Q. Could you tell me about an experience that has left a lasting impression on you?

When I was involved in sales, I went through a trial and error process to find out how to get our equipment installed in university hospitals that were also our customers.

The testing instruments that sales people propose to hospitals is very expensive and has a long replacement cycle, so once you miss an opportunity, the next renewal is often ten years away. In addition, due to the special nature of the medical field, customers do not easily change from one manufacturer of testing instruments to another, as replacing the instrument with another company’s product would change the standard values of the test. Back when I joined the company amidst such a market environment, I worried about how to make proposals, and I spent my days thinking about what customers want and how to make them choose us.

Through a process of trial and error, I came to realize that I shouldn’t just view the laboratory technician as merely a customer, but also as a specialist who analyzes test results. From that point on I made an extra effort to better support laboratory technicians by promoting our products to improve clinical values. This not only increases the amount of useful information for diagnosis, but also improves the patient’s quality of life and reduces costs, which is beneficial for hospitals and patients, as well as for us. During this process, I felt that I was making a direct contribution to healthcare, and I met some great clinicians who spared no efforts for their patients. It also motivated me and made me feel very fulfilled. After that, I was very happy when, in my fifth year with the company, a university hospital, which had previously only used blood cell analysis instruments from another company, switched to using our instrument.

Q. What skills do you think you are developing at Sysmex every day?

Management skills and human skills.

In my current department, it is necessary for me to communicate smoothly and build good relationships with a wide range of people in the same business environment, not only in my own company but also in our affiliated companies and so on. I also recognize the need to organize and express abstract ideas, and to identify what is truly important in various situations. I try to take as much time as possible to work on and gain experience in these areas.

Q. What is your vision for the future?

In the future, I would like to work in sales again.

In addition to sales, I have worked in other areas, such as human resources and strategic planning, which are slightly different in nature from sales, but in my mind, the experience and knowledge I have gained in each of these areas are connected.

Recently, the development of genetic testing has been very active, and the technology is constantly evolving. However, no matter how good the technology or the product is, it is not enough, and there are many products that disappear without ever reaching the market. The important thing is to think of how to sell the product as a part of a set, and I would like to use my experience to set up initiatives to ensure that the value of our products is recognized in the market.

Q. Finally, what kind of people do you think are able to work well in your current team?

People with the ability to execute.

In my current department, there are many people who are good at coming up with ideas and creating concepts. However, it is only when they are able to put these ideas into practice and implement them that the ideas will bear fruit, and the people who can do this are the ones who stand out. This is because the role of business promotion and strategic planning is to create new markets and generate new value. A lot of things don’t work the way they did in the past, so that’s why I believe we need people who are able to put their ideas into action, and if there is a problem, be flexible and try new ways of doing things to achieve results.