Senior Business Development Manager Automotive | Japan

OEMs are continually seeking ways to enhance sustainability. Innovative solutions that reduce emissions of trucks, buses, non-road mobile machinery, and ships are essential. In the realm of efficient and sustainable powertrains, such as engines, fuel cells or battery systems, TNO collaborates with numerous stakeholders. Examples include engine conversion projects for heavy duty trucks or projects for fuel cell and battery aging optimization. A third example is optimization of energy management onboard of a truck or ship. By employing advanced technology to measure emissions in real-world situations, TNO can objectively assess whether new innovations and implemented measures significantly contribute to sustainability goals.

Are you passionate about contributing to societal well-being through safe, efficient & sustainable mobility solutions? At TNO we offer you the chance to play a key role in this vision. If you’re ready to make a difference and propel your career forward in an exciting and meaningful direction, we invite you to explore this unique opportunity with us. Together, we can drive towards a future of sustainable and safe mobility for all.

In this role, you will be responsible for a significant part of our business portfolio and order intake in Japan, with contract research projects and joint R&D programs that contribute structurally to our Sustainable Mobility roadmap. You will bear responsibility for strategic business and partnership development and oversee a variety of key accounts in the private, public and academic sectors. You will (co-)develop innovative propositions and position them with strategic stakeholders, accelerating our roadmap for smart vehicles. In day-to-day operations, you will team up with research, program and project managers, and experts from relevant research departments in the Netherlands, such as consultants and scientists in the fields of sustainable powertrains, such as combustion engines, fuel cells and batteries. 

In addition to the above, as TNO is active in various Smart & Sustainable Mobility topics. You are occasionally expected to support business development activities in other, related areas such as; Connected and Cooperative Automated Mobility (CCAM) systems and Digital Twins for Traffic Management & Optimization. You will also be the liaison between Japanese clients and legal counselors at TNO headquarters to support contract negotiations. You work in a team of dedicated business developers and will report directly to the Regional Director Asia Pacific.

• Relevant Master’s or Bachelor’s degree (technical or commercial).
• Minimum 10 years of experience in a commercial role, with a proven track record in the Japanese Automotive industry. Possession of a strong network in the powertrains departments of large OEMs in Japan.
• Strong communication skills; fluent in Japanese and English language and ability to speak and/or present in public events.
• Excellent understanding of the Japanese business culture; ability to advise foreign colleagues and stakeholders on doing business in Japan, including organizing incoming business trips.
• Ability and proven experience to build a relationship of trust with a customer.
• Experienced in establishing strategic partnerships and complex collaboration models with multiple stakeholders.
• Experienced with one or more Powertrain technologies such as electric vehicles, battery integration technology, (hydrogen) combustion or fuel-cells. In particular more detailed knowledge of aftertreatment systems, fuel systems and storage systems on board of trucks, tractors and ships.
• Familiar with current business challenges in using and implementing emerging technologies and ability to go explore on broader topics in the mobility domain, such as AI, Cyber Security, Digital Twins, Energy Transition etc.
• Proven and highly developed ability to operate both independently as within a team.
• Willingness to travel within and outside of Japan (on average twice a year to the Netherlands).

• Challenging and varied work with a real impact. And plenty of opportunities as, at TNO, you are in charge of shaping your career.
• We offer a gross annual salary between 10-12 MJPY (based on your knowledge and experience)
• An extremely professional, innovative working environment where colleagues are leading experts in their field.
• The opportunity to attend courses, workshops and conferences, and to receive training and coaching based on your needs.
• Flexible working hours and the possibility of working from home.
• Commutation, domestic and oversea travel allowances
• Overseas travel accident insurance.

Please note that employment terms and benefits for this position will align with Japanese standards, reflecting local laws and regulations, which may differ from the TNO Netherlands standards.

At TNO, we innovate for a healthier, safer and more sustainable life. And for a strong economy. Since 1932, we have been making knowledge and technology available for the common good. We find each other in wonder and ingenuity. We are driven to push boundaries. There is all the space and support for your talent and ambition. You work with people who will challenge you: who inspire you and want to learn from you. Our state-of-the-art facilities are there to realize your vision. What you do at TNO matters: impact makes the difference. Because with every innovation you contribute to tomorrow’s world. Read more about TNO as an employer.

At TNO we encourage an inclusive work environment, where you can be yourself. Whatever your story and whatever unique qualities you bring to the table. It is by combining our unique strengths and perspectives that we are able to develop innovations that make a real difference in society. Want to know more? Read what steps we are taking in the area of diversity, equity and inclusion.

Please apply before the 10th of October, 2025. The selection process comprises two interview rounds. In a final meeting we will discuss the terms of employment and your tailored benefits package. We aim to finalize the entire process within four weeks.

The selection process may include an online assessment and a reference check.

A certificate of Conduct (VOG) is required before starting a new job at TNO.