Hiring Trend │ Sales and Marketing

MEDICAL

A talent shortage across the board will extend throughout 2016 with technically-minded bilingual candidates being especially hard to find. Employers will face particular difficulties in the medical device market, where general manager-level talent as well as candidates with start-up and RA/QA experience will continue to be in high demand.

PHARMACEUTICAL

An ongoing focus on a range of therapeutic areas including CNS (central nervous system), oncology, diabetes and rare diseases will ensure specialists in these areas are highly sought after in 2016. Demand will also continue to grow for medical affairs specialists capable of providing scientific information as part of pharmaceutical companies’ communication programs. In Osaka, as more pharmaceutical companies outsource a range of functions, demand will continue to increase throughout 2016 for specialists to join contract research and contract sales organisations (CROs and CSOs). A talent shortage means that companies will also consider strong candidates from other areas to take medical device sales roles.

CONSUMER & FMCG

The need for bilingual sales and marketing talent will continue to grow at all levels as organisations seek to grow their market share in 2016. Increasing numbers of global retailers and manufacturers entering the Japanese market will be seeking commercial talent for country manager roles, and the need to develop closer retailer relationships is leading manufacturers to appoint new shopper marketing teams.

RETAIL & HOSPITALITY

Tourist numbers were at an historically high level in 2015, supporting a strong performance by Japan’s retailers and hospitality businesses. Despite concerns about the economic slowdown in China, further growth is expected every year up to the 2020 Olympics, which will drive demand for English and Chinese speaking retail staff and sales professionals.

DIGITAL & ONLINE

As digital marketing disciplines become more specialised, web analytics, social media, SEO and search engine marketing (SEM) experts will be increasingly sought after. The significant growth in apps is also leading to the launch of many start-up companies, who are seeking mobile-orientated analytical and development talent. Retail and consumer goods brands are set to be particularly active in recruiting social media experts during 2016. In Osaka, lower rates of pay have attracted fastgrowing web businesses to the region, including online travel agents and gaming companies, where they will continue to grow headcount during 2016.

IT SOFTWARE

Companies opted to create leaner, more revenue-focused businesses in 2015 and many reduced their back office roles to concentrate instead on hiring sales and customer relations professionals. In a related trend, partner sales specialists with strong connections to systems integration and consulting firms were particularly sought after. Encouragingly, we also saw a growing number of cloud-based start-ups entering the market. Meanwhile, US and European companies were working hard to encourage the hiring of female professionals in this space, a trend we anticipate continuing.

IT INFRASTRUCTURE & SERVICES

Competition was intense for the shrinking pool of bilingual sales and marketing talent in 2015. Those moving jobs in 2016 will therefore receive multiple offers and salary increases. Professionals with cloud computing, big data analysis and cyber security sales skills will be particularly hard to source. As a result, companies will train candidates from other IT sales areas to redeploy their skills.