Clinical development or MR.

Hirotatsu Umeno majored in molecular biology, including signal transduction and protein analysis, at graduate school. With such a background, why did he choose the job of MR?... ‘I have always been interested in working in the pharmaceutical industry. I was attracted to the fact that I could use the knowledge that I had gained to contribute to society through medicine.’ His first preference was actually a position in clinical development. ‘I loved the idea of creating new medicines, but I could not deny the possibility that the medicines I was involved in might never make it out into the world in my lifetime. It occurred to me instead that the position of MR, which delivers marketed drugs to patients, would give me a greater sense that I was being of service to the world.’

His personality, which finds enjoyment in communicating with people, also suited him to the job of MR. ‘MRs meet with many doctors, as well as interacting with team members and relevant departments within the company, as they move toward the goal of delivering drugs to patients. That kind of work seemed like it would be fun and I thought it would suit me.’ That is how Umeno began his career as an MR at Chugai Pharmaceutical. His passion for connecting with many people and creating new value through those connections is being fully demonstrated on the ground in healthcare settings.

To be a “hub” that connects organizations.

Umeno currently works in the Tokyo Sales & Marketing Department of the Oncology Unit, with responsibility for the accounts of some of Japan’s top university hospitals. He specializes in the cancer domain. While interacting with many medical practitioners, he is working hard to introduce new drugs that will save patients who are battling cancer. ‘When a new drug that is highly anticipated by the practitioners on the ground is close to being approved, we receive earnest comments from the doctors, saying that they want to give the drug to their patients as soon as possible. However, at large-scale hospitals, introducing new drugs requires coordination with many departments, including the pharmacy department, pathology, and chemotherapy department.

Repeated discussions with everyone involved to lay the groundwork for commencing use of the drug is another important job of the MR.’ Umeno’s role could be likened to a “hub.” ‘I connect with many people who are working hard for their patients and become an axis to move things forward, to make Chugai Pharmaceutical’s innovative drugs widely available. That work gives me a great sense of reward.’

Using abilities on the ground as ammunition.

Umeno wants to become a larger “hub” with a view of the entire business. ‘For my career going forward, I am interested in the marketing of pre-market new drugs. I want to be involved in market research for the introduction of new drugs and in marketing strategy planning, such as identifying the key persons for promoting new drugs and considering how to approach them. I want the challenge of expanding the domestic market itself by connecting with various specialists in the company and with physicians.’ To become a “hub” that connects the company that is Chugai Pharmaceutical with the frontline of medical care in Japan. That is Umeno’s current wish.

Whatever work he may do in the future, Umeno believes that the experience he has gained as an MR will most certainly be of use. ‘I have been working as an MR for more than eight years now, and I believe that abilities on the ground are extremely important. Without an understanding of what it is really like on the ground, you will not be able to develop truly effective strategies for new drug marketing, for example. I want to advance my career with such experience on the ground as my strength.’ Umeno is passionate about his future goals. ‘Actually, my wife is also an MR.’ Having the person who understands him best at his side further fuels Umeno’s enthusiasm for his job.

*The contents of this article, and the divisions that the people featured in this article belonged to and the names of those divisions are current as of the time of the interview.