Commercial Director, Japan

The Role

This Commercial Director will shape our commercial strategy, expand our portfolio, develop clear route to market & commercial interventions to form the base of future quantum growth in identified critical segments.

This role is responsible for overseeing all commercial initiatives including Sales & Customer Marketing and activities for all our on-premise & off-premise segments, including the development of industry-leading trade strategy, the requisite sales capabilities and optimization of the route to market to deliver the plans.

Duties & Responsibilities

1. Business expansion

• Create and implement trade strategies and commercial plans.
• Prioritize and provide clear direction for all commercial activities and initiatives that will deliver the plan
• Ensure the embedding of Sales Drivers in commercial plans and operations to ensure the right customers, channels, and categories are supported for growth.
• Perform market research and analyze threats and opportunities
• Manage sales resources to maximize return on investment
• Oversee the delivery of tools & capabilities required for excellent sales execution
• Plan and implement RTM strategy, including WS selection, engagement and development.
• Lead and implement pricing strategy in conjunction with Commercial Finance & Marketing
• Provide inputs and take ownership in shaping the marketing plans that help our brands to win big in the market
• Responsible for overall commercial capability building

2. Leadership

• Leads a team in an engaging way to create a high performing team, who are inspired to take entrepreneurial risks, encouraged to continuously learn and develop themselves.
• Able to build trust and respect through open and honest relationships with their team and across the business.
• Build and coach diverse teams to unlock performance and growth, in an inclusive environment where everyone can be at their best.

Requirement

In terms of the performance and personal competencies required for the position, we would highlight the following:

• 10+ years of strategic and operational commercial in matrixed environments with premium FMCG and/ or Luxury multinationals
• Experience with line management / people management is a must, including at least 5 years of experience in a roles. A proven track record of building & leading high performing teams and achievement of stretching goals.
• Good understanding of Japan market dynamics and ready to immerse in Diageo principles related to commercial planning, sales capability development, and route to market.
• The ability to capture new business opportunities, to develop staff capability and to foster a cohesive team spirit.
• Excellent interpersonal skills & change management experience; proven experience in motivating, enabling and facilitating others to achieve targeted objectives.
• Fluency in written and spoken Japanese and English is required
• Great to have understanding and or experience of luxury/premium/brand business
• Be bold
• Be curious - about industry, business, clients and team
• Agility
• Being able to move with 75-85% information
• Tap into global/regional
• Collaborate - bring people in who can add values

Client-provided location(s): Tokyo, Japan

Job ID: Diageo-JR1117353

Employment Type: FULL_TIME

Posted: 2025-09-02T18:57:14