Executive Search in Japan

Underwriters & Headhunters: Cracking Japan’s Insurance Recruitment Code

• Chase Stratton • Season 1 • Episode 11

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Welcome back to the Executive Search in Japan podcast. Japan’s insurance sector is massive—but finding top talent remains a high-stakes game. In this episode, we dive into the elite world of insurance recruitment in Japan, where bilingual underwriters are rare, onboarding takes a year, and specialist firms quietly dominate the executive search landscape.

From Hays to Robert Walters, we decode how the major players operate—and why your best bet might not be a recruiter with “insurance” in their job title. Featuring real-market insights, standout individuals like Sonia Hou, Andrew MacKinlay and Ryan Williams, and a behind-the-scenes look at how compliance, actuarial, and C-suite roles are filled.

Whether you're hiring or hunting, this is the insider's guide you can’t afford to miss.

Chase Stratton:

Navigating any specialized job market. Well, it can feel like you're trying to unlock some kind of complex puzzle, right? Absolutely. Especially when you're looking at a landscape as unique as Japan's. So today we're really diving deep into the Japanese insurance recruitment market. We've got some strategic analysis, some really interesting profiles of key players. Yeah,

Tessa Sourceley:

should be good.

Chase Stratton:

Our mission, basically, to give you a clear, concise guide, help you understand this competitive scene and, you know, highlight those surprising facts and actionable insights that might actually make a difference for your career.

Tessa Sourceley:

Exactly. And think of this deep dive as like your shortcut. You get to be really well informed about this highly specialized sector without doing all the legwork yourself. Right. We're going to pull out the most important nuggets, you know, not just tell you what's happening, but really why it matters and maybe how you can use it.

Chase Stratton:

OK, let's let's unpack this then. What is it that makes the Japanese professional labor market just so competitive? Yeah. And and complex, particularly for recruitment.

Tessa Sourceley:

It's fascinating, actually.

Chase Stratton:

Our sources really stress the the traditional lifelong employment model. It still has this pretty Persistent influence.

Tessa Sourceley:

It really does. Even as it's shifting, it creates this, well, unique environment.

Chase Stratton:

Where job openings often actually outnumber the qualified applicants. Seems counterintuitive.

Tessa Sourceley:

It does, but it happens. And it's not just about the competition. It's also the time commitment

Chase Stratton:

involved. Ah, yes, the time. I saw it's not unusual for the whole hiring process, recruitment and onboarding to stretch out for, what, up to a year?

Tessa Sourceley:

Easily, sometimes even more. Which, you know, raises a pretty important question.

Chase Stratton:

Which is?

Tessa Sourceley:

What leverage does a candidate actually have in that kind of scenario?

Chase Stratton:

Good point. So what's the answer?

Tessa Sourceley:

Well, the fascinating thing is this dynamic. It actually gives candidates with the right skills, the right experience, quite significant choice and leverage.

Chase Stratton:

Okay, so leverage beyond just asking for more money.

Tessa Sourceley:

Oh, much more. It's about being able to call the shots, maybe more on things like work-life balance, career growth, stuff that might be harder to negotiate in, say, Western markets.

Chase Stratton:

Why is that just the scarcity.

Tessa Sourceley:

Partly scarcity but also the expectation of long term commitment cuts both ways. Companies are incredibly selective because they want someone for the long haul.

Chase Stratton:

Right.

Tessa Sourceley:

And existing employees tend to stay put which limits the external talent pool. So companies get frankly a bit desperate to lock in good people.

Chase Stratton:

So desperate they're bending rules they might not have before.

Tessa Sourceley:

Exactly. We're seeing modern Japanese professionals prioritize things beyond beyond the paycheck. You know, remote work, hybrid options, real work-life balance.

Chase Stratton:

Things that weren't always top of the list in Japan.

Tessa Sourceley:

Not traditionally, no. Plus, clear pathways for training, for career progression. These are becoming deal breakers. Interesting. And on top of all that, you've got this huge growing demand for bilingual talent, Japanese and English fluency.

Chase Stratton:

Ah, the bilingual premium. How much are we talking?

Tessa Sourceley:

It's significant. Often a 20, maybe 30% salary premium.

Chase Stratton:

Wow.

Tessa Sourceley:

So, yeah. All these dynamics are forcing recruitment firms to change their game. They can't just be search engines anymore.

Chase Stratton:

They need to be more consultative.

Tessa Sourceley:

Precisely. Offering strategic market insights, salary trend data, becoming real partners to their clients.

Chase Stratton:

That makes sense. But, you know, if companies are taking a year to hire, does that also suggest maybe some... internal rigidity on their side, even when they need people?

Tessa Sourceley:

That's certainly part of the picture, yes. Internal processes can be slow.

Chase Stratton:

Okay, so given that shift in what candidates want and the company's needs, how are the recruitment firms themselves actually structuring their efforts?

Tessa Sourceley:

Especially in insurance. Right. This is where it gets really interesting structurally.

Chase Stratton:

We found a lot of vertical integration. Insurance recruitment often sits within the broader financial services ecosystem. You see firms like Robert Half, Robert Walters, they explicitly group insurance under financial services.

Tessa Sourceley:

Yeah. And that reflects a reality of the market.

Chase Stratton:

Which is that many of the roles companies are desperate for think compliance, financial control, internal audit, IT. these roles have skills that are highly transferable,

Tessa Sourceley:

right? Exactly. Across banking, securities, investment funds, the skill set is often very similar. A compliance expert from a bank could slot right into an insurance firm.

Chase Stratton:

Makes sense. But then there's a contrast.

Tessa Sourceley:

There is. Hays Japan, for example, actually lists insurance as a standalone specialism. They separate it out.

Chase Stratton:

Okay. What does that suggest?

Tessa Sourceley:

It suggests potentially a really deep focused expertise, not just in those cross-sector functions, but in the core insurance stuff too. Claims, underwriting. the really domain-specific roles.

Chase Stratton:

So two different approaches there, integration versus specialization.

Tessa Sourceley:

Right. But the general reality across most firms is that they operate through dedicated teams, specialized divisions. They promote their institutional knowledge.

Chase Stratton:

Not necessarily relying on like famous individual recruiters.

Tessa Sourceley:

Generally, no. Success tends to come from leveraging the collective team expertise, the firm's overall knowledge base.

Chase Stratton:

Okay. So the team model is dominant. Yeah. But as always, there are exceptions. Right. Individuals who really stand out.

Tessa Sourceley:

There are. And our research did pick up a few notable names who offer maybe a more personalized touch in this team focused market.

Chase Stratton:

OK, let's spotlight them. First up, Sonia Howe at Morgan McKinley.

Tessa Sourceley:

Right.

Chase Stratton:

She's a manager of client services and financial services recruitment. But the key thing is her profile explicitly mentioned specialization in insurances.

Tessa Sourceley:

Which is quite unique, as you said. Morgan McKinley actually names her as a specialist in this niche.

Chase Stratton:

What does that tell us, do you think?

Tessa Sourceley:

Well, it gives candidates a very clear, direct point of contact if that's their specific niche. And it probably suggests the firm has a lot of confidence in her individual expertise within their wider financial Okay.

Chase Stratton:

And she joined back in January 2013, fluent in English and Chinese, intermediate Japanese. That's Sonia Hao. Then there's Andrew McKinlay at XCC Search Partners.

Tessa Sourceley:

Ah, yes, Andrew. Very experienced.

Chase Stratton:

Nearly two decades in executive recruitment, Japan and Asia. His list of specializations is long-durance, reinsurance, actuarial, consulting, life, non-life, PNC.

Tessa Sourceley:

PNC being property and casualty.

Chase Stratton:

Right, thanks. And his strength seems to be placing people at all levels. from those niche underwriting or actuarial roles right up to the C-suite CEO, CFO, CMO, managing directors.

Tessa Sourceley:

That's impressive range.

Chase Stratton:

And his background is interesting too. UK born, fluent Japanese, degree in mechanical engineering, even worked as an IT project manager in London before recruitment.

Tessa Sourceley:

That non-traditional path. an engineering background, IT, that can give a recruiter a really different perspective, right? Maybe a better grasp of the analytical and cross-functional needs in complex insurance roles today.

Chase Stratton:

Could be a real edge, yeah. Okay, thirdly, Ryan Williams.

Tessa Sourceley:

CEO of Reliance.Works.

Chase Stratton:

Right, a Tokyo-based search firm. His focus is management and executive level, again, in insurance across Japan and wider Asia.

Tessa Sourceley:

And he's known for finding those really hard-to-find specialists.

Chase Stratton:

Exactly. Actuaries, underwriters, accountants, auditors, the roles where deep technical skill meets market understanding.

Tessa Sourceley:

And his background includes time at TIG Japan, KK, plus professional working proficiency in Japanese. So he's clearly well integrated locally. So if you connect these individuals back to that bigger picture, they kind of represent the flip side of the institutional coin, don't they?

Chase Stratton:

How so?

Tessa Sourceley:

They offer a more personalized route. A direct contact, often for those more senior or highly specialized roles where, let's be honest, a personal network and deep understanding really count.

Chase Stratton:

Right. Okay. So we've got the market dynamics, the firm structures, some key individuals. What does this all mean for you, the listener, the professional who's actually trying to navigate this?

Tessa Sourceley:

Yeah. How do you make this work for you?

Chase Stratton:

We've boiled it down to a few actionable recommendations based on everything we've discussed, things you can actually do.

Tessa Sourceley:

Good. Let's hear them.

Chase Stratton:

First. Engage with the teams, not just individuals. Well, mostly.

Tessa Sourceley:

Mostly.

Chase Stratton:

Yeah, because for most firms, the analysis shows the best first step is contacting the relevant specialist team. Use their official website, their LinkedIn company page.

Tessa Sourceley:

Why the team approach?

Chase Stratton:

It ensures your profile gets seen by their collective expertise,

Tessa Sourceley:

right? Mm-hmm.

Chase Stratton:

Not just landing on one person's desk who might be swamped or on holiday. It hits the right internal gatekeepers.

Tessa Sourceley:

Makes sense. Spread the net within the firm.

Chase Stratton:

Exactly. Now, Morgan McKinley with Sonia Howe is that clear exception we mentioned where an individual contact is highlighted. Right. But even then, understanding the whole team's capability is probably smart. It's about finding the right door into the firm.

Tessa Sourceley:

Okay. Strategy one. Target the team generally. What's next?

Chase Stratton:

Second, focus on your functional expertise. Frame your profile strategically.

Tessa Sourceley:

How so?

Chase Stratton:

Given that vertical integration, we talked about insurance roles sitting within broader financial services recruitment, you need to highlight your transferable skills.

Tessa Sourceley:

Ah, so things like compliance, audit, financial reporting, IT.

Chase Stratton:

Precisely. Emphasize your expertise in those functional areas. That makes you attractive to recruiters working across the whole financial spectrum, not just pure insurance. It broadens your appeal.

Tessa Sourceley:

So show how your skills solve problems relevant across financial services in Japan.

Chase Stratton:

Exactly. It's about adaptability. Okay, third point. Embrace the local and industry networks.

Tessa Sourceley:

Networking. Always important, but maybe different in Japan.

Chase Stratton:

Maybe. So associations like the General Insurance Association of Japan, GIAJ, or the Life Insurance Association, LIAJ, they probably won't have recruiter directories on their sites.

Tessa Sourceley:

Right. Not their primary function.

Chase Stratton:

But these groups, plus industry forums like the FIA Forum in Tokyo, events run by FinCity.Tokyo, these are vital networking spots.

Tessa Sourceley:

For meeting recruiters directly or hiring managers.

Chase Stratton:

Both. Both. But here's the subtle point about Japan. These forums are often less about immediate job hunting and more about, well, building credibility, establishing relationships over time.

Tessa Sourceley:

Ah, long game.

Chase Stratton:

Think of it like cultivating a garden, maybe. Not hunting for quick prey. You build connections, demonstrate expertise, and then opportunities arise from that trust.

Tessa Sourceley:

That fits with the emphasis on long-term relationships in Japanese business culture. OK, so engage teams, highlight functional skills, network strategically, anything else.

Chase Stratton:

Just maybe a reminder on patience.

Tessa Sourceley:

Oh, absolutely crucial. As we said, the recruitment process in Japan can be lengthy, very deliberate.

Chase Stratton:

So you need a sustained effort.

Tessa Sourceley:

Definitely. A multi-pronged strategy, engaging the right teams and firms, highlighting Okay, so

Chase Stratton:

quick recap. We've seen the unique, pretty competitive nature of Japan's insurance recruitment market. We've looked at that mix of institutional, team-based approaches and some standout individual recruiters.

Tessa Sourceley:

Right.

Chase Stratton:

And we've laid out those strategic steps for you to engage effectively. Team focus, functional skills, networking.

Tessa Sourceley:

A solid plan.

Chase Stratton:

Which leaves us with perhaps a final thought for you to ponder. Given everything we've discussed about this market, where does the real leverage for your career progression ultimately sit?

Tessa Sourceley:

Interesting question.

Chase Stratton:

Is it with the evolving institutional knowledge and reach of the recruitment firms themselves? Or is it shifting maybe increasingly towards the individual professional? towards your strategic self-positioning, your network, your ability to navigate this specialized landscape yourself.

Tessa Sourceley:

A lot to think about there. Where does the power truly lie now?

People on this episode

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Chase Stratton

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Tessa Sourceley

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