Location: Tokyo, Kanto
Salary: Open
Employment Type: Permanent
Languages: English > Fluent, Japanese > Native
Posted On: 2023-05-19

Company Overview

European mid-sized pharma company in oncology, CNS, and primary care is seeking a highly experienced and strategic Head of Commercial Excellence.

In this role, you will be responsible for overseeing and optimizing various commercial functions including data science and analytics, sales force effectiveness, sales training, marketing automation, and organizational development project management.

As a key member of our leadership team, you will play a critical role in driving the commercial success of our oncology, rare diseases, and CNS product portfolio. The ideal candidate will have extensive experience in the pharmaceutical industry, particularly in commercial operations, and possess strong leadership and people management skills.

Job Description

・Provide strategic direction and leadership for the commercial excellence function, aligning it with the overall business objectives of the company.
・Develop and implement data-driven strategies to optimize sales force effectiveness, enhance market performance, and drive revenue growth.
・Oversee the data science and analytics team to ensure accurate and timely analysis of market trends, customer insights, and competitive intelligence, enabling data-driven decision making.
・Lead the sales training function, ensuring the design and delivery of comprehensive training programs for the sales team to enhance their product knowledge, selling skills, and customer engagement capabilities.
・Drive the implementation and utilization of marketing automation systems to streamline commercial operations, enhance customer targeting, and improve campaign effectiveness.
・Collaborate with cross-functional teams to develop and execute organizational development projects, driving process improvements, and enhancing overall operational efficiency.
・Stay abreast of industry trends, regulations, and best practices related to commercial excellence, and proactively recommend and implement innovative strategies to maintain a competitive edge.
・Foster a culture of excellence, accountability, and continuous improvement within the commercial excellence team, providing guidance, mentorship, and development opportunities to team members.
・Build and maintain effective relationships with internal stakeholders, such as sales, marketing, market access, and senior management, to ensure alignment and collaboration in achieving commercial goals.
・Monitor and report on key performance indicators, providing regular updates and actionable insights to senior management.


・A minimum of 15 years of progressive experience in commercial roles within the pharmaceutical industry, with a strong focus on sales, marketing, or commercial operations.
・At least 5 years of experience specifically in commercial excellence, driving initiatives related to data science and analytics, sales force effectiveness, sales training, marketing automation, and organizational development.
・Proven track record of success in delivering commercial results, driving revenue growth, and optimizing commercial processes in the pharmaceutical industry.
・Strong leadership skills with a demonstrated ability to effectively manage and develop a team, fostering a high-performance culture.
・Excellent analytical and strategic thinking abilities, with a data-driven approach to decision making.
・In-depth understanding of the pharmaceutical market landscape, including oncology, rare diseases, and CNS therapeutic areas.
・Strong project management skills, with the ability to effectively prioritize and manage multiple initiatives simultaneously.
・Exceptional communication and interpersonal skills, with the ability to influence and collaborate with stakeholders at all levels of the organization.
・Bachelor's degree in a relevant field, such as business administration, marketing, or life sciences. Advanced degree (MBA or equivalent) is highly preferred.

NATIVE Japanese and fluent English is required for this position.

Additional Information

Probation Period: Standard
Smoking Conditions: NA
Overtime: NA
Social Insurance: Standard
Holidays: Standard
Working Hours: 9:00 AM - 5:30 PM
Lunch Break: 12:00 PM - 1:00 PM
Benefits: Basic, Bonus, LTI
Job reference: JO-230227-307184

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