Director, Commercial - Japan

The Director, Commercial - Japan is responsible for leading and accelerating the company's commercial performance across Japan through the development and execution of integrated strategies spanning E-Commerce, Retail, and Wholesale channels. In partnership with the Country Director, this role influences the Japan P&L, drives revenue growth, enhances brand presence, and ensures consistent execution of commercial objectives across all consumer touchpoints. This role is a strategic lead for the Japan market, balancing short-term business performance with long-term brand and market development objectives. As Director, Commercial - Japan, you will be a key member of the Japan Leadership Team, partnering closely with leaders across the business to drive sustainable growth, elevate the consumer experience, and strengthen the brand's position in the Japanese market.

Responsibilities

Develop and execute the commercial strategy for Japan to deliver sustainable revenue growth, profitability, and market share gains across E-Commerce, Retail, and Wholesale channels; responsible for the Japan commercial P&L, including annual business planning, budgeting, forecasting, and performance management; analyze market, consumer, and competitive trends to identify growth opportunities; lead and inspire a high-performing commercial team; partner with regional and global stakeholders to align commercial priorities with business objectives; establish performance metrics and leverage data-driven insights; oversee growth and profitability of the e-commerce business, including DTC and marketplace channels; optimize digital trading, merchandising, assortment, pricing, promotions, and customer journey performance; drive customer acquisition, retention, and lifetime value; lead the retail business, including staffing, productivity, inventory management, operational standards, and retail expansion or investment evaluation; develop and execute wholesale and key account strategies; build senior relationships with wholesale partners, distributors, and strategic accounts; lead account planning, commercial negotiations, and joint business initiatives; champion an omnichannel strategy and ensure alignment across channels; collaborate with Marketing, Finance, Supply Chain, People & Culture, and other cross-functional partners; act as a key member of the Japan Leadership Team; represent the business as a senior commercial leader and brand ambassador for Japan; develop a three-year commercial growth strategy for Japan; lead integration of omnichannel initiatives; expand strategic partnerships with key wholesale accounts and digital marketplaces; drive digital transformation initiatives to enhance customer acquisition, retention, conversion, and lifetime value

Requirements

12+ years of vertical DTC, E-Commerce, and Wholesale experience with an omni-channel, guest-first mindset; strong financial forecasting and budgeting experience; fluency in both English and Japanese, verbally and in writing; strong communication, excellent writing skills, attention to detail and discipline; passion for data and advanced MS Excel or other relevant software skills, with experience using data to drive business decisions; strong communicator and leader with direct experience leading teams and working with cross-functional teams; graduate of a post-secondary program with honours that developed communication and analytical skills; highly flexible and adaptable when faced with ambiguity, especially when mastering new software systems; global, sustainable thinking with initiatives that work both globally and long term; innovative and creative with a logical, methodical approach to problem solving; proactive in identifying root causes and developing solutions; effectively balances autonomy and collaboration; inspires breakthrough thinking and continuous improvement; seeks the best solutions with an unwavering commitment to do what is right; passion for getting outside and living the outdoor lifestyle