Head of Commercial, Japan

【Position Overview】

The Head of Commercial Japan is responsible for leading the Japan Commercial business, with full P&L accountability, driving sustainable growth, market share, and profitability.

Reporting to the Chief Commercial & Medical Affairs Officer (CCMAO), this role ensures alignment between global strategy and local execution, translating enterprise priorities into impactful in-market delivery. The role leads all commercial functions, including sales, marketing, and market access, and works in close partnership with Medical Affairs to deliver aligned, compliant, and customer-centric engagement.

This leader plays a critical role in maximizing portfolio value, ensuring successful product launches, and strengthening Astellas’ position in the highly complex and regulated Japan market.

【Key Responsibilities】

（雇入れ直後）

•Lead the Japan Commercial business unit, owning full P&L responsibility and ensuring delivery of financial and strategic objectives.

•Develop and execute the Japan commercial and marketing strategy, aligned with global direction set by the CCMAO.

•Lead all commercial functions, including sales, marketing, market access, and commercial excellence.

•Drive brand performance and customer-facing excellence, ensuring strong execution through Brand Teams and Commercial Co-Leads.

•Co-create and implement annual and mid-term commercial plans, adapting global brand strategies to the Japan market.

•Ensure launch readiness and successful commercialization of new and pipeline products, including high-value therapies.

•Partner closely with Medical Affairs to align on scientific engagement, evidence generation, and stakeholder strategy.

•Work transversally across functions (Market Access, Medical, Regulatory, Finance, Supply Chain, HR) to deliver integrated execution.

•Build and execute a commercial capabilities plan, enhancing digital, data, and omnichannel engagement.

•Monitor market, policy, and competitive dynamics and proactively adapt strategies.

•Ensure the highest standards of compliance, ethics, and risk management in all commercial activities.

（変更の範囲）

会社内での全ての業務

【Key Accountabilities】

•Deliver Japan financial targets (revenue, profitability, market share) and long-term sustainable growth.

•Lead and develop a high-performing leadership team (14 direct reports), including Commercial Co-Leads and Brand Leaders.

•Own and optimize portfolio and lifecycle strategy execution at market level.

•Drive strong collaboration with Medical Affairs, ensuring aligned external engagement and clear governance.

•Manage resource allocation and investment decisions, maximizing ROI.

•Lead performance management processes, ensuring accountability, transparency, and continuous improvement.

•Utilize matrix resources (e.g., Medical, Finance, QA, Regulatory, Legal, HR) to meet operational and business needs.

•Identify and manage the Japan commercial and business risks proactively, embedding risk awareness in decision-making.

•Lead transformation initiatives, including data-driven and digital innovation.

•Build and maintain strong external relationships while acting as an ambassador for Astellas.

【Key Stakeholders】

＜Internal＞

•Chief Commercial & Medical Affairs Officer (direct reporting line)

•Global Commercial, Brand, and Medical Affairs Leadership

•Japan Medical Affairs leadership (critical partner)

•Japan cross-functional leadership team

•Regional and global stakeholders across the value chain

＜External＞

•Healthcare professionals and key opinion leaders

•Payers and reimbursement authorities (MHLW, PMDA, etc.)

•Industry associations and policy forums

•External partners, suppliers, and consultants

【応募要件 / Qualifications】

＜必須 / Required＞

•Bachelor’s degree in business, life sciences, or related field.

•Postgraduate qualification (MBA, MSc, or equivalent) preferred.

•15+ years’ experience in the pharmaceutical industry, including significant commercial leadership roles.

•Proven experience as a General Manager, Country Leader, or Senior Commercial Leader.

•Strong track record of P&L ownership and delivering business growth.

•Experience leading diverse, cross-functional, and high-performing teams, including talent development and succession planning.

•Proven success in launching innovative and high-cost therapies.

•Strong oncology experience, with deep understanding of the oncology market, customer landscape, and commercialization requirements.

•Deep understanding of the Japan healthcare system, including market access and pricing.

•Demonstrated ability to work effectively in a global matrix organization.

•Bilingual proficiency in Japanese and English.

＜歓迎 / Preferred＞

•Strong experience with the Japan Market Access and reimbursement environment.

•Experience with commercial transformation and digital innovation.

【応募書類 / Application Documents】

和文履歴書・和文職務経歴書・英文レジュメ

Both Japanese and English Resumes are needed

【選考プロセス / Selection details】

書類選考 → 1次面接 → 2次面接 → 最終面接

※変更の可能性もございますので、予めご了承下さい。

CV screening → First interview → 2nd Interview → Final interview

*Please be advised that there might be a change in the process.

【勤務地 / Location】

（雇入れ直後）

東京都中央区 アステラス製薬 日本橋事業所 本社

Nihonbashi, Tokyo

（変更の範囲）

会社の定める事業場および自宅

【勤務開始日 / Start Date】

応相談

Will be decided according to the candidate's flexibility

【契約期間 / Contract Duration】

期間の定めなし

Not limited to specified period

【試用期間 / Probation Period】

試用期間原則なし

No probation period in principle

【給与・賞与 / Salary・Bonus】

①基本報酬：当人の経歴・技術・技能等を考慮して決定

②短期インセンティブ報酬：年次賞与（年2回支給）

③中長期インセンティブ報酬:株式報酬

①Base salary: will be decided by the candidate's experience, skill and capability.

②Short-term incentive: Annual bonus

③Long-term incentive: Share Plan

【諸手当 / Allowance】

通勤手当 等

Commutation allowance, etc.

【勤務時間 / Working Hours】

管理監督者 8:45～17:45（月～木）、8:45～16:00（金）

Managers and Supervisors 8:45～17:45（Mon～Thu）、8:45～16:00（Fri）

【休日 / Holidays】

完全週休２日制（土曜・日曜）、祝日、5月1日、夏季、年末年始

Weekends (Sat and Sun), holidays, May 1st, summer vacation, New Year holidays

【休暇 / Vacation Leave】

年次有給休暇、育児休業制度、介護休業制度 等

Annual paid leave, childcare leave system, nursing care leave system, etc.

【福利厚生 / Welfare】

雇用保険、労災保険、厚生年金、健康保険、共済会制度、持株会制度、財形貯蓄制度 等

Employment Insurance, Industrial Accident Compensation Insurance, Welfare Pension Insurance, Health Insurance, Mutual Aid Association System, Employee Shareholder Association System, Property Accumulation Savings System

【アステラス製薬 採用サイト/ Career web site】

https://re-jp.astellas.com/jp/recruit/newgraduates/

For more information about Astellas, please visit our career web site.

"We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law."

【What awaits you at Astellas? 】

•Global collaboration: Become part of a connected global business of like-minded life science leaders, all dedicated to improving patients' lives worldwide.

•Real-world patient impact: Contribute to transformative therapies that reach patients around the world, knowing your work makes a difference every day.

•Relentless Innovation: Join a company at the forefront of scientific breakthroughs, where you'll have the opportunity to shape the future of healthcare.

•A Culture of Growth: Chart your own course within a supportive environment that values your contributions, champions your development, and empowers you to pursue your passions.

【Our Organizational Values and Behaviors】

Values: Innovation, Integrity and Impact sit at the heart of what we do.

Behaviors: We come together as ‘One Astellas’, working with courage and a sense of urgency. We are outcome focused and consistently take accountability for our personal contribution.