Leveraging Scientific Knowledge and a Caring Spirit
The Appeal of Pharmaceutical Sales

Why did you decide to join HighChem?

• 

  W

  I had been focused exclusively on research since graduating from university in China, but the main reason I decided to join HighChem was that I wanted to try something beyond research. In research, you choose your own topic, conduct experiments, and only see your work recognized once you publish a paper. Things often do not go as planned along the way, and even when research is published, I sometimes felt that its direct contribution to society was limited. I began to want to try a job where my hard work could lead directly to tangible results.
  
  At that point, I felt that a sales position at HighChem, which values immediate contributions and allows me to leverage my scientific background in research and quality analysis, was close to my ideal job.

• 

  N

  I currently work at HighChem on secondment while remaining an employee of my original company. The opportunity to join HighChem arose when my company asked HighChem’s Pharmaceutical Division to handle API registration in China. I felt that this would be a great opportunity to put my experience and network in everything from procurement to registration to use.
  
  From a customer’s perspective, HighChem’s Pharmaceutical Division has built a strong track record not only in raw material procurement, but also in specialized translation and registration services, compared with pharmaceutical divisions of other chemical trading companies of a similar size. I was also impressed by the professionalism, sincerity, and dedication of the division’s members, including W. They have built strong relationships of trust with their customers, and I found it very appealing that HighChem has so many talented professionals who approach their work with this level of commitment.

Could you tell us about your current role?

• 

  W

  I am the Manager of the CDMO Sales Section in the Pharmaceuticals & Healthcare Department. CDMO stands for Contract Development and Manufacturing Organization, and involves providing outsourced services ranging from pharmaceutical development to manufacturing. Unlike OEM, CDMO requires the contractor to have its own development capabilities. In other words, we mainly support clients by having our partners handle the development of synthetic processes and commercial manufacturing, which makes this a specialized field requiring expertise in areas such as process chemicals.

So this is a workplace where you can put your scientific knowledge to use.

• 

  W

  Exactly. Many of our customers have scientific backgrounds, and most of the people at our manufacturing partners in China also come from scientific fields. Although our customers, manufacturers, and we as a trading company come from different linguistic and cultural backgrounds, being able to communicate through a “common language” based on the same technical background is a major advantage when moving business negotiations forward.
  
  My main role in business negotiations is to serve as an intermediary between Japanese and Chinese companies. Having knowledge and experience in areas such as synthetic processes, quality control, and analytical methods enables me to facilitate communication between the two sides.
  
  With a scientific background, you can understand what customers are thinking and what they need from the same perspective. This is especially important when traveling overseas for business, as customers naturally want to keep their schedules as short as possible. Being able to facilitate smooth communication on site and minimize the time customers need to spend working at their factories is where I can really make a difference. (laughs)

What kind of people can thrive in HighChem’s Pharmaceutical Division?

A Caring and Proactive Person with a Scientific Background

• 

  W

  The workload is substantial. During business trips, for example, we may spend the entire day accompanying customers and visiting manufacturing sites, then return to the hotel and catch up on emails. It can be quite demanding.

• 

  N

  That is precisely why I think the most important quality is being someone who genuinely cares about others. People who naturally think, “I want to help solve this person’s problem” and “What can I do to help?” tend to be a good fit for this work. I believe the more strongly someone has this mindset, the faster they grow.
  
  The ideal person is someone with a scientific background who can step in between people and think, “What can I do to help this person succeed in their work?” In other words, someone who is willing to go the extra mile for others. (laughs)

• 

  W

  To be honest, many people in the pharmaceutical industry, both on the customer side and at our partner manufacturers, are extremely serious and dedicated to their work.

• 

  N

  Many researchers at leading pharmaceutical companies hold Ph.D.s, and many of the research team leaders at our partner manufacturers in China also have doctoral degrees. Working with them has reminded me once again how seriously they take their responsibilities and how deeply they apply their expertise to their work.

• 

  W

  Building trust by understanding what they are saying and responding to their questions in a timely manner is incredibly valuable. Once you become part of that circle and are accepted as a trusted partner, I believe you can become a truly strong salesperson. The first step is to respond to the other person’s needs with sincerity and a strong sense of responsibility. When that leads to greater customer satisfaction, it makes me happy too, knowing that I have been able to help them. I believe that steadily building up these small successes is what matters in our work.

Someone Who Values Connections with People

• 

  W

  According to a book I recently read, human beings are social animals, and more than 80% of society is built on connections with others. It also said that being able to contribute to others gives us a sense of purpose and brings us joy.
  
  Earlier, I mentioned that I wanted to leave research because I disliked it and pursue a career in sales. However, I eventually realized that connections with people are also extremely important in research, and recently, I have started to take an interest in research again. Looking back, I am truly grateful for my research experience, as it has helped me build more trusting relationships and connections with both business partners and colleagues, allowing me to lead a truly fulfilling life.
  
  Ultimately, research is not just about technical skills and knowledge; connections with people are also extremely important. Even when presenting research results, you need to find ways to communicate your ideas so that they resonate with your audience. I have come to realize once again that my current work—carefully examining every detail and working to achieve the goals our customers are seeking—has many things in common with research.

• 

  N

  Exactly. In HighChem’s Pharmaceutical Division, I am working with the mission of taking on new businesses and fields. Looking ahead, I believe our customers may expand beyond pharmaceutical companies into a much broader range of industries as biotechnology and diagnostic technologies continue to advance. These could include cell therapy, regenerative medicine, and biotechnology; equipment for precise diagnosis and surgery; and even systems that can monitor a person’s health while they are traveling in a vehicle. With these possibilities in mind, I want to make sure we are well prepared from now to provide the services and support that HighChem can offer. I hope we can make the most of the business opportunities that emerge from new connections between people.