Head of DTC Sales, Japan

Head of Direct-to-Consumer (DTC) Sales – Japan

We are seeking an experienced and dynamic sales leader as Head of Direct-to-Consumer (DTC) Sales to drive and scale the DTC sales strategy across Japan. This role is responsible for identifying new growth channels in the direct to consumer / cash pay space as well as overseeing and growing sales through existing direct channels including but not limited to corporate partnership programs, virtual assisted sales, e-commerce & customer service. The ideal candidate will have a strong commercial mindset, a deep understanding of omnichannel sales strategies, and the ability to create seamless and engaging consumer experiences across all touchpoints. Experience with business transformation and establishing new business models to help with market penetration & expansion will be looked at extremely favourably.

Responsibilities

This role requires exceptional leadership skills to manage and inspire a large, high-performing sales team across multiple locations in Japan. The successful candidate will lead with empathy, a growth mindset, and a people-first approach, fostering a culture of collaboration, accountability, and continuous learning. They will empower teams with the tools, training, and motivation to deliver outstanding customer experiences and exceed sales targets.

Build, develop, and retain a high-performing team across virtual sales, customer service, and e-commerce channels, scaling a diverse sales organization while fostering a high-performance culture across multiple locations.

Identify opportunities to help establish direct consumer / patient pathways without creating excessive channel conflict.

Develop and execute a comprehensive DTC strategy for Japan, focusing on revenue, profitability, and growth goals.

Deliver accurate sales forecasts and collaborate with the wider Japan leadership team to assess business conditions, sales trends, and market dynamics, contributing to the overall long-term strategy of the business.

Be accountable for achieving both top-line and bottom-line growth for the DTC business, ensuring consistent performance against financial targets while identifying risks and opportunities for sustainable long-term growth.

Lead digital transformation and create an omnichannel strategy that integrates all consumer touchpoints for a seamless customer experience.

Leverage customer data and insights to drive decision-making and enhance the customer journey across all channels.

Collaborate with cross-functional teams, including marketing, finance, legal, supply chain, technology, and product teams, to ensure alignment of DTC strategy with overall business objectives.

Be responsible for customer satisfaction, team engagement, contractual and regulatory compliance.

Establish clear performance KPIs and drive continuous improvement in customer acquisition, conversion, and retention.

Qualifications and Experience

Required

Proven experience leading diverse multi-channel sales teams, ideally within the healthcare industry in Japan

Bachelor’s degree or tertiary qualification in Business, Marketing, or a related field.

Deep understanding of reimbursement & cash pay models in Japan and experience driving business transformation.

Experience with e-commerce platforms, omnichannel strategy, and digital marketing is essential. Physical retail experience is a bonus.

Strong track record of driving revenue growth and profitability in a multi-channel direct-to-consumer business.

Analytical mindset with the ability to interpret data, identify trends, and develop actionable insights.

Excellent written and verbal communication skills.

Preferred

MBA or equivalent.

Proven success in managing national and / or multi-country portfolios.

Familiarity with customer relationship management (CRM) tools and analytics platforms.

Previous experience in the Sleep and Respiratory Care field.

Scope

Leads a team within a Business / Function. May report into a market group leader / country manager. Role is accountable for team performance and results and recommends changes to policies and establishes procedures that affect immediate organization.

Skills

Addresses issues with impact beyond own team based on knowledge of own function and related disciplines. Analysis of situations or data requires evaluation of multiple factors and understanding of current business trends.

Influence

Regularly interacts with senior management or executive levels on matters concerning several functional areas, divisions, and / or customers. Requires the ability to change the thinking of, or gain acceptance from, others in sensitive situations, without conflict.

Leadership

Inspire, coach, and develop team members by leading with empathy, a customer-first mindset, and a commitment to professional growth.

Joining us is more than saying “yes” to making the world a healthier place. It’s discovering a career that’s challenging, supportive and inspiring. Where a culture driven by excellence helps you not only meet your goals, but also create new ones. We focus on creating a diverse and inclusive culture, encouraging individual expression in the workplace and thrive on the innovative ideas this generates. If this sounds like the workplace for you, apply now! We commit to respond to every applicant.