A Place to Take on Challenges Beyond the Humanities-Science Divide
The Appeal of Sales in Supporting the Business

Could you tell us about your work?

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  Z

  I am part of the Electronic Materials Department, where I mainly handle the export of Japanese semiconductor and display materials to China. China has seen active investment in the semiconductor and display industries, with many manufacturers expanding their market share in recent years. However, domestic supply chains for the materials and equipment needed to produce semiconductors and displays are still under development, creating strong demand for Japanese products. We respond to this demand by handling exports from Japanese suppliers to customers in China. More recently, we have expanded beyond chemicals into the sales of semiconductor-related equipment and are also working to establish a new sales structure.

What are the rewarding and challenging aspects of building a new sales structure?

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  Z

  Unlike chemicals, equipment typically takes one and a half to two years from order to delivery, requiring coordination across a wide range of areas. In many cases, the factory layout is not yet finalized when an order is placed, so careful and detailed coordination is essential to address various uncertainties.
  
  There are also contractual challenges, including collection risks, making leadership essential to move projects forward while coordinating closely with relevant departments.
  
  In this environment, I find great satisfaction in my sales approach: carefully assessing each situation, taking deliberate action, and steadily turning those efforts into results.

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  Y

  I am part of the Fine Chemicals Department, where I mainly work on new project development. I also handle semiconductor material sales, as well as metal ion detection and quality assurance for semiconductor chemicals handled by HighChem.
  
  My projects cover a wide range of next-generation materials, including thermal management materials for power devices such as EVs, new solder pastes for advanced next-generation materials, and materials for perovskite solar cells, which are attracting attention as the solar cells of the future.

What makes working on new projects involving cutting-edge materials so rewarding?

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  Y

  As part of developing new projects, I collaborate with universities and research institutions, often working with professors and researchers, many of whom hold Ph.D.s. Since I also have R&D experience, I am able to communicate smoothly with them and feel that this helps move new businesses forward.
  
  We also work with products that are still in the pre-commercialization or R&D stages, so we need to work closely with customers, conduct repeated tests, and refine the products through trial and error. Handling cutting-edge products rather than commercially available ones is one of the greatest appeals of this work, while also making it challenging.

What makes working in sales at HighChem so rewarding?

An environment where people from diverse backgrounds can leverage their strengths

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  Z

  HighChem’s sales teams include members with a wide range of knowledge and backgrounds, from science and humanities graduates to those who gained experience at Japanese trading companies and research institutions after university. I feel that HighChem provides an environment where everyone can thrive by making the most of their individual strengths.

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  Y

  For those of us with a science background, simply looking at a product allows us to understand what raw materials it is made from, what reactions are involved, and even what by-products may be generated. This is a major advantage when calculating costs and communicating with customers’ R&D and production management teams.

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  Z

  HighChem is often seen as a company where salespeople with science backgrounds thrive, but in fact, many salespeople with humanities backgrounds are also highly successful. I feel that their strengths generally lie in their strong communication and sales skills, such as drawing out customers’ true needs and making proposals from perspectives different from those of science-background salespeople.

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  Y

  It’s great that everyone has the opportunity to make the most of their strengths in their respective roles.

A High Degree of Autonomy

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  Y

  Another feature of HighChem is the high degree of autonomy given to each salesperson.

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  Z

  When meeting with customers, we place greater emphasis on making decisions and responding quickly on the spot rather than taking matters back to discuss with a manager. This mindset of not missing business opportunities is deeply rooted within the company. Having a certain degree of discretion is highly rewarding for us as salespeople, and I feel that being able to move negotiations forward based on our own judgment also helps us grow.

An Environment That Encourages Challenges

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  Y

  Another appeal of sales at HighChem is that we can experience the entire import and export process firsthand. When handling products as a salesperson, we need to develop a wide range of knowledge and pay close attention to details, including customs duties, quarantine, insurance, inventory management, and quality control. Because each salesperson understands the entire process, we can go beyond simply buying and selling to devise ways of providing customers with higher-value services. I find that aspect particularly rewarding.

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  Z

  Exactly. I also find it highly rewarding that I can propose my own ideas and put them into action once they are approved by my manager. In my case, I have leveraged my years of experience in the import and export of chemicals for the semiconductor industry to expand my scope from chemicals to consumables and equipment.
  
  At larger trading companies, equipment may be handled by a dedicated department. At HighChem, however, we can handle products throughout the entire process, which I believe creates additional value. For customers, having a salesperson who deeply understands their on-site situation and background and can provide one-stop support enables more accurate and faster solutions, ultimately contributing to greater customer satisfaction.

What kind of people do you think can succeed at HighChem?

A Willingness to Learn

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  Y

  HighChem is currently experiencing significant growth, with people from a wide range of cultural backgrounds, values, and experiences joining the company and working together. I feel that continuously developing the ability to learn is essential to succeeding in such an environment. Although I had experience in manufacturing and research institutions, working for a trading company was completely new to me. When I first joined, I didn’t even know what logistics terms such as ETD (Estimated Time of Departure) and ETA (Estimated Time of Arrival) meant. However, by taking an interest in a wide range of things and actively continuing to learn, I believe I have been able to grow and succeed in sales.

Taking Initiative

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  Z

  Of course, learning is important, but I feel that taking initiative is even more important. Rather than waiting for instructions, what matters most is the ability to think for yourself and take action proactively. As salespeople, we stand between customers and suppliers. I believe that if you constantly think about how much value you can create by being “in the middle” and then put those ideas into action, you can definitely succeed at HighChem.