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About the Role

Oversee the domestic distribution policy for all Alexion Japan products, evolving the distributor engagement function (people, process, platform) to ensure products reach the right customers with the right handling, promoting appropriate use. Aligning with product strategy, integrate pricing conditions and distribution channels, and use data-driven insights to negotiate with distributors. This will accelerate and secure supply to patients while enhancing business value and minimizing risk. Anticipating environmental changes, establish pricing rules, stable transaction schemes with distributors, and distribution processes incorporating visualization and automation. Collaborate with SCM/Quality/Commercial, establish and operate internal policies and procedures (SOPs), and maintain compliance through regular reviews and audits.

Responsibilities

Establish distribution policies and rules: Define channel policies common to all products, service level expectations (targets and metrics), and product-specific handling conditions (temperature, procedures, priorities), aligning with product sales plans. Assume responsibility for compliance with distribution-related laws and GDP frameworks (rules, procedures, confirmation methods).
Integrate pricing conditions and channel design: Consider and align pricing conditions (transaction terms, rebates, etc.) and distribution channel design as a package. Visualize distributor gross margins and transaction terms, and inspect/improve to foster healthy, long-term relationships.
Build and manage distributor relationships: Establish strong relationships with distributor headquarters and regional managers, leading regular review meetings (quarterly/annual), joint improvement plans, contract renewals, and quality/service reviews.
Plan and implement patient-centric channel initiatives: Plan and execute programs that leverage the sales and medical support functions of Japanese wholesalers and distributors to ensure patients receive and can use medications appropriately, balancing access improvement and appropriate use.
Drive data-driven analysis and negotiation: Consolidate and visualize data on shipments, sales, inventory, pricing, service levels, regional trends, and competitors to identify issues, formulate countermeasures, negotiate and agree with distributors, and execute/confirm effects. Provide regular reports and proposals to management.
Manage quality and compliance: Design and manage systems for rules, standards, and inspections in accordance with GDP. Collaborate with Quality and Supply Chain departments on actual operations and audits, and lead education and dissemination within the company (Sales, Distribution, Medical, etc.).
Coordinate supply during critical events: Provide strategic input to supply and operations planning (S&OP/IBP), determining priorities and high-level service level requirements. Lead decision-making in collaboration with Supply Chain, Quality, and business units during new product launches, price revisions, supply constraints, or disruptions (with Supply Chain responsible for execution).
Monitor industry trends and external engagement: Exchange information with industry associations to gather and analyze domestic distribution trends and issues. Assess impact on the company and lead the development of response strategies and external proposals as needed.
Manage optimization of service and cost: Operate and improve key distribution metrics such as fill rates, zero temperature deviations, and healthy transaction terms. Manage operational metrics like logistics costs and inventory in conjunction with the Supply Chain department.

Requirements

Deep knowledge of pharmaceutical distribution/distributor management in Japan (drug pricing system, price formation, business practices, GDP/quality, cold chain) and practical experience in Japan.
Extensive experience in sales/distribution (approx. 10+ years total) and practical experience in distributor engagement (approx. 5+ years).
Proven track record in integrated design and execution of pricing and channel strategies (including maximizing product value, minimizing risk, and managing GM/transaction terms health).
Experience in data-driven decision-making (Sell-in/Sell-out, price/service KPIs, competitor/regional trends) and translating this into negotiation and implementation.
Demonstrated people leadership/change management achievements (goal setting, development, evaluation, driving transformation).
Strategic thinking and negotiation skills (agreement formation considering price elasticity, product advantage, and risk management).
High communication skills.
Native-level Japanese proficiency.
Bachelor's degree or higher.

Skills

Pharmaceutical distribution
Distributor management
Drug pricing system
Price formation
Business practices
GDP/Quality
Cold chain
Sales
Distribution
Distributor engagement
Pricing strategy
Channel strategy
Data-driven decision-making
Negotiation
People leadership
Change management
Strategic thinking
Communication

Location

Japan

Work Type

Full-time

Experience Level

10+ years total in sales/distribution
5+ years in distributor engagement

Education Level

Bachelor's degree or higher

About the Company

For over three decades, patients and their caregivers have been at the center of everything we do. Every day, we are inspired to follow the science and think differently to create better outcomes for them and their families. Our mission is driven by understanding who they are as unique individuals, not solely defined by their diseases. We’re a leading rare disease company with a diversified projects. Our pioneering legacy in rare diseases is rooted in being the first to translate the complex biology of the complement system into transformative medicines over the past three decades. Today, we continue to push the boundaries of science and deepen our understanding of rare diseases with patient-centricity at the core. This knowledge allows us to innovate and evolve into new areas where needs are unmet and provide an opportunity to help people fully live their best lives.

Equal Opportunity

Alexion is proud to be an Equal Employment Opportunity and Affirmative Action employer. We are committed to fostering a culture of belonging where every single person can belong because of their uniqueness. The Company will not make decisions about employment, training, compensation, promotion, and other terms and conditions of employment based on race, color, religion, creed or lack thereof, sex, sexual orientation, age, ancestry, national origin, ethnicity, citizenship status, marital status, pregnancy, (including childbirth, breastfeeding, or related medical conditions), parental status (including adoption or surrogacy), military status, protected veteran status, disability, medical condition, gender identity or expression, genetic information, mental illness or other characteristics protected by law. Alexion provides reasonable accommodations to meet the needs of candidates and employees. To begin an interactive dialogue with Alexion regarding an accommodation, please contact accommodations@Alexion.com. Alexion participates in E-Verify.