Commercial Strategy Manager
Coupang · Tokyo
Description
About Rocket Now
Rocket Now is a food delivery service with no delivery or service fees. Consumers can enjoy a wide variety of cuisines, from Japanese and Western food to healthy options, as well as desserts and drinks, quickly and affordably. The service is currently available mainly in Hokkaido, Tohoku (Sendai), Kanto (Tokyo, Kanagawa, Saitama, Chiba), Chubu (Aichi,
Shizuoka), Kansai (Osaka, Kyoto, Hyogo), Hiroshima, and Kyushu (Fukuoka). Rocket Now won the Excellence Award in the Shopping Category at the Best App Awards 2025. Furthermore, it has achieved the No. 1 ranking in the Food Delivery App category for nine consecutive months on both the iOS and Android app stores (*1), and the app continues to grow, surpassing 5 million downloads in just 15 months since its launch (*2). *1 Based on integrated iOS and Android data from July 2025 to March 2026. *2 As of January 14, 2025, service release date (Source: Global Market Intelligence: Sensor Tower)
About CP One Japan
CP One Japan LLC is the Japanese subsidiary of Coupang, Inc. (NYSE: CPNG), a US-based company listed on the NYSE (New York Stock Exchange) and one of the Fortune 150 companies, known as a technology company. CP One Japan operates the "Rocket Now" brand food delivery service in Japan, leveraging Coupang's technological capabilities and innovative logistics solutions to provide fast, reliable, and customer-oriented food delivery services to Japanese consumers.
Role Overview
The Commercial Strategy Manager, Merchant leads the design, optimization, and implementation of Rocket Now’s merchant-facing commercial engine. Positioned at the intersection of Business Operations (BizOps), Commercial Strategy, and Process Engineering, you will build the scalable workflows to ensure smooth workflows across all acquisition channels to set our SME and B2B teams up for success.
Key Responsibilities
You will own the end-to-end commercial operational lifecycle—from segmenting our merchant base (B2B, Mid-Market, SMEs) and building custom value propositions to re-engineering sales workflows, streamlining deal approvals, and launching new go-to-market processes. This role requires an operational strategist who excels at diagnosing process bottlenecks, leveraging SQL/data modeling to build strategic frameworks, and leading cross-functional change management.
Segment-Level Strategy & Portfolio Architecture
- Commercial Segmentation: Define and execute distinct commercial strategies for key merchant segments.
- Segment Growth Mechanics: Analyze merchant LTV, acquisition costs, and churn drivers across each tier to optimize target allocation and yield by segment.
- Tailored Value Propositions: Custom-fit Rocket Now’s ROI narratives and pitch architectures to match the operational models and financial priorities of different merchant categories.
Process Optimization & Commercial Engineering
- Commercial Workflow Redesign: Audit and streamline the entire merchant lifecycle—from lead routing, contract negotiation, and deal-desk approvals to onboarding and account handoffs.
- Friction & Bottleneck Elimination: Analyze frontline execution metrics using data diagnostics to remove operational drag, reduce sales cycle times, and increase partner onboarding velocity.
- Governance: Establish clear policies & guidelines across the business to create clarity for sales partners and local operations teams.
Implementation & Change Management
- Process Rollout Execution: Design, test, and roll out scalable commercial frameworks, SOPs, and pitch tools across the merchant organization, ensuring high adoption through structured enablement.
- System Integration: Partner with Sales Ops and Product to embed optimized commercial rules and automated workflows
- Cross-Functional Orchestration: Align Sales, Marketing, Legal, Finance, and Product teams around new commercial rollouts and operational standards.
Analytics, Monitoring & Scalability
- Process Diagnostics via SQL: Write SQL queries to monitor process yield, deal conversion rates, SLA compliance, and segment performance.
- Automated Tracking Dashboards: Build automated BI dashboards (e.g., Sheets, PowerBI, Superset) to provide executive leadership real-time visibility into segment performance, deal velocity, and operational health.
Qualifications
Required
- Experience: 4+ years in strategy, business operations, sales operations, or management consulting, with a focus on process redesign and commercial execution.
- Process Strategy: Demonstrated ability to audit complex workflows, build segment-differentiated go-to-market frameworks, and lead multi-stakeholder rollouts.
- Technical Skillset: Strong proficiency in SQL and spreadsheet modeling to quantify process friction, analyze datasets, and model segment performance independently.
- Change Management: Strong execution and leadership skills, with a track record of driving process adoption across sales or account management teams.
- Language: Business-level English and Japanese to ensure smooth communication with local partners.
Preferred
- Background in three-sided marketplaces, e-commerce, or food delivery.
What Success Looks Like
- Streamlined Execution: Measurable reduction in contract turnaround times and accelerated time-to-onboard for new merchant locations.
- Segment Precision: Differentiated commercial strategies that yield higher deal conversion and predictable revenue growth across segments.
- High Adoption: Seamless implementation and frontline compliance with new commercial SOPs, approval matrix rules, and pitch toolkits.
- Scalable Operations: Shifting the commercial org from ad-hoc, manual decision-making to automated, standardized, and data-backed workflows.
Recruitment Process
Application Review - Job Fit Interview - Focus Interview – Offer
Please note that the recruitment process may be modified depending on the position and circumstances.
Interview schedules and application results will be communicated to the email address provided during the application process.
Employment Terms
- Employment Type: Full-time Employee
Important Notes
- This job posting may be closed before the stated posting end date if all hiring positions have been filled.
- If any false information is submitted during the application process, Coupang reserves the right to withdraw or revoke an employment offer.
- In accordance with applicable laws and regulations, individuals entitled to employment protection (e.g., veterans receiving benefits, people with disabilities, etc.) may be given preferential consideration in the hiring process.
- The role, responsibilities, and/or position assigned at or after joining the company may be subject to change based on the candidate’s experience and business needs. No specific restrictions will be placed on such changes, and candidates will be informed at an appropriate time prior to joining the company.
- Additional details regarding the application process will be provided separately via email or during interviews.
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