Commercial Strategy Manager, Merchant

About the role

Coupang's Rocket Now, a fee-free food delivery service operating in Japan, is looking for a Commercial Strategy Manager, Merchant in Tokyo. The role leads the design, optimization and implementation of the merchant-facing commercial engine, sitting at the intersection of Business Operations, Commercial Strategy and Process Engineering. It builds scalable workflows so that SME and B2B teams succeed across all acquisition channels.

Key responsibilities

• Define and run distinct commercial strategies for merchant segments (B2B, mid-market, SMEs) and tailor value propositions and ROI narratives to each.
• Analyze merchant LTV, acquisition costs and churn drivers to optimize target allocation and yield by segment.
• Audit and streamline the merchant lifecycle, from lead routing and contract negotiation to deal approvals, onboarding and account handoffs.
• Use data diagnostics to remove bottlenecks, shorten sales cycles and speed up partner onboarding.
• Establish clear policies and guidelines for sales partners and local operations teams.
• Design, test and roll out commercial frameworks, SOPs and pitch tools, and integrate optimized rules and automated workflows with Sales Ops and Product.
• Align Sales, Marketing, Legal, Finance and Product teams around new rollouts and standards.
• Write SQL queries to track process yield, deal conversion, SLA compliance and segment performance, and build automated BI dashboards (Sheets, PowerBI, Superset).

Required profile

• 4+ years in strategy, business operations, sales operations or management consulting, focused on process redesign and commercial execution.
• Proven ability to audit complex workflows, build differentiated go-to-market frameworks and lead multi-stakeholder rollouts.
• Strong change management and leadership skills, with a track record of driving process adoption in sales or account management teams.
• Business-level English and Japanese.
• Preferred: background in three-sided marketplaces, e-commerce or food delivery.

Required skills

• SQL
• Spreadsheet modeling
• BI dashboards (Sheets, PowerBI, Superset)

The recruitment process runs through application review, a job fit interview and a focus interview, then an offer. The position is full-time.