Clinical Pathway Capability Specialist

Location: Tokyo

Department: Sales

Job type: Full Time

Join us and make a difference when it matters most! 

At Mundipharma, we are proud of the work we do to bring innovative treatments to patients. We challenge ourselves constantly to deliver more for patients, healthcare professionals, our partners, and our employees. 

Role & Responsibilities

Strengthen the execution excellence of the sales organization and accelerate appropriate use within medical institutions by serving as a capability development leader.

Responsible for designing and developing capabilities directly tied to the dual‑model approach (Account Acquisition × Penetration). Through a combination of field‑based coaching and structured learning programs, the role enhances key competencies—such as KAM‑driven consensus building, account planning, multi‑stakeholder engagement, omnichannel utilization, CRM operation, and role‑playing—to accelerate early proficiency and ensure consistent execution quality across the organization.

Capability Development Strategy and Curriculum Design

• Define a capability framework aligned with the dual‑model approach (Account Acquisition × Penetration) and design/update the learning journey accordingly.
• Develop learning content—including lectures, e‑learning modules, exercises, and role‑play sessions—and establish quality standards for all training materials.

Field Coaching & Certification

• Conduct OJT coaching, including pre‑ and post‑visit role‑plays and debrief sessions, to drive and reinforce sustained behavior change.
• Evaluate the quality of KAM consensus building and account planning, and design and manage a certification program based on defined competency standards.

Strengthening Cross‑Functional Alignment and Consensus‑Building Skills

• Provide guidance on creating and updating decision‑maker maps and decision‑making pathways to elevate practical consensus‑building capabilities.
• Train facilitation techniques for updating in‑facility SOPs, workflows, and clinical protocols within medical institutions.

Omnichannel & CRM Implementation Support

• Standardize the planning, execution, documentation, and review of remote detailing, digital material utilization, and Veeva/CRM activities.
• Support the adoption of data‑driven, precise targeting and the regular practice of KPI reviews.

 Effect Measurement & Continuous Improvement

• Measure training effectiveness before and after implementation, and visualize correlations with “penetration‑related” KPIs.
• Continuously improve curriculum and coaching design based on data‑driven insights.

What you’ll bring

• Bachelor’s degree
• Master’s degree or higher; degrees in education, business
  administration, or human resources development are preferred
• MR Certification
• Standard driver's license
• Instructional design or coaching certifications preferred
• 5+ years of experience in sales training, competency development, or
  KAM coaching
• Experience in implementing KAM/sales capabilities within
  the healthcare industry is an advantage
• Pebble Management experience preferred
• Practical support experience in university hospitals and major
  hospitals
• Learning/Instructional Design experience
• Experience in Facilitation / Coaching / Constructive Feedback
• Consensus Building with Diverse Healthcare Professionals
• Demonstrable track record in Account Planning, Review Implementation and Improvement
• Ability to drive cross-functional integration
• Data literacy (KPI design, analysis, and insight extraction)
• Design and Implementation of Omnichannel Strategies
   

Diversity and Inclusion

Building an inclusive environment where people can thrive, grow and achieve their full potential is a priority. We believe this isn’t just the right thing, but also the smart thing to do. We are on a journey and will seek to move forward together through education and awareness to build a culture that welcomes and celebrates diversity and uniqueness. We will create a workplace environment where everyone can, every day, bring their authentic selves and is treated with dignity and respect. 

About Mundipharma

Mundipharma is a global healthcare company focussing on customers across Africa, Asia Pacific, Canada, Europe, Latin America, and the Middle East. Mundipharma is dedicated to bringing innovative treatments to patients in the areas of pain management, infectious disease as well as other severe and debilitating disease areas. Their guiding principles, centered around Integrity and Patient-Centricity, are at the heart of everything they do. For more information visit www.mundipharma.com.  

Join our talent pool

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