In this edition of our Professional Series, which delves into the lives of the extraordinary professionals working in the PayPay group. We spoke with Shuhei Maruyama from Team 1 in the Point Sales Department 2, known for pioneering promotional solutions using PayPay Point for manufacturers and other enterprises. We asked him about his decision to transition to PayPay and the thrills of his work in corporate points sales.
Shuhei Maruyama
Team 1, Point Sales Department 2, Partner Sales Division, Sales Group
After graduating from university, he spent about 10 years in corporate sales at a beverage manufacturer, focusing on expanding distribution networks through negotiations with retailers and buyers. Witnessing PayPay’s rapid spread within retailers left a strong impression, leading him to join PayPay in 2023. He is currently involved in sales within the Point Sales Department 2, proposing initiatives that leverage PayPay Points.
Aiming for Growth in a Challenging Environment: Transitioning to PayPay
Can you tell us about your career so far and what prompted you to change jobs?
I spent about 10 years in corporate sales at a beverage manufacturer, working on expanding distribution networks through negotiations with retailers and buyers. The products were well-received, and I gained valuable experience, including sponsoring sports events, leading to a fulfilling career as a sales professional.
I came to know PayPay during my time liaising with supermarkets, where PayPay’s market presence took me by surprise. Especially during the COVID-19 pandemic, as QR code payments spread, I witnessed the power PayPay held and felt the potential of fintech to bring about significant changes in society.
I was eager to test my skills in a more challenging environment and was intrigued by the fact that the supermarkets, my major clients, hadn’t yet adopted PayPay. I wondered, “Why haven’t these stores adopted PayPay?” and thought, “If I joined, perhaps I could facilitate PayPay adoption here.” This curiosity fueled my interest in taking up a sales role at PayPay
What was your impression during the selection and interview process?
Overall, I felt that many people at PayPay were very forward-thinking. What stood out to me in every interview was being asked, “As a user, what do you think PayPay should improve?” This question reflects the mindset of the sales team, who are always considering, “How can we make PayPay even better?” and “How can the sales team contribute to PayPay?” It resonated with my own value of maintaining a positive mindset at work and made me feel that the company culture was a good fit for me.
Could you describe your roles and responsibilities after joining the company?
After joining, I became part of the Point Sales team, which is dedicated to providing innovative promotional solutions leveraging PayPay Point for manufacturers and other business entities. To capitalize on my strengths from having a background in manufacturing, I chose not to engage in enterprise sales, which involves large supermarkets, but instead focus on point sales.
In reality, my role involves engaging with nearly 100 diverse companies—not limited to the beverage industry but expanding across IT, finance, and consumer electronics sectors—proposing strategies that leverage PayPay Points. It required building relationships with industry companies from the ground up, through cold calls and business card exchanges at trade shows. Initially, this was overwhelming, but compared to my previous job, where I only dealt with existing clients, everything was new and offered a real chance to enhance my skills as a sales professional.
Pursuing Innovative Solutions to Set a New Standard in the Point Sales Department
Is there any project that stands out in your memory?
A recent project involved an approach targeting the entertainment industry, utilizing PayPay’s Themes (kisekae, in Japanese) feature, which left a lasting impression. Traditionally, clients conducted promotional campaigns using physical gift cards, and I proposed replacing these with PayPay Gift Cards.
I made it a point of first understanding the client’s pain points and KPIs by listening and identifying their needs, such as, “What is the client aiming to achieve?” and “How can PayPay assist in that?” Thoroughly preparing by anticipating not only campaign KPIs but also the entire business’s KPIs enabled us to uncover core needs such as, “We want to take on new challenges” and “We want to attract younger audiences,” especially considering the changes in industry circumstances and sales trends amid the pandemic.
However, the client still prioritized promotions using the design on physical cards to expand their fan base. Typical PayPay Gift Cards, being virtual, don’t support printing designs on the card, making them feel less special than physical cards with printed text and photos. Despite the difficulty in resolving the client’s challenges, I felt excited about the potential to provide innovative solutions and set a new standard for the Point Sales Department, overcoming the perceived inability to provide an edge over physical gift cards.
To showcase PayPay’s strengths, surpassing cash and physical gift cards, I consulted internally and received feedback from the Communication Division that suggested leveraging the Themes feature that allows for customization of the home screen of the PayPay app. I envisioned how this proposal could be realized, even though there were no prior examples of deploying the customization feature in external company campaigns. I diligently communicated the significance and advantages of collaboration to both internal and external stakeholders, facilitating cross-department cooperation to meet client needs.
What makes working at PayPay worth your while?
Being part of the promotion strategies of leading companies across various sectors through my proposals is exhilarating. Certainly, there are challenging moments during negotiations and engagements with large enterprises. However, reaching an agreement with prominent companies results in launching impactful initiatives in the market. At PayPay, we can create and pitch new schemes if they positively influence our business, allowing us to drive societal changes through point sales—a unique thrill exclusive to PayPay.
Additionally, PayPay’s increasing presence across all sectors allows us to research and make proposals to diverse companies across industries, gaining extensive sales experience with a broad range of clients. Witnessing the tangible impact of our realized initiatives on society is another appealing aspect.
How have you grown since joining PayPay?
I have come to understand the importance of preparation. Initially, when I joined PayPay, I was overwhelmed with keeping up with the business’s fast pace and pitched solutions through sheer momentum, emphasizing all the benefits of PayPay services. However, in unfamiliar industries, thoroughly researched preparation—reaching a level where I could discuss KPIs on par with clients—yielded better results.
This emphasis on preparation also applies to internal coordination. PayPay is a collective of experts across various fields. Through meticulous preparation prior to consultations, I realized it led to solutions unattainable by myself alone. I sense a growing emphasis on internal collaboration among not just myself but the entire sales team, motivated by the aim to provide feedback to the organization based on the information we gather from clients.
In a Fast-Paced Environment, the “Strength of Conviction” is Crucial
Can you describe the atmosphere in the Point Sales Department?
Teams are divided according to industry and company size, with each team comprising no more than ten members. These teams include highly skilled leaders adept at charting the shortest path to problem-solving, along with seasoned professionals who bring a wealth of experience from diverse industries. Among them are members who can instantly recommend the best ramen shops or are exceptional at organizing barbecues, showcasing a variety of unique and engaging personalities. Nonetheless, a shared aspiration unites them: the desire to deliver value to customers through PayPay Point. This common goal is further advanced through daily knowledge sharing and continuous refinement of their strategies.
What are your goals and vision for the future?
I aim to provide value through our client’s promotional activities using PayPay Points and, as a result, contribute to PayPay’s business growth. PayPay is adopted by many companies, but there’s still room for expansion. I want to eliminate situations where PayPay is unavailable. By further refining initiatives like the one combining PayPay Points with customized themes and aiming to make innovative proposals that become the standard for the Point Sales Department, I plan to continue to learn from talented colleagues and step up my growth.
Finally, do you have a message for the readers?
What I value while working at PayPay is maintaining a “strong conviction” even in a fast-paced environment, such as wanting to “grow as a sales professional” and “bring new societal value through PayPay Points.” From my own experience, I realize that without a strong conviction, it’s easy to be overwhelmed by the business’s rapid pace and fail. For those who can keep up with the business speed, enjoy the company’s growth and changes, and want personal growth, I proudly say that PayPay offers the ideal environment!
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