【AstraZeneca】【IBE】SalesForce & Channel Excellece Planning Director

Mission

Design and operate AstraZeneca Japan’s future Go-To-Market (GTM) model, optimizing the salesforce and multi-channel promotion structure. Your proposals will accelerate brand value delivery to customers and patients and directly drive business performance

Key Deliverables
- Business impact: Shape resource allocation and execution from strategy to field operations, directly influencing revenue growth and market penetration
- Data-driven strategy: Leverage advanced analytics and AI to design personalized, evidence-based sales activities, from planning through monitoring
- Stakeholder influence: Partner with senior leaders, sales, and cross-functional brand teams to facilitate decisions and secure alignment

Key Responsibilities
- Manage SFCE planning managers/associate and contribute as Insights & Business Excellent's Leadership team
- GTM model design: Define and optimize sales organization structure and the role of promotion channels
- Segmentation & targeting: Set customer, institution, and therapy-area priorities and actionable playbooks
- AI-driven activity planning: Provide personalized activity plans to sales reps using AI-driven insights and iterate for impact
- KPI target setting & monitoring: Establish goals, track performance, and drive continuous improvement (including dashboards and reviews)
- Field incentive design: Build transparent incentive rules, run simulations, and manage payout calculations
- Sales quota allocation: Set quotas, develop allocation logic, and oversee progress tracking
- Territory design: Design and maintain sales territories
Sales systems management: Administer territory settings, call planning, and related sales operations systems
- Cross-functional collaboration: Represent SFCE in cross funcutional brand teams 
- Sales plan execution: Partner with sales managers and sales implementation teams to drive plan delivery
 

経験 / Experience：

＜必須 / Mandatory＞

People management

SFCE/SFE, sales planning role or consultant in healthcare sector
Decision analyst both qualitative and quantitative
Company-wide scale project lead
Proven track record of success in current position

資格 / License：

＜必須 / Mandatory＞

Bachelor

＜歓迎 / Nice to have＞

MBA or equivalent strongly recommended

能力 / Skill-set：

＜必須 / Mandatory＞

Business understanding including SFE-related strategy like Omnichannel sizing, S&T, Field incentive
Knowledge of Quotative analytical methodologies (e.g., regression analysis, Variance, STD)
Project management skills for company-wide scale projects
Negotiation and Stakeholder management skills for executive level business partners including global colleagues
Team management skills to manage diverse background colleagues

＜歓迎 / Nice to have＞

VBA, Python, SPSS, SQL, Power Automate

語学 / Language：

＜必須 / Mandatory＞

日本語 Japanese：Fluency in Japanese

英語 English：Business level (TOEIC Score >800)

キャリアレベル / Career Level

F

勤務地 / Work Location

Tokyo or Osaka

Date Posted

Closing Date

AstraZeneca embraces diversity and equality of opportunity.  We are committed to building an inclusive and diverse team representing all backgrounds, with as wide a range of perspectives as possible, and harnessing industry-leading skills.  We believe that the more inclusive we are, the better our work will be.  We welcome and consider applications to join our team from all qualified candidates, regardless of their characteristics.  We comply with all applicable laws and regulations on non-discrimination in employment (and recruitment), as well as work authorization and employment eligibility verification requirements.