--- title: 'Commercial Strategy Manager at Coupang' canonical: 'https://feeny.ai/job/commercial-strategy-manager-coupang-tokyo-dtmtqpbgp2tv' type: 'job' last_seen: '2026-09-11' --- # Commercial Strategy Manager at Coupang - **Company:** Coupang - **Location:** Tokyo, Japan - **Posted:** 2026-09-11 - **Last confirmed live:** 2026-09-11 - **Apply:** https://www.coupang.jobs/en/jobs/?gh_jid=8194644 ## Job description 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 Document Screening → Zoom Interview → On-site (Zoom) 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. Privacy Notice The personal information you provide as part of your application will be collected and managed by Coupang in accordance with the following Privacy Policy: https://www.coupang.jobs/jp/privacy-policy/ ## About Coupang ## Company Overview - **One-liner**: Coupang is a global technology and Fortune 150 company that reimagines commerce by integrating e-commerce, logistics, last-mile delivery, restaurant delivery, video streaming, and fintech services to wow customers. - **Entity Type**: Public (NYSE: CPNG) - **Headquarters**: Seattle, Washington, USA (global HQ); operates major hubs in Seoul, South Korea, and other locations. - **Founded**: 2010 - **Founders**: Bom Kim (Bong-Seok Kim) ## Core Business - **Primary industry/industries**: E-commerce, Logistics & Fulfillment, Retail, Food Delivery, Fintech, Content Streaming, AI-driven Commerce. - **Target customers**: B2C (primarily consumers in South Korea, with growing global operations including Taiwan, Singapore, and the U.S.). - **Mission or purpose statement**: "We exist to wow our customers. We know we’re doing the right thing when we hear our customers say, 'How did I ever live without Coupang?'" ## Products & Services - **[Coupang (Rocket Delivery)](#)**: Core e-commerce platform offering millions of products with over 99% of orders delivered same or next day via a proprietary logistics network. Includes Rocket Fresh (groceries) and Rocket Now (ultra-fast delivery). - **[Coupang Eats](#)**: Restaurant food delivery service. - **[Coupang Play](#)**: Video streaming service (original content, sports, and licensed shows). - **[Farfetch](#)**: Global luxury fashion platform acquired by Coupang. - **[Coupang Fintech](#)**: Payment and financial services (e.g., Coupang Pay, credit card partnerships). - **[Coupang Logistics & Fulfillment Services](#)**: End-to-end logistics for third-party sellers and brands. - **[Rocket Growth](#)**: SaaS-like tools and services for sellers/suppliers to manage inventory, analytics, and advertising. ## Market Standing - **Valuation/Market Cap**: ~$25.8 billion (as of mid-2026) [LinkedIn]. - **Key Metric**: Annual Revenue of **$34.5 billion** (most recent fiscal year) [LinkedIn]. - **Notable Investors/Partners**: Publicly traded on NYSE (institutional investors include SoftBank, BlackRock, Fidelity, and others). Key partners include major global brands and local Korean suppliers. - **Growth Signals**: - Ranked **#132 on the 2026 Fortune 500**, jumping significantly [investor relations]. - Rapid AI-driven global commerce expansion (e.g., Taiwan, Singapore, and U.S. tech hubs). - 5,940 employees (linkedIn data, with monthly headcount growth of +1.1% and quarterly job posting growth of +154.2%). ## Competitive Advantages - **Fully Integrated Infrastructure**: Coupang owns and operates over 100 fulfillment and logistics centers (covering tens of millions of square feet) combined with proprietary software, AI, and machine learning to predict demand and route deliveries — a moat that competitors in Korea and emerging markets find hard to replicate. - **Speed & Reliability**: Over 99% of orders delivered same or next day (including dawn delivery) 365 days a year, setting a bar that most global e-commerce players cannot match. - **Customer Obsession Culture**: "Wow the Customer" is a core leadership principle, driving constant innovation to break traditional tradeoffs (speed, selection, price). - **Startup Culture with Fortune 150 Resources**: Offers the agility and risk-taking of an early-stage company combined with the stability, compensation, and scale of a large public corporation. ## Strategic Focus - **AI & Technology Leadership**: Heavy investment in AI/machine learning for demand forecasting, dynamic routing, and customer personalization. Actively hiring senior ML and data engineers [careers page]. - **Global Expansion**: Leveraging its Korean infrastructure playbook to enter new markets (Taiwan, Singapore) and grow its global footprint. - **Diversification into Fintech & Content**: Building out Coupang Pay, Coupang Play, and fintech products to create an ecosystem (similar to Amazon Prime's strategy). - **Farfetch Integration**: Turning the luxury fashion platform into a global growth driver. ## Why Work Here - **Culture**: "Best of both worlds" — startup energy (fast decision-making, ownership, risk-taking) with the resources of a Fortune 150 company. Flat hierarchy, open culture, and a strong "bias for action" ethos [coupang.jobs]. - **Remote/Hybrid/Office Policy**: Flexible working hours and work-from-home options are available. Many roles are based in offices (Seattle, Mountain View, Seoul, etc.) with state-of-the-art amenities including cafeterias serving three meals a day, lounge spaces, and coffee/snack bars. - **Benefits**: - Medical insurance for employee and direct family. - Paid family leave (for celebration or bereavement). - Learning programs (foreign languages, soft skills). - Global project opportunities (collaborate with teams across continents). - Team and company events (games, food, bonding). - **Engineering Culture**: High-impact projects — building the commerce infrastructure of the future (large-scale AI, logistics optimization, mobile-first, search & discovery). Emphasizes "Hire and Develop the Best" and "Learn & Iterate" principles. - **Career Growth**: Opportunities for internal rotations, upskilling, and taking on entrepreneurial initiatives within a massive scale. ## Sources 1. [Coupang Careers](https://www.coupang.jobs/en/) 2. [Why Work at Coupang](https://www.coupang.jobs/en/why-coupang/) 3. [Coupang About Us](https://www.aboutcoupang.com/aboutus/) 4. [Coupang Investor Relations](https://ir.aboutcoupang.com/overview/) 5. 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