Head, Wholesaler Management

Job Description:

• 全国特約店管理業務
• 取引基本契約書を法務部と連携し締結する。
• 支払、割戻、情報提供、生物由来製品情報提供料について覚書を締結する。
• 卸情報提供料、生物由来製品情報提供料を四半期毎定期的に値引き入帳処理する。（四半期処理、3か月毎）
• 予算管理システム上、社内経理システムを用いて卸別に発注書処理を実行し経理業務を実行する。
• 卸別報告様式にて各社の四半期ごとの未収金計算を計上し実行する。
• 月次与信管理、販売許可証については経理、品質他関連部門と連携する。
• 品質、経理連携のもと卸より入手した更新販売許可書をＰＤＦ管理する。
• 特約店幹部関係強化策の実行 （経営陣、営業部長連携）
• ＣＥＯ等ＪＬＴメンバーと連携し会社方針、新製品発売、組織変更等のコミュニケーションを行い、必要に応じて営業部長と現場を訪問する。
• データ・ＫＰＩ・業績管理 （ＪＤ－Ｎｅｔ、ＥＲＰ、卸レポート連携）
• ＪＤ－Ｎｅｔ、ＥＲＰ、卸レポート等のデータ品質とマスター整合性を関係部門と連携して確保する。
• 経営・営業・サプライチェーン(SC)に対し、リスク、需要・供給インサイト、改善提案を提供する。
• 卸別受発注管理、仕切書、請求書発行業務 （経理、サプライチェーン連携）
• 卸発注に対しデータの内容、数量を確認し卸への売上を日々管理する。
• 月次発行された売上仕切書と割戻等の値引仕切書を発行し金額を確認し、当月請求を確定後、経理と連携し翌月月初稼働5日までに卸ごとに請求書が着荷するように発送する。
• 流通戦略立案 (チャネル戦略、マージン戦略、オペレーション戦略策定)
• 製品戦略上活用すべき卸製品個別に適正な利益配分計画を立案し、階層別関係強化策、社内連携対策を策定する。
• 上記に必要な情報を社内、外より調査収集分析し、他社品状況も勘案し戦略を策定する。
• 契約不適合製品戻品入帳管理業務 (クオリティ 等連携 )
• 得意先から品質苦情・不適合製品が発生した場合、ＭＲから品質保証室へ必要書類を提出後、卸への返品値引き（返金）処理を実施する。
• 薬価改定仕切価、ＮＥＴ価格等マージン関連各部連携、薬価調査対応
• 薬価改定された製品について協議後、新仕切価、新ＮＥＴ価を検討しマネジメントに提案し承認を取得する。
• 新仕切価、新ＮＥＴ価を関連各部に共有する。
• 卸ごとに仕切価、マージン説明を実施し、社外にＦＪの製品育成方針と製品価値を説明する。
• 薬価改定時の新仕切価実施日、薬価改定対応値引きを計算し、承認後社外に連絡する。
• 来年度予算策定における想定薬価を作成するため、実勢価を整理する。
• Wholesaler Management
• Close a basic deal agreement in cooperation with the Legal Department.
• Close a memorandum of payment, rebates, information provision, and biologically derived product information provision fees.
• Process the wholesale information provision fee and the information provision fee for biologically derived products on a regular quarterly discount ledger (quarterly processing, every 3 months).
• Execute Purchase Orders by wholesaler and annual Blanket Purchase Order processing on the internal budget management system to carry out financial operations.
• Post and execute quarterly accounts receivable calculations for each company using the reporting form for each wholesaler.
• Collaborate with Finance, Quality Management, and other related departments for monthly credit control and sales licenses.
• Manage PDF files of renewal sales licenses obtained from wholesalers in cooperation with Quality Management and Finance.
• Strengthening relationships with distributor executives (in collaboration with management members and Sales Directors)
• Communicate company policies, new product launches, organizational changes, etc. in cooperation with the CEO and other executive management members and visit the field with sales managers if necessary.

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• Data, KPI, and performance management (in collaboration on JD-Net, ERP and wholesaler reports)
• Ensure data quality and master-data integrity across JD-Net, ERP and wholesaler reports in cooperation with related departments.
• Provide risk alerts, demand and supply insights, and improvement proposals to management, sales, and supply chain functions.
• Order management and issuance of price slips and invoices by wholesaler (Finance, Supply Chain)
• Verify the content and quantity of data for wholesaler orders and manage the TMS on a daily basis.
• Issue the monthly sales price slips and discount slips such as rebates, verify the amounts, finalize the current month's billing, and, in cooperation with Finance, dispatch invoices so that they arrive at each wholesaler by the fifth business day of the following month.
• Distribution strategy planning (channel strategy, margin strategy, and operation strategy development)
• Formulate appropriate profit-distribution plans for each wholesale product to be utilized in the product strategy, and formulate measures to strengthen relationships at each level of the hierarchy and measures for internal collaboration.
• Formulate strategies by collecting and analyzing information necessary for the above, both internally and externally, taking into consideration the status of other companies' products.
• Management of the ledger of returned non-conforming products (in cooperation with Quality Management, etc.)
• When non-conforming products are received from customers, the MR submits the necessary documents to the Quality Assurance Office, and then the returned products are processed to the wholesaler for a discount (refund).
• Coordinate with each department related to National Health Insurance (NHI) price revisions and margins such as NET prices, and respond to NHI price surveys
• After discussing the NHI price revision of a product, consider the new partition price and new NET price, and propose them to management for approval.
• Share the new partition price and new NET price with related departments.
• Explain the partition price and margins to each wholesaler, and explain FJ's product-development policy and product value to external parties.
• Calculate the implementation date of the new partition price and the discount corresponding to the NHI price revision, and notify external parties after approval.
• Organize actual market prices in order to prepare assumed NHI prices for next year's budgeting.

Requirements

• Hard skills and experiences
• (Mandatory)
• Experience in distribution and wholesaler management in the pharmaceutical or biopharmaceutical industry.
• Understanding of Japanese pharmaceutical wholesale distribution, commercial flows, order management, and related regulations and industry practices.
• Experience in contracting, negotiation, and issue resolution with external partners.
• Experience leading cross-functional projects and process improvements.
• Ability to analyze and report using sales, inventory, and operational data.
• Advanced communication skills.
• Strong ownership, prioritization skills, and the ability to make decisions and complete tasks in ambiguous situations.
• (Preferred）
• Experience handling specialty products or gene therapies.
• Experience with new product launches and single-distribution products.
• Experience with JD-Net, ERP systems such as SAP, and Power BI or other BI tools.
• Soft skills and experiences
• Logical thinking 　論理的思考と説明力
• Inter-personal skill　コミュニケーションスキル
• Collaborative skill 　チームワーク力
• Project management skill プロジェクトマネジメントスキル
• Multi-tasking with speed and accuracy　マルチタスク（一定のスピード感と正確性を兼ね備えた）
• Action oriented with high autonomous 高い自律性と実践力
• Positive and constructive thinking　前向きで建設的な考え方
• Strategic and proactive thinking　戦略的かつ積極的・先見的な考え方
• Open to learning various opinions and devising optimum solutions for goals

Location:

Ferring Japan