Revolution Medicines is a global, commercial-state oncology company dedicated to discovering, developing and delivering innovative medicines for patients with RAS-addicted cancers. Leveraging its differentiated RAS(ON) tri-complex inhibitor platform, the company is advancing a broad, integrated portfolio of oral RAS(ON) inhibitors designed to directly target the active, cancer-driving state of RAS. Founded on rigorous scientific inquiry and a willingness to challenge long-held assumptions, Revolution Medicines is committed to changing the trajectory of disease for patients with RAS-addicted cancers worldwide. Our people are united by a shared way of working: follow the science, challenge assumptions, act with urgency and hold ourselves to a high standard of rigor—all in service of patients. The Opportunity The Senior Manager, Sales Operations serves as a leader within the Commercial Excellence organization, establishing and managing the operational processes, tools, and governance that support effective field sales activities in Japan. This role leads the function responsible for field sales support and event operations. Key responsibilities include supporting annual planning, managing sales performance, tracking sales forecasts, overseeing Customer Relationship Management (CRM) and Sales Force Automation (SFA) operations, administering sales incentives, and establishing a consistent business review framework for the field sales organization. Reporting to the Head of Commercial Excellence, this role works closely with Sales, other Commercial functions, Finance, Human Resources (HR), IT, Compliance, and external partners. Key Responsibilities: - Lead the processes for field sales activity planning, targeting, budget planning, and resource allocation in collaboration with Sales Force Effectiveness (SFE) and other relevant functions, ensuring alignment with commercial priorities and deployment strategies. - Partner with Customer Experience, SFE, and sales managers to implement and maintain approved territories, target lists, call plans, field sales organizational hierarchies, account assignments, and deployment changes. - Manage KPIs, dashboards, and reporting for sales, field activities, and customer coverage. Monitor actual performance against sales forecasts, analyze variances, and recommend improvements to commercial leadership. - Establish and manage a regular business review framework, including field sales performance reviews, management meetings, and tracking of agreed actions. - Oversee CRM and SFA implementation and operations, user adoption, usage standards, and user support. Partner with Data Management and IT to ensure data quality, appropriate access controls, and ongoing system improvements. - Support SFE-led design of sales incentive and recognition programs. Partner with HR, Finance, and Compliance to administer these programs, consolidate performance results, calculate payouts, and manage payment processes. Identify operational issues and recommend improvements. - Establish operational processes for field promotional activities, including speaker programs and product information meetings, covering planning, requests and approvals, execution, reporting, and expense settlement. - Standardize, update, and communicate sales processes, business rules, approval workflows, standard operating procedures (SOPs), and operational guidelines to reduce administrative burden and improve execution quality. - Support sales team coordination and execution through cycle planning, sales meetings, internal commercial event logistics and preparation, and information sharing between headquarters and the field. - Manage sales budgets, expenses, and materials, as well as operational vendor schedules, contracts, and service quality. - Partner with IT, General Affairs, and other relevant functions to arrange equipment and supplies, establish printing and equipment-use policies, and develop operational support processes that improve the field working environment. - Oversee onboarding and deployment readiness for product launches and sales organization expansion. When contract sales organizations (CSOs) or other sales service partners are engaged, manage onboarding, service levels, performance, training coordination, issue escalation, and business continuity planning. - Partner with relevant functions and global teams to ensure that all sales operations comply with company policies, applicable laws, regulations and industry codes, and information management requirements. Required Skills, Experience and Education: - Bachelor’s degree in business, life sciences, or a related field. - At least eight years of experience in commercial operations, sales planning, sales management, or business management within the pharmaceutical or biotechnology industry. - Experience in field sales operations, sales forecasting, performance management, and CRM or SFA systems. - Demonstrated ability to design and improve operational processes and manage multiple priorities within required timelines. - Strong quantitative analytical skills and advanced proficiency in Excel and PowerPoint. - Strong attention to detail, sound judgment, and a firm commitment to compliance and data integrity. - Ability to effectively influence and collaborate with cross-functional stakeholders. - Native-level Japanese proficiency and business-level English communication skills. Preferred Skills: - Experience with Salesforce or a comparable CRM platform. - Experience designing or administering field sales incentive programs in Japan. - Experience supporting oncology product launches or a growing biotechnology company. Japanese Translated: ポジション概要 Sales Operations Senior Managerは、コマーシャルエクセレンスにおけるリーダーとして、日本における効果的なMR活動を支えるため、業務プロセス、ツールおよびガバナンスを構築・運用し、MR支援およびイベント運営を担当する部門のリードを担います。具体的には、年間計画策定の支援、営業パフォーマンス管理、売上予測、Customer Relationship Management（CRM）およびSales force automation (SFA) の運用、インセンティブ管理を主導し、MR組織に対して一貫したビジネスレビューの体制を確立・運用していただきます。また、本ポジションではコマーシャルエクセレンス責任者の下で、営業、コマーシャル、ファイナンス、人事（HR）、IT、コンプライアンスおよび外部パートナーと密接に連携しながら業務を進めていただきます。主な職務内容: - MR活動計画、ターゲット設定、予算計画およびリソース配分プロセスを、SFEなどの関係部門と連携してリードし、コマーシャル上の優先事項および配置戦略との整合性を確保する。 - カスタマーエクスペリエンス、SFEおよび営業管理職と連携し、承認済みのテリトリー、ターゲットリスト、コールプラン、MR組織階層、担当割当および配置変更を運用・管理する。 - 売上・MR活動・顧客カバレッジなどのKPI、ダッシュボードおよびレポーティングを管理し、売上予測に対する実績のモニタリング・差異分析を通じて、コマーシャルリーダーシップに改善提言を行う。 - MRパフォーマンスレビュー、マネジメント会議およびアクションの進捗管理を含む、定期的なビジネスレビュー体制を構築・運用する。 - CRM・SFAの導入・運用、ユーザーへの定着、利用基準の整備および問い合わせ対応を担い、データマネジメント・IT部門と連携して、データ品質、アクセス管理およびシステム改善を推進する。 - SFEが主導する営業インセンティブ・表彰制度の設計を支援し、HR、FinanceおよびComplianceと連携して、制度の運用、実績集計、支給額算定・支給管理を行う。運用上の課題を把握し、改善を提案する。 - 講演会・説明会など、現場で実施するプロモーション活動の企画から申請・承認、実施、報告、費用精算までの運用体制を整備する。 - 営業業務全般のプロセス、ビジネスルール、承認ワークフローおよびSOP・業務ガイドラインを標準化・更新・周知し、管理業務の負担軽減と実行品質の向上を図る。 - サイクルプランニング、営業会議、社内コマーシャルイベントの手配・準備および本社・現場間の情報共有を通じて、営業組織の連携と施策の実行を支援する。 - 営業部門の予算・経費・資材および運用ベンダーのスケジュール・契約・業務品質を管理する。 - IT・総務などと連携し、機器・備品の手配、印刷・機器利用ポリシーの策定および業務支援体制の整備を行い、現場の業務環境を改善する。 - 上市・営業組織の拡大に向けた入社・配属時の準備を統括し、CSOなどの営業サービスパートナーを活用する場合は、オンボーディング、サービスレベル・パフォーマンス管理、研修調整、課題のエスカレーションおよび事業継続計画を管理する。 - 関係部門およびGlobalと連携し、営業オペレーション全体が会社方針、適用される法規制・規範および情報管理要件に準拠するよう管理する。必須スキル・経験・学歴: - ビジネス、ライフサイエンス、または関連分野における学士号。 - 製薬企業またはバイオテクノロジー企業におけるコマーシャルオペレーション、営業計画、営業マネジメント、または事業管理に関する8年以上の実務経験。 - MR組織運営、売上予測、パフォーマンス管理、およびCRMまたはSFAシステムに関する経験。 - 業務プロセスを設計・改善し、複数の優先事項を期限内に管理できる能力・実績。 - 高い定量分析スキル、およびExcel・PowerPointの高度な運用能力。 - 細部への高い注意力、的確な判断力、およびコンプライアンスとデータインテグリティに対する強いコミットメント。 - 部門横断的にステークホルダーに対して効果的に働きかけ、協働できる能力。 - 日本語ネイティブレベルおよびビジネスレベルの英語コミュニケーション能力。歓迎するスキル・経験: - Salesforceまたは同等のCRMプラットフォームに関する経験。 - 日本におけるMRインセンティブプログラムの設計または運用に関する経験。 - オンコロジー製品の上市、または成長段階にあるバイオテクノロジー企業の支援経験。 Revolution Medicines takes protection and security of personal data very seriously and respects your right to privacy while using our website and when contacting us by email or phone. We will only collect, process and use any personal data that you provide to us in accordance with our CCPA Notice and Privacy Policy. For additional information, please contact privacy@revmed.com. #LI-YO1 #LI-Hybrid We are aware of recent recruitment scams in which individuals or organizations falsely represent themselves as being affiliated with Revolution Medicines. These scams may appear as false job advertisements or unsolicited contacts through communication or chat platforms, email, phone, or text message. Please note that Revolution Medicines does not extend unsolicited employment offers and will never ask candidates to provide financial information, purchase equipment, or pay fees as part of the hiring process. All legitimate communication from Revolution Medicines will come from an official @revmed.com email address. If you believe you’ve been contacted by someone impersonating a Revolution Medicines recruiter, please report it to careers@revmed.com so we can share these impersonations with our IT team for tracking and awareness.

Senior Manager, Sales Operations, Japan

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