Senior Manager, Sales Operations, Japan
The Opportunity
The Senior Manager, Sales Operations serves as a leader within the Commercial Excellence organization, establishing and managing the operational processes, tools, and governance that support effective field sales activities in Japan. This role leads the function responsible for field sales support and event operations.
Key responsibilities include supporting annual planning, managing sales performance, tracking sales forecasts, overseeing Customer Relationship Management (CRM) and Sales Force Automation (SFA) operations, administering sales incentives, and establishing a consistent business review framework for the field sales organization.
Reporting to the Head of Commercial Excellence, this role works closely with Sales, other Commercial functions, Finance, Human Resources (HR), IT, Compliance, and external partners.
Key Responsibilities:
Lead the processes for field sales activity planning, targeting, budget planning, and resource allocation in collaboration with Sales Force Effectiveness (SFE) and other relevant functions, ensuring alignment with commercial priorities and deployment strategies.
Partner with Customer Experience, SFE, and sales managers to implement and maintain approved territories, target lists, call plans, field sales organizational hierarchies, account assignments, and deployment changes.
Manage KPIs, dashboards, and reporting for sales, field activities, and customer coverage. Monitor actual performance against sales forecasts, analyze variances, and recommend improvements to commercial leadership.
Establish and manage a regular business review framework, including field sales performance reviews, management meetings, and tracking of agreed actions.
Oversee CRM and SFA implementation and operations, user adoption, usage standards, and user support. Partner with Data Management and IT to ensure data quality, appropriate access controls, and ongoing system improvements.
Support SFE-led design of sales incentive and recognition programs. Partner with HR, Finance, and Compliance to administer these programs, consolidate performance results, calculate payouts, and manage payment processes. Identify operational issues and recommend improvements.
Establish operational processes for field promotional activities, including speaker programs and product information meetings, covering planning, requests and approvals, execution, reporting, and expense settlement.
Standardize, update, and communicate sales processes, business rules, approval workflows, standard operating procedures (SOPs), and operational guidelines to reduce administrative burden and improve execution quality.
Support sales team coordination and execution through cycle planning, sales meetings, internal commercial event logistics and preparation, and information sharing between headquarters and the field.
Manage sales budgets, expenses, and materials, as well as operational vendor schedules, contracts, and service quality.
Partner with IT, General Affairs, and other relevant functions to arrange equipment and supplies, establish printing and equipment-use policies, and develop operational support processes that improve the field working environment.
Oversee onboarding and deployment readiness for product launches and sales organization expansion. When contract sales organizations (CSOs) or other sales service partners are engaged, manage onboarding, service levels, performance, training coordination, issue escalation, and business continuity planning.
Partner with relevant functions and global teams to ensure that all sales operations comply with company policies, applicable laws, regulations and industry codes, and information management requirements.
Required Skills, Experience and Education:
Bachelor’s degree in business, life sciences, or a related field.
At least eight years of experience in commercial operations, sales planning, sales management, or business management within the pharmaceutical or biotechnology industry.
Experience in field sales operations, sales forecasting, performance management, and CRM or SFA systems.
Demonstrated ability to design and improve operational processes and manage multiple priorities within required timelines.
Strong quantitative analytical skills and advanced proficiency in Excel and PowerPoint.
Strong attention to detail, sound judgment, and a firm commitment to compliance and data integrity.
Ability to effectively influence and collaborate with cross-functional stakeholders.
Native-level Japanese proficiency and business-level English communication skills.
Preferred Skills:
Experience with Salesforce or a comparable CRM platform.
Experience designing or administering field sales incentive programs in Japan.
Experience supporting oncology product launches or a growing biotechnology company.
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