Sales Lead

About Ipsen:

Ipsen is a mid-sized global biopharmaceutical company with a focus on transformative medicines in three therapeutic areas: Oncology Rare Disease and Neuroscience. Supported by nearly 100 years of development experience with global hubs in the U.S. France and the U.K we tackle areas of high unmet medical need through research and innovation.

Our passionate teams in more than 40 countries are focused on what matters and endeavor every day to bring medicines to patients in 88 countries. We build a workplace that champions human-centric leadership and fosters a culture of collaboration excellence and impact. At Ipsen every individual is empowered to be their true selves grow and thrive alongside the companys success. Join us on our journey towards sustainable growth creating real impact on patients and society!

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The Sales Lead is responsible for driving national sales performance and profitable growth across Japan by leading the field sales execution translating brand strategy into high-quality customer engagement and ensuring rigorous planning forecasting and performance management.

As a people manager the role leads coaches and develops a team of sales professionals (e.g. / KAMs) to deliver against targets including setting objectives delivering a structured coaching cadence (e.g. field coaching/ride-alongs) and managing the full performance cycle.

The Sales Lead is accountable for building a high-performing compliant sales culture proactively managing talent (e.g. onboarding capability development and succession planning) identifying business opportunities and risks and providing clear data-driven reporting to support decision making. Reports to the Head of Commercial.

Sales Strategy Execution & Business Delivery

• Deliver national sales targets KPIs and commercial objectives through disciplined execution and effective field force leadership.
• Translate brand strategy into nationwide sales priorities across Japan enabling high-impact customer engagement plans.
• Monitor national and territory-/hospital-level performance drivers identify gaps/opportunities and implement corrective actions to improve results.

Team Leadership Coaching & Performance Management

• Lead coach and develop a team to ensure strong capability in selling skills account management and compliant customer engagement; provide clear direction and role model Ipsen values and the Ipsen Way of Being.
• Set clear objectives implement a structured coaching cadence (e.g. field coaching/ride-alongs) provide timely feedback and manage performance through the full performance cycle (reviews development plans and performance improvement where needed).
• Drive talent management activities including recruitment support onboarding capability building and succession planning; foster an inclusive high-performing team culture with strong collaboration and accountability.

Territory & Account Planning

• Drive robust nationwide territory and account planning cycles; prioritize customers channels and resources across Japan to maximize impact.
• Ensure plans are aligned nationally across functions and are executed consistently by the field team across regions.

Customer & Stakeholder Management

• Build and maintain relationships with national key customers and decision makers; support the team on complex negotiations and escalations across Japan.
• Partner with Marketing Medical Value & Access and other stakeholders to coordinate nationwide initiatives and ensure compliant execution across Japan.
• Serve as the primary commercial interface with wholesalers; collaborate closely with Supply Chain and Commercial Operations teams to drive stable product supply anticipate risks and resolve supply issues.

Forecasting Reporting & Insight Generation

• Own national sales forecasting and pipeline accuracy; provide timely high-quality reporting and business updates.
• Leverage national market customer and competitor insights to refine execution plans and inform cross-functional decisions.

Knowledge & Experience:

• Min. 8 years of experience in Pharma Sales (e.g. Medical Representative KAM or similar) with a proven record of achieving or exceeding sales targets.
• People management experience as an Area Manager (営業所長) and/or Sales Manager / Sales Director (営業部長) is necessary.
• Strong capability in territory/account planning forecasting and data-driven business management; able to translate insights into clear actions and results
• Proven experience leading coaching and developing sales teams; comfortable with field coaching ride-alongs and performance management processes.
• Strong stakeholder management skills: builds and maintains relationships with key customers and supports the team on negotiations issue resolution and escalations.
• Demonstrated ability to lead execution in complex specialty/hospital environments including customer segmentation channel optimization and key account prioritization.
• Demonstrated ability to work effectively in matrix teams and drive cross-functional execution with Marketing Medical Value & Access and other functions in a compliant manner.
• Prior experience with specialty portfolios rare diseases orphan drugs and/or rare oncology is an advantage.

Education / Certifications:

• Bachelor of degree in a business science medicine or pharmacy or similar degree

Language(s):

• Fluent in Japanese
• Business level written and spoken English

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