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Ecommerce Manager - Japan

Date: Nov 17, 2022

Location: Tokyo, 13, JP

Company: Glanbia

Join us at GPN and inspire people everywhere to achieve their performance and healthy lifestyle goals!


At Glanbia Performance Nutrition (GPN), our mission is to inspire people everywhere to achieve their performance and healthy lifestyle goals! We are a global leader in the performance nutrition industry and have a portfolio of ten brands, including Optimum Nutrition (ON), BSN, Isopure, SlimFast, Body&Fit, Nutramino, Think!, and Amazing Grass.


Our brands, including the top three performance nutrition brands, are sold in more than 100 markets worldwide. With growing global interest in healthy, active lifestyles, our products appeal to a variety of consumers with a wide range of fitness motivations. They demand new product formats and have a growing appetite for healthy snacking and plant-based protein. Increasingly, they shop online for their health and fitness needs. We’re an agile business led by brands and inspired by consumers. We are a values-led organisation focused on driving sustainable business performance.


Headquartered in Dublin, with a workforce based across multiple locations, including London, Amsterdam, Copenhagen, Mumbai, Dubai, Singapore, Tokyo, Manila, Melbourne, Illinois, and California. GPN employs more than 2,000 people globally.


As part of Japan commercial team, E-commerce Manager Japan will be responsible for delivering sales target on Amazon JP site, Rakuten and Yahoo! JP, leading the online sales from a brand portfolio including Optimum Nutrition, BSN, ISOPURE and Amazing Grass. Lead to develop channel strategy covering 1P retailer, marketplace 3P sellers and D2C brand site in Japan, based on channel insight and shopper insight for both cross-border E-com and Domestic E-com. Accountable for online sell-out, driving day to day GMV revenues and E-com metrics in terms of traffic, conversion, basket size, repeat purchase, share of visibility/search, and driving content optimization and customer experience along path to purchase online journey.


Join us on our journey today!


The opportunity where you will make an impact:


Lead Japan online sales

  • Develop online channel strategy based on channel insight and shopper insight in Japan. Initiate where-to-win directions and how-to-win executional plans on key marketplaces of Amazon JP site and Rakuten Ichiba.
  • Support Japan Sales Director and Country Manager to set in place the right RTM for online E-com operation in Japan. Source and on-board best in class E-com business partners and agencies to support Japan online growth.
  • Identify category and brand growth opportunities through in-depth understanding of channels and consumer insights. Drive online new acquisition and maintain repeat purchase through right product and pack size for online new entrants and loyalty. Take initiative of new product development and innovations working for online sales growth and support NPD projects for Japan country level and Asia regional level.
  • Build and lead a strong relationship with Amazon KAM and Rakuten KAM to grow GPN brand sales and market share in a joint business planning approach. Lead yearly business planning and performance reviews with platforms on a quarterly basis.
  • Lead Japan sell-out from all online channels and drive the day-to-day E-com business KPI metrics of traffic, conversion, basket size and repeat purchase.
  • Manage distributors for Japan online sales with regards to commercial terms, marketing investment and trade spend for online sales. Manage the E-com marketing spending and trade promotion spending and make sure the ROI/ROAS are maximized. Drive the distributor’s execution for E-com campaign windows and promotions and make sure the fulfillment and customer service KPIs are fully met according to platform’s requirement.
  • Has in-depth know-how of Amazon algorithm and ASIN principles. Proficient in driving Amazon DSP and Search, gain share of visibility and build organic traffic for long-term success on Amazon. Drive the content optimization from B+ design to A+ content for product description pages and Brand page. On-hand experience of Rakuten Advertising center operation to drive on-platform advertising activities.
  • Develop D2C site in Japan with stakeholders from Region E-com and D2C operation team from the organization.
  • Share best practices on Amazon, Rakuten and D2C from Japan to the Region.



  • Work closely with the Japan Commercial team to achieve sell-out target on online channels. Support to deliver a strong margin for a variety of portfolios developed for online channels and adapted to Japan consumers
  • Work closely with Japan marketing manager and Asia marketing team to implement GPN branded campaigns and content on E-com marketplaces. Drive E-com performance marketing in collaboration with function head of E-com and Marketing on the Regional
  • Work closely with Japan Commercial team to achieve market vision and objectives in brand market share in online space
  • Collaborate actively with Japan commercial team and marketing team on the innovation agenda and Brand Plans
  • Collaborate with Japan Sales Director, to build monthly, quarterly, annual financial forecasts for E-com business.



What you will bring to GPN:



  • 5-years E-com experience in Japan market in an international company organization.
  • Hands on experience on running an E-comm sales on Amazon Japan site, Rakuten and Yahoo! Has know-how and excellent skills on seller center management and Marketing Solution operation under platforms.
  • Proficient knowledge and strategically build E-com operational excellence to grow traffic, conversion, basket size, repeat purchase, search visibility, share of voice.
  • Profound knowledge on Amazon ASIN, algorithm, search engine marketing operational skills.
  • Proven track record of delivering E-com performance and an expert with full channel scope on Amazon JP, Rakuten and Yahoo! Including all seller types. (Brand shop, 1P and 3P).
  • Expert in managing distributors or E-com partners and motivating them to implement key business initiatives on E-comm from both the brand side and retailer side.
  • Understanding of cross border and domestic e-commerce in terms of regulatory, pricing and cost breakdowns of value chain for both.
  • Direct experience of managing a joint business planning and building win-win relationships with Amazon and Rakuten KAMs in Japan.



  • Proven success of building organizational capacity and performance preferably in a young and high growth/ competitive environment.
  • Is persistent and resilient in the pursuit of objectives, willing to take on new challenges and works to resolve issues. Can accept failures but quickly rise to fight again.
  • Effective collaboration and partnership skills with both internal and external customers.
  • Excellent communication skills to clearly articulate his/her ideas/thoughts and drive support and alignment of key stakeholders.
  • Ability to easily work across a culturally diverse group of people and markets. Embraces diversity and inclusion as a key value.
  • Ability to quickly adapt, focus and deliver results in ambiguous and ever-changing situations.
  • Can effectively navigate complexity and ambiguity, with poise and confidence.


Other skills

  • Strong motivation, initiative and ambition.
  • Strong involvement and/or interest in sports.
  • Passionate about E-commerce and always learning attitude.
  • Ability to work to stretching targets in a dynamic industry.
  • Attention to detail and a customer care focus.
  • Strong computing, reporting and presenting skills.
  • Exceptional understanding of channel, category, shopper.
  • Exceptional communication and time management skills, complemented by strong analytical skills.



  • Should be a self-motivator, passionate about working in a high growth industry.
  • Willing to work with small teams like a self-driven entrepreneur.
  • Should not hesitate to ‘dirty his/her hands’ and lead from the front.
  • Should be advocating Glanbia values and should be seen living them in everyday life.



What we would like to offer you:

  • The opportunity to shape your career in our global organisation that is championing the healthy lifestyle movement!
  • Our Smart Working model advocates wellbeing by providing you with a greater choice in how you work and live, giving you a better work-life balance.
  • Create your nutrition formula with a discount on our GPN products!



At Glanbia, we celebrate diversity, because we know that our individual strengths make us stronger together. We welcome and encourage interest from a wide variety of candidates, and we will give your application consideration, without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, or disability status. 


At Glanbia our culture will celebrate individuality, knowing that together we are more.