JOB DESCRIPTION:
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 company’s commercial and business trajectory, balancing short‑term performance with long‑term competitiveness, under conditions of uncertainty, supply constraint, regulatory change, and portfolio transition. The successful candidate will operate as a “mirror thinker” to the GM—able to debate, decide, and take ownership of enterprise‑level trade‑offs, 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 end‑to‑end commercial model (SFE, KPIs, targeting & segmentation, incentives, territory design, SFA, promotion optimization, field training)
- Make explicit trade‑off 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 enterprise‑level judgment
- Represent Japan with strong presence to Pacific Asia leadership and Japan senior management
- Build long‑term commercial capability through structured field training and leadership development
- Lead integrated Commercial–Supply decision‑making in partnership with ANSC, TPM, and 3PL, especially under supply constraints
- Commercialモデル全体の設計・運用（SFE、KPI、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
- ANSC、TPM、3PLと連携した、供給制約下でのCommercial–Supply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 trade‑off ownership
- Track record of balancing growth, margin, and sustainability
- Experience intentionally foregoing short‑term revenue for long‑term value
Transformation Ownership
- Hands‑on leadership of at least two of the following:
- Go‑to‑market or channel redesign
- Commercial prioritization under supply constraints
- Business model changes due to regulation or policy
- New business launch and scale‑up
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：
- Go‑to‑Market／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. Learning agility（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）
Bachelor’s 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
N/AIn specific locations, the pay range may vary from the range posted.
JOB FAMILY:
Sales Force
DIVISION:
ANI International Nutrition
LOCATION:
Japan > Tokyo : Mita South Tower, Minato-ku
ADDITIONAL LOCATIONS:
WORK SHIFT:
Standard
TRAVEL:
Not specified
MEDICAL SURVEILLANCE:
Not Applicable
SIGNIFICANT WORK ACTIVITIES:
Not Applicable
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