Director, Commercial Excellence - Commercial Operations

Description de l'emploi

At Gilead, we’re creating a healthier world for all people. For more than 35 years, we’ve tackled diseases such as HIV, viral hepatitis, COVID-19 and cancer – working relentlessly to develop therapies that help improve lives and to ensure access to these therapies across the globe. We continue to fight against the world’s biggest health challenges, and our mission requires collaboration, determination and a relentless drive to make a difference.

Every member of Gilead’s team plays a critical role in the discovery and development of life-changing scientific innovations. Our employees are our greatest asset as we work to achieve our bold ambitions, and we’re looking for the next wave of passionate and ambitious people ready to make a direct impact.

We believe every employee deserves a great leader. People Leaders are the cornerstone to the employee experience at Gilead and Kite. As a people leader now or in the future, you are the key driver in evolving our culture and creating an environment where every employee feels included, developed and empowered to fulfil their aspirations. Join Gilead and help create possible, together.

Job Description

Gilead Sciences is a research-based biopharmaceutical company that discovers, develops, and commercializes innovative medicines in areas of unmet medical need.

Our heritage of science and innovation and the curiosity and passion of everyone who works here has enabled us to provide medicines that help transform standards of care for more than 35 years globally and more than 10 years in Japan.

Gilead’s therapeutic areas of focus include liver diseases, infectious diseases, inflammatory diseases and oncology.

Japan Commercial Operations Mission

• Commercial Operations’ employees innovate and embed capabilities in people, organizations, processes, and technology within Gilead Sciences Japan (Gilead Japan).
• Through cross-functional collaboration with local and global teams, we drive operational excellence and maximize customer engagement, enabling Gilead’s commercial strategy.
• Even in unprecedented situations, we pursue prominent levels of expertise and innovation to consider and propose optimal solutions from the perspective of customers, patients, and internal users.

Role Overview

The Director, Commercial Excellence (ComEx) Japan, is a key member of the Commercial Operations leadership team, reporting to the Head of Commercial Operations, Gilead Japan. This role leads to operational excellence and strategic initiatives across all Business Units (Liver, HIV & COVID, Inflammation, Oncology). This role oversees Field Excellence, Marketing Operations, and Digital Solutions, ensuring efficient resource allocation, process optimization, and best-in-class methodologies. The Director collaborates with BU Heads, Sales Planning, Marketing, IT, global teams, and Commercial Operations functions, serving as a key leader on high-impact, cross-functional execution excellence.

Please note closing date for this position will be EOB 9th January 2026. Candidates will be required to submit their resumes in English alongside PowerPoint presentation that addresses the following three topics. Each section should be no more than two pages.

The primary language should be English. However, if you prefer, you may submit both English and Japanese versions.

1. Your Vision for GSJ Commercial Excellence - Based on current social and industry trends, describe what you believe GSJ Commercial Excellence should look like in the future. Be as specific and practical as possible.

2. Why You Are the Ideal Candidate - Explain how your experience and achievements make you the best fit for this position. Please include examples such as:

• Initiatives you have led to drive Commercial Excellence
• Successful local implementation of global initiatives
• Notable accomplishments as a people leader in organizational management and talent development
• A case where you faced failure and how you successfully recovered

3. Growth Areas and Career Plan - Identify the areas where you need further development—both within and beyond the scope of the job description—and explain how you plan to address them. Additionally, outline your career plan for the next 5 to 10 years.

Key responsibilities

Field Excellence

• Lead HCP coverage and targeting, territory analysis, sales force deployment, strategic fleet management, and incentive compensation design.
• Design and Lead sales and CRM analytics, implementation planning, and ensure high standards of call quality.

Marketing Operations

• Manage event operations, optimize sales and marketing processes, and drive channel excellence.
• Lead the planning and execution of digital activities through the HCP portal site to maximize customer engagement and digital analytics and support strategic marketing event execution.

Digital Solutions

• Lead deployment and operation of global CRM solutions (e.g., Veeva CRM, SFMC, etc), ensuring alignment with corporate standards.
• Oversee CRM-driven sales processes design and digital strategy implementation.

Commercial Excellence & Customer Engagement

• Promote operational excellence in customer-centric omni-channel planning and execution across all business units by fostering cross-functional collaboration and ensuring global alignment.
• Lead KPI governance, performance monitoring, and competitive benchmarking.
• Deliver cross-functional key account management(X-KAM) framework and its deployment.
• Ensure strategies remain responsive to market dynamics and business priorities.

Operational Governance & Vendor Management

• Formulate policies for sales incentive management, fleet management, X-KAM, and business automation.
• Lead vendor selection, contract negotiation, and cost management in partnership with Procurement department.
• Manage entire budget for Field Execution as well as the Commercial Excellence organizational operations.

Excellent ways of working

• Realize Commercial Excellence at GSJ by driving strategy formulation, proposal, and execution to embed it within the organization.
• Collaborating closely with CL&D and Integrated Insights Departmentsto establish Omni-channel execution methods for the business unit and provide support in strengthening capabilities.
• Support the business unit in executing sales and marketing initiatives and create CRM data integration frameworks that encourage a cross-functional, customer-centric omni-channel strategy realization.
• Work closely with global teams to localize standard solutions such as Veeva CRM and SFMC for the Japanese market and drive the development of a competitive commercial model.

Organization & People Development

• Lead teams and talent development, optimize talent allocation, and enhance department capabilities.
• Promote operational excellence through process standardization and simplification.
• Lead talent development and succession planning for Commercial Excellence teams, ensuring compliance with Gilead standards.

Skills & Competencies

• Ability to present complex information accurately and persuasively to all management levels.
• Proven accountability for deliverables’ accuracy, reliability, and timeliness.
• Strong command of advanced modeling techniques for business analytics and sales incentive modeling.
• Analytical skills to identify business issues and recommend actionable solutions.
• Effective multi-tasking in a fast-paced, deadline-driven environment.
• Excellent interpersonal skills and agility to collaborate with local and global teams.
• Ability to communicate technical and qualitative information to non-technical executives.
• Project Management Skill to articulate and visualize issues (business and technical related) and facilitate to resolve it.
• Capital investment / Operational Expense management for Field Execution as well as the Commercial Excellence organizational operations.
• Advanced proficiency in MS Office Suite, Veeva CRM, Vault, Tableau, and other analytical tools; ability to train team members.
• Strong communication skills in English and Japanese.

Education & Experience

• 12+ years of pharmaceutical or biotech industry experience.
• 9+ years in commercial strategic roles and hands-on experience in commercial operations, including SFE, CRM as well as Enterprise marketing operations.
• 7+ years in organizational development and people management.
• MBA or other advanced degree is preferred.
• Proven ability to design and optimize commercial strategies and operational processes.
• Experience integrating sales, marketing, and digital initiatives for cross-functional execution.
• Expertise in KPI development and PDCA cycle management.
• Hands-on experience with CRM and marketing automation systems, and process automation in pharma industry.
• Demonstrated success in SOP development and process standardization.
• Experience in aligning between local and global strategies and leading global initiatives localization for the Japanese market.
• Ability to manage multiple tasks, projects and vendor relationships.
• Commitment to continuous learning in CX, DX, BI, and advanced analytics, and sharing knowledge within the team.
• Language: Native Japanese; Business-level English.

Gilead Core Values & Leadership Commitment

Everyone at Gilead is motivated by our overarching mission to discover and deliver innovative therapies that improve patient care in areas of unmet medical needs.

But it’s not just what we do that gives us an edge, it’s how we do it. We expect everyone at Gilead to lead by example, guided by our core values.

At the same time, we are encouraged to embody the leadership commitment that leads to the realization of the core values.

Core Values

・ Integrity – Doing What’s Right

・ Inclusion – Encouraging Diversity

・ Teamwork – Working Together

・ Accountability – Taking Personal Responsibility

・ Excellence – Being Your Best

Leadership commitment

• I am bold in aspiration and agile in execution
• I care and make time for people
• I listen, speak openly and explain the “why”
• I trust others and myself to make sound decisions
• I owe the impact of my words and actions

For Current Gilead Employees and Contractors:

Please apply via the Internal Career Opportunities portal in Workday.