Head, Key Accounts and Partner Management

Japan, Tokyo, Tokyo

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The Head, Key Accounts and Partner Management reports to the General Manager and is a key member of Roche Diabetes Care Japan’s (RDCJ) Leadership Team. The position is responsible for developing and executing RDCJ’s business alliance strategies to maximize the access to Roche Diabetes Care (RDC) solutions by patients and caregivers, achieve the Company’s commercial goals, and ensure compliance with all applicable standards, laws and regulations.


  • Lead the Key Accounts and Partner Management team by fully embracing the We@RocheDiabetesCare mindset and new ways of working.

  • Be fully committed to integrated Personalized Diabetes Management (iPDM) as our strategy and ensure that it is properly understood by the team.

  • Build and provide effective leadership to the team in a manner that is consistent with Roche Values and leadership capabilities within the Creative Leadership and the VACC (Visionary, Architect, Catalyst, Coach) framework.

  • Empower the team to increase ownership, motivation and productivity.

  • Forge strong collaboration with the Sales Chapters to identify and pursue new market opportunities and projects to expand RDCJ’s customer reach and drive business growth, and ensure optimum partner coverage in all Sales Chapters and market segments.

  • Work with Group Purchasing Organizations (GPO), Hospital Groups, Dispensing Pharmacy Groups and other B2B accounts to enlist RDC solutions as the brand of choice for diabetes management. This includes negotiating terms, targets and securing deals to significantly expand our market coverage and efficiently influence customers’ buying decisions.

  • Responsible for the entire distributor / wholesaler management lifecycle from initial evaluation and appointment, onboarding and training, performance review and monitoring to contract termination in compliance with established internal policies, guidelines and standards.

  • Collect market sales data and ensure their quality for further analysis and insights generation.

  • Design campaigns, tactics and incentive plans with appointed alliance partners to increase sales and provide implementation support to Sales Chapters.

  • Drive process simplification to enhance operational efficiencies.

  • Ensure optimum delivery of sales administrative support to Sales Chapters.

  • Work collaboratively with other internal functions to successfully drive commercial initiatives.

  • Comply with Roche Code of Conduct and all local/global policies as well as applicable laws and industry codes. Assess business risks and make informed decisions in consultation with the relevant functions to ensure business compliance.

  • Prepare for and participate in periodic business partner evaluations and internal audits, thereafter ensure that all identified gaps are resolved and closed in a timely manner.

Required Qualifications and Attributes

To be successful in this position, you must be an experienced, passionate and decisive commercial leader.

  • Possess a degree in business or related fields.

  • Minimum 10 years of business partner management (wholesaler, distributor, key accounts or GPOs) in established organizations (experience in multinational will be a plus).

  • Strong understanding of commercial distribution in Japan healthcare industry.

  • Prior experience and success in business process improvement will be an advantage.

  • Clear commitment to people development and coaching; promoting a culture of trust and support.

  • Exceptional skills in bringing people together working collaboratively towards a common purpose.

  • Possess strong entrepreneurial spirit, leadership and influential skills, as well as financial and commercial acumen. 

  • Results oriented with strong desire and ability to challenge the status quo and take calculated risks.

  • Excellent oral and written business communications including making impactful presentations.

  • Business level English proficiency preferred.

  • Executive presence and possess the required confidence and ability to interact with senior leaders and key stakeholders.

  • Excellent computer application skills especially in Microsoft Office and Google applications.