Abbott Nutrition Japan Commercial Director

Working at Abbott

At Abbott you can do work that matters grow and learn care for yourself and family be your true self and live a full life. You will have access to:

• Career development with an international company where you can grow the career you dream of.
• A company recognized as a great place to work in dozens of countries around the world and named one of the most admired companies in the world by Fortune.
• A company that is recognized as one of the best big companies to work for as well as a best place to work for diversity working mothers female executives and scientists.

Abbott Nutrition International (ANI)

Our nutrition business develops science-based nutrition products for people of all ages from helping babies and children grow to keeping adult bodies strong and active. Millions of people around the world count on our leading brands including Similac PediaSure Pedialyte Ensure Glucerna and ZonePerfect to help get the nutrients they need to live their healthiest life.

Primary Function / Primary Goals / Objectives主な役割目標目的

The Commercial Director (CD) at ANI Japan is not a functional sales leader but a core member of the country leadership team and a true thought partner to the General Manager. This role exists to shape and steward the companys commercial and business trajectory balancing shortterm performance with longterm competitiveness under conditions of uncertainty supply constraint regulatory change and portfolio transition. The successful candidate will operate as a mirror thinker to the GMable to debate decide and take ownership of enterpriselevel tradeoffs using Commercial as the starting point rather than the boundary in addition to convert the strategy into feasible operation.

ANI JapanのCommercial Directorは単なる売上責任者ではありません
本ポジションはCommercialを起点にGMと同じレイヤーで会社全体の意思決定を担う中核経営人材です

非連続な変革フェーズにおいて戦略の実装のみならず短期業績と中長期競争力のトレードオフを引き受け経営判断を背負うGMのMirror Thinkerとしての役割を期待します

Core Job Responsibilities / Accountability / Scope主な職務責任範囲

• Own and evolve the endtoend commercial model (SFE KPIs targeting & segmentation incentives territory design SFA promotion optimization field training)
• Make explicit tradeoff decisions across revenue margin channel mix investment and future capability
• Serve as a key member of the Japan Leadership Team challenging and supporting GM decisions with enterpriselevel judgment
• Represent Japan with strong presence to Pacific Asia leadership and Japan senior management
• Build longterm commercial capability through structured field training and leadership development
• Lead integrated CommercialSupply decisionmaking in partnership with ANSC TPM and 3PL especially under supply constraints
• Commercialモデル全体の設計運用SFEKPIターゲティングセグメンテーションインセンティブテリトリーSFAプロモーション最適化フィールドトレーニング
• 売上Marginチャネルミックス投資回収将来競争力のトレードオフ判断の主導
• Japan Leadership Teamの一員としてGMと対等な経営議論および意思決定への参画
• Pacific Asia RegionおよびJapan Senior Managementとの戦略整合と実行支援
• フィールド人材の育成および次世代リーダーの成長支援
• ANSCTPM3PLと連携した供給制約下でのCommercialSupply意思決定の主導

Required Skills and Competencies必要とされるスキルおよびコンピテンシー

Commercial Leader with P/L Judgment

• Senior commercial leadership experience with real tradeoff ownership
• Track record of balancing growth margin and sustainability
• Experience intentionally foregoing shortterm revenue for longterm value

Transformation Ownership

• Handson leadership of at least two of the following:
  • Gotomarket or channel redesign
  • Commercial prioritization under supply constraints
  • Business model changes due to regulation or policy
  • New business launch and scaleup

Critical Attribute: Accountability

• Willingness to own decisions not just recommend them
• Ability to challenge at peer level with GM and leadership team
• Comfort taking responsibility under uncertainty

In addition it is desirable for candidates to demonstrate the following ANI behaviors:

Will to Win Continuously striving for higher goals without becoming complacent with the status quo. Learning Agility Demonstrating a strong appetite for learning and personal growth. Sense of Urgency Taking prompt and proactive action. Integrity Consistently acting in an ethical manner and with personal accountability.

Commercial P/L判断経験

• シニアCommercialポジションでの実務経験
• 売上最大化だけでなくMarginチャネル投資を含むトレードオフ判断を当事者として実施
• 短期売上を意図的に手放した経験

変革フェーズの当事者経験

以下のうち2つ以上を責任者として経験

• GotoMarketチャネル再設計
• 供給制約下でのCommercial Priority設計
• 規制制度変更に伴う事業モデル修正
• 新規ビジネス立ち上げスケール

コア資質Accountability胆力

• 正解よりも責任を引き受ける判断力
• GMや経営陣と対等に議論できる胆力
• 不確実性の中でも意思決定をする覚悟

加えて下記のANI behaviorを体現化できることが望ましい

1. Will to win現状に安住せず常に上を目指す

• 現状に安住することなく結果をだすことにこだわり創意工夫と努力を尽くす

2. Learningagility貪欲に学ぶ

• 顧客や市場競合の変化をとらえ理解し対応策を考え行動に移す
• 仕事や業務の改善点をみつけ改善に向けて動く
• 過去の経験をそのまま当てはめるのではなく現在の状況に即して応用し学びとして活動に活かす
• 自らも精力的に学びの共有やそれらの奨励を行い組織としての学びを加速することに貢献する

3. Sense of urgencyすぐに行動を起こす

• 問題点や課題が発生する前に先回りして未然に防ぐための手立てを取る
• 問題点や課題を見つけたら放置せずすぐに共有し対応策を検討し解決に向けて動き出す
• 自分だけで解決しようとせず課題解決に必要なメンバーに声をかけ協力を仰ぐ

4. Integrity人として恥ずかしくない行動を貫く

• 社内社外を問わずまた部署や役職にかかわらず常に敬意をもって人と接する
• 誰でも正直に透明性を持って公平に接する
• 常に他の意見を歓迎し尊重する
• 倫理的に正しく事業を遂行することを常に意識し実践する

Education Required必要とされる知識および教育レベル

Bachelors degree or equivalent experience/qualification

４年生大学卒業者およびそれと同等の資格を有する者

Experience / Knowledge / Certification必要とされる経験知識資格

• Experience in the consumer goods and pharmaceutical industries
• Consider experience in MedTech (diagnostics and medical devices) if no pharma experiences
• Experience in regulated FMCG industries
• コンシューマーと医薬品業界の経験
• 医薬品でなければMedTech診断デバイスの経験も考慮する
• 規制のあるFMCG業界の経験

The base pay for this position is

In specific locations the pay range may vary from the range posted.