masao Itoh

Experience

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  Mitsubishi Corporation

  Apr 1990 - Mar 2000

  =Made supports to Mitsubishi's affiliated companies in the area of feed/meet/livestock(more than 30) in making financial/business reporting monthly/quarterly/annually to Mitsubishi, a parent company.=Analyzed these figures every months and made causal analyses for the differences between budgets/last year's achievements etc.=One of the useful experiences was a overseas investment project to set up a feed plant in Myanmar. In this project, succeeded to lead most of the activities such as conducting feasibility studies in Myanmar, selecting business partners in Japan/Myanmar, building a close relationship with officers in Ministry of agriculture of Myanmar, inviting these officers as a government mission to Japan for them to understand Mitsubishi's capability in this area, creating business plans and making presentation to stakeholders etc. Show less =Imported and delivered beef from US/Australia and poultry meet from China/Thailand/US etc to domestic ham and sausage manufacturers/wholesalers etc with considering various factors such as requirement from the clients/market conditions/stock levels/foreign exchange rate/product qualities/supply abilities etc.=One of the highlights is the drastic improvement in the business of Chinese poultry meet from 1995 to 1997. Initially, due to stagnant market conditions/high volume of stocks/customer claims resulting from quality problems etc, the business was severely damaged with huge deficits.=However, by finding a new promising customer in Japan, withdrawing from a Chinese processing plant with quality problems without incurring additional costs and finding a new processing plant in China with high level of processing techniques/motivation all in a short period of time, succeeded in changing the business much profitable and increasing the sales amount drastically in 1997. Show less

  • Overseas investment project/reporting of affiliated companies

    Jan 1995 - Mar 2000

  • Importing, trading and selling of meet products

    Apr 1990 - Dec 1997
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  Proudfoot (Japan) Ltd.

  Apr 2000 - Dec 2001

  Business cosultant in the area of performance improvement/BPR/execution/change management

  =The approach pursued by Proudfoot was called as "Installation", which focused on "issue finding" and "execution" by clients' managers themselves. Proudfoot's consultants analyze clients' current management system and drafted/proposed new management system(*) for clients' managers to be able to identify issues. (Many of unsolved issues are caused from existing deficient management systems.) Furthermore, clients' managers and consultants together utilized management system, identified issues, made causal analyses, generated solutions, executed them one by one and monitored the situation every day. (*the combination of management documents, KPI, reporting system and meeting structure etc those which present the current business status)=The ultimate purpose of Proudfoot projects is to change thoughts and activities of clients' managers through these activities. In reality, some of managers who achieved results in the project periods changed drastically to problem solvers/leaders who made changes.=One of the projects with substantial contribution was "Sales coaching for an electric power company client". In this project, together with client representatives and sales managers, made client calls, observed communications thoroughly and provided feedback to client representatives/managers after the calls, by utilizing coaching skills such as "attentive hearing" and "questioning" etc. As a result, succeeded to reflect sales coaching techniques into the client's sales activities afterward. Show less

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  IBM

  Jan 2002 - Feb 2014

  =Provided risk assessments/reviews/countermeasures for consulting & system integration (C&SI) cross-border transactions/issues from the views of international taxation, legal risk, immigration, foreign exchange and transfer pricing etc, by always closely working with global colleagues, overseas tax teams and many other domestic support functions=Provided advises to over 1300 cross-border projects from 2010-2013.=Our organization is a small but a global organization consisted of 17 members (from nationalities over 10) in the world. We are closely working each other via calls, e-mails and chats etc. At least we are having 3 global calls a week to share complex deal information and to discuss how to solve issues.=We are also closely collaborating with other support functions such as taxes(Japan/global), legal, finance, pricing, risk management, project supports and project teams.=Contributed to save Japanese withholding tax costs with over several million dollars annually for a foreign IBM entity in case IBM Japan subcontracts members from such overseas IBM entity. (succeeded in applying beneficiary rate after the long internal adjustment/negotiation with stakeholders both in Japan/global)=Contributed to acquire complex multi-country ERP roll-out projects with several billion dollars contracted value. Show less =Working with more than 100 leaders/executives, led "account planning" and its execution for important target clients in each unit in consulting & system integration. =The accounting planning initiative above was upgraded to a global initiative in order to invest on focused clients in each IBM entity over the world. As a Japan lead of the initiative, planned and conducted several things with global members such as:=Provided supports to each unit in consulting & system integration for target client selection by preparing selection criteria, financial data of these clients, cross-brands business status in IBM Japan(TCV, revenue and GP in hardware, software, consulting, outsourcing etc respectively) and relationship between specific IBM leaders and clients' leaders.=Made supports for best fit client partners (who will be in charge of target clients) for these important clients by working with HR team.=Working with Asia Pacific IT team, established a structure to extract and provide business status (TCV, revenue and GP) to each client partners and other senior management.=Contributed to improve client partner (in charge of above important clients) capabilities as to become trusted partners for target client's executives/management. `Planned/conducted over 50 knowledge sharing sessions/coaching sessions for client partners for the purpose of sharing success cases (in establishing deep relationship with clients' management or in acquiring big deals etc) and enhance understanding for IBM's key solutions to be delivered to the clients.=Involved in a M&A project at the time IBM Japan took over a middle class IT vendor. =As a due diligence team member, provided survey items/formats and made analyses for the survey results.=Created a post-merger preliminary business plan of that company. Show less =As a SMB sector (for middle size listed companies) business consultant, involved in seven client projects in retail/wholesale/foods/logistics etc industries.=One of the highly acclaimed projects was "A market research/business model creation for B-to-B business enhancement" for a home appliances retail chain. In this project, made detailed analyses for small and middle size companies the client was targeting such as buying behaviors/needs for IT/office supplies expenditures. Then using various dimensions, segmented these clients and selected some of them as "target segments" for the client. By using statistic data, calculated IT/office expenditures of each target segment and allocated market size of these segment to client's stores level. Drafted new business model for each target segment.=Provided financial/market/competitor analyses for many industries and extracted insights for selling/proposal development. Show less

  • Business Controls (Internal Governance), member

    Nov 2013 - Feb 2014

  • Risk assessment/advisory to cross-border transactions

    Jan 2010 - Oct 2013

  • Internal consultant for global initiatives

    Jan 2006 - Dec 2009

  • Business consultant in the area of BPR/Strategy

    Jan 2002 - Dec 2005
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  Quintiles Transnational KK

  Mar 2014 - Dec 2014

  Senior Contract Analyst

  =Worked closely with Asia Pacific members, Japan Finance/Legal and project managers etc, lead the budgeting and contract creation activities for domestinc/foreign pharmaceutical firms, whereby contributed the early contract closure/project starting for more than 60 cases.=Contribute to process imrovement of contract/budget creation.

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  Cisco

  Feb 2015 - now

  Customer Communications Manager

  As a member of Operations team within Cisco Systems Capital K.K. , achieved various items within 17 months after joining Cisco; =Supported Sales team by providing supports/reviews for over 700 deal ($50M) (including explanation to / obtainment of over 200 exceptional approvals from Cisco global team) by working closely with Sales/APJC Pricing etc. =Provided over 500 ($30M) proposals / estimations for lease extension and negotiated with domestic customers (working closely with Sales team as well)=Took lead of special initiatives such as a) Early acquisition of Japanese “Used Goods License” (which Leasing companies are required to hold), b) Commitment/undertaking of Public bidding license related activities, whereby teamwork was substantially improved between Sales/Operations and contributed to one headcount reduction, c) Management of large/complex lease returned equipment projects by collaborating with various stakeholders, d) Quick qualification of export license of returned lease equipment exportation etc. Show less