Commercial Director - OC/CC

About Convatec

Pioneering trusted medical solutions to improve the lives we touch: Convatec is a global medical products and technologies company, focused on solutions for the management of chronic conditions, with leading positions in Advanced Wound Care, Ostomy Care, Continence Care, and Infusion Care. With more than 10,000 colleagues, we provide our products and services in around 90 countries, united by a promise to be forever caring. Our solutions provide a range of benefits, from infection prevention and protection of at-risk skin, to improved patient outcomes and reduced care costs. Convatec’s revenues in 2024 were over $2 billion. The company is a constituent of the FTSE 100 Index (LSE:CTEC). To learn more please visit http://www.convatecgroup.com

This is the most senior role in ConvaTec Japan, serving as the Country Leader with full accountability for the Japanese market and operations. As the highest-ranking executive in the country, this Commercial Director has ultimate responsibility for managing the ConvaTec Japan legal entity, ensuring full compliance with all Japanese regulatory requirements, and representing ConvaTec's interests in all legal, regulatory, and corporate governance obligations within Japan.
The role encompasses comprehensive P&L ownership, strategic leadership, and operational management across all business functions including Sales, Marketing, Medical Affairs, Regulatory, Quality, Supply Chain, Finance, HR, and Legal. The Commercial Director will drive sustainable growth above market rates across the Ostomy Care and Continence Care categories while building and maintaining ConvaTec's reputation as a trusted healthcare partner in Japan.
This position requires exceptional leadership capabilities to manage cross-functional teams, navigate Japan's complex healthcare ecosystem, and ensure seamless integration with regional APAC-MEA strategies. The role holder will be responsible for developing and executing comprehensive business strategies that maximize market opportunities while mitigating risks in one of the world's most sophisticated healthcare markets.

Key Responsibilities:

• Corporate Leadership: Serve as the senior executive representative for ConvaTec Japan with full legal entity management responsibilities
• Strategic Planning: Develop and execute comprehensive country-level business strategies aligned with global objectives
• P&L Management: Full accountability for financial performance, budget management, and resource allocation
• Stakeholder Management: Build and maintain relationships with key healthcare stakeholders, government officials, and industry partners
• Regulatory Compliance: Ensure adherence to all Japanese healthcare regulations, quality standards, and corporate governance requirements
• Team Leadership: Lead, develop, and inspire cross-functional teams to achieve exceptional performance
• Operational Compliance: Foster a strong culture of compliance, quality and customer focus across the entire Japan entity

Principal Stakeholders:

• Internal: VP OC/CC APAC-MEA, Global Leadership Team, Regional Functions (Sales, Marketing, Medical, Regulatory, Quality, Finance, HR, Legal)
• External: Ministry of Health, Labour and Welfare (MHLW), PMDA, Healthcare Institutions, Key Opinion Leaders, Professional Associations, Distribution Partners, Procurement Organizations

Key Skills and Experience

• Senior General Management Experience: Minimum 10-12 years of progressive leadership experience in medical devices or healthcare industry, with at least 5 years in General Manager or equivalent country leadership roles managing P&L responsibility of >$50M USD
• Legal Entity Management: Proven track record of managing corporate legal entities, including board governance, regulatory compliance, risk management, and stakeholder relations in Japan or similar regulated markets
• Healthcare Industry Expertise: Deep understanding of Japan's healthcare system, reimbursement landscape, regulatory environment (PMDA, MHLW), and market dynamics affecting medical devices and patient care solutions
• Commercial Excellence Leadership: Demonstrated success in developing and executing market entry strategies, product launches, commercial expansion, and sustainable growth initiatives in Ostomy and Continence Care or adjacent therapeutic areas
• Cross-Functional Leadership: Extensive experience leading diverse teams across multiple disciplines (Sales, Marketing, Medical Affairs, Regulatory, Quality, Operations, Finance) with proven ability to drive alignment and execution
• Strategic Planning & Execution: Strong track record in strategic planning, business development, market analysis, competitive positioning, and translating

Key performance indicators (KPIs)

• Year‑on‑year revenue growth and market share expansion.
• Achievement of EBITDA/operating margin targets.
• Successful product launches (adoption and penetration milestones).
• Key account wins and distributor performance metrics.
• Customer satisfaction / NPS and retention rates.
• Budget adherence and efficient cash management.
• Team performance and employee engagement/retention.

Your Capabilities

• Deliver a measurable Commercial growth plan and execute to achieve top-line and margin targets.
• Build and lead a commercially disciplined, data-driven organisation with clear KPI’s and accountability.
• Negotiate and close complex commercial agreements and manage distributor networks
• Define and deliver a market‑specific commercial plan that drives adoption and sustainable growth.
• Operate effectively within a matrixed, global organisation working closely with global and APAC stakeholders while adapting to Japan market dynamics.
• Use CRM, analytics and forecasting tools to manage pipeline and territory performance.

Background / Person Specification

• 10+ years in med‑tech, diagnostics, or related healthcare industries with progressive commercial leadership; 5+ years in senior management preferred.
• Proven P&L responsibility and experience running a country or business unit; Japan market experience strongly preferred.
• Demonstrated success in product launches, market expansion and distributor management in Japan.
• Deep knowledge of Japan’s healthcare system (hospitals, NHI reimbursement, procurement).
• Experience leading cross‑functional teams and working with global headquarters/APAC.
• Strong relationships with clinicians, hospital administrators and KOLs desirable.

Qualifications

• Bachelor’s degree required; MBA, MSc, MPH, MD or equivalent preferred.
• Business‑level fluency in Japanese and English required.
• Relevant certifications or training in healthcare management, market access or sales leadership a plus.

Key attributes

• Strategic, results‑oriented and commercially astute.
• Inspirational leader and coach who builds trust and accountability.
• Excellent communicator and influencer with strong negotiation skills.
• Collaborative, adaptable and resilient in ambiguity.
• Data‑driven, ethical and compliance‑focused; customer‑centric mindset.

Beware of scams online or from individuals claiming to represent Convatec

A formal recruitment process is required for all our opportunities prior to any offer of employment. This will include an interview confirmed by an official Convatec email address.

If you receive a suspicious approach over social media, text message, email or phone call about recruitment at Convatec, do not disclose any personal information or pay any fees whatsoever. If you’re unsure, please contact us at [email protected].

Equal opportunities

Convatec provides equal employment opportunities for all current employees and applicants for employment. This policy means that no one will be discriminated against because of race, religion, creed, color, national origin, nationality, citizenship, ancestry, sex, age, marital status, physical or mental disability, affectional or sexual orientation, gender identity, military or veteran status, genetic predisposing characteristics or any other basis prohibited by law.

Notice to Agency and Search Firm Representatives

Convatec is not accepting unsolicited resumes from agencies and/or search firms for this job posting. Resumes submitted to any Convatec employee by a third party agency and/or search firm without a valid written and signed search agreement, will become the sole property of Convatec. No fee will be paid if a candidate is hired for this position as a result of an unsolicited agency or search firm referral. Thank you.

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