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About the Role

In this pivotal leadership role, you will unite and drive two high-impact commercial teams — Sales Development and Territory Sales — to accelerate new business creation and deliver sustained revenue growth across the Life Science Discovery Solutions portfolio in Japan. You will own the full commercial growth agenda end-to-end: from proactive opportunity identification and demand creation through to territory coverage, pipeline maturation, and revenue expansion. Operating with significant autonomy and strategic accountability, you will lead with hands-on field engagement, build a thriving external ecosystem, and embed a data-driven execution culture across multiple channels, including distributors, resellers, wholesalers, digital marketplaces, and direct accounts.

Responsibilities

Spearhead the discovery, validation, and commercialization of new applications and market opportunities.
Ensure teams engage deeply with target customers, academic partners, key opinion leaders, and ecosystem collaborators to run proofs of concept and convert them into revenue.
Co-develop go-to-market approaches and translate ecosystem insights into compelling value propositions in partnership with global marketing and product management.
Join critical customer engagements, co-develop deals, and personally drive key opportunities to close when pipeline gaps emerge.
Instil an outbound-first growth mindset across your teams, establishing new-contact targets as core performance indicators.
Ensure proactive market adaptation in response to demand shifts, regulatory changes, technology trends, and competitive dynamics.
Align cross-functionally with sales, global marketing, and product management.
Manage stakeholders across multiple regions.
Lead teams through change with clarity, purpose, and resilience.

Requirements

Proven track record of leading both sales development and field sales teams.
Deep knowledge of the Japanese life science or related B2B market.
Ability to operate effectively within a multinational organization.
Extensive B2B life science or adjacent sector experience.
Strong understanding of application development, ecosystem partnerships, and multi-channel go-to-market strategies.
Ability to lead teams in demand creation.
Ability to manage complex channel and partner relationships.
Ability to translate market intelligence into actionable commercial strategies.
Strategic thinker with hands-on execution capability.
Strong leadership, coaching, and change management skills.
Track record of inspiring teams through transformation and delivering on ambitious targets.
Data-driven decision-making.
Disciplined pipeline management.
Forecast integrity.
Commitment to key performance indicator governance.
Communicate with confidence and clarity at business level in both Japanese and English.

Skills

Sales Development
Territory Sales
Commercial Growth
Opportunity Identification
Demand Creation
Pipeline Maturation
Revenue Expansion
Field Engagement
Ecosystem Building
Data-Driven Execution
Application Development
Market Opportunity Commercialization
Customer Engagement
Partner Engagement
Go-to-Market Strategy
Value Proposition Development
Deal Co-Development
Outbound-First Growth Mindset
Market Adaptation
Cross-Functional Alignment
Stakeholder Management
Performance Metrics Management
Change Management
Coaching
Pipeline Management
Forecasting
KPI Governance
Business-Level Communication (Japanese & English)

Location

Tokyo, Japan

Work Type

Full-time

Experience Level

Leadership role
Senior level

About the Company

At Merck, we are a group of curious people with diverse backgrounds, perspectives, and life experiences. We believe this diversity fosters excellence and innovation, strengthening our leadership in science and technology.
We are committed to creating access and opportunities for everyone to grow and develop at their own pace.
Join us to build an inclusive and belonging culture that impacts millions and enables everyone to support human progress!