Director, Supermarket, Drugstore, Discounter Channel – Drugstore

The  Director, Supermarket, Drugstore, Discounter Channel Channel - Drugstore is responsible for leading the end-to-end commercial strategy, SYSTEM P/L delivery, and execution governance for Drugstore customers in Japan. 

The Drugstore channel represents a high-frequency, promotion-driven retail environment with strong adjacency to health, beauty, and wellness categories. This role ensures profitable growth through disciplined RGMX deployment, optimized promotional investment, and strategic portfolio positioning. Acting as the system commercial leader for Drugstore customers, the role integrates Category Strategy, Shopper Marketing, Commercial Finance, and Bottler execution to drive sustainable growth and system profitability. 

Scope of Responsibility 

• Market: Japan 

• Customer Type: National and regional Drugstore chains 

• Categories: All beverage categories 

• Coverage: Customer P/L, Joint Business Planning (JBP), RGMX deployment, Portfolio & innovation commercialization, Trade investment governance, Franchise alignment 

• Stakeholders: 

• Japan OU commercial and marketing functions 

• Bottling partners nationwide 

• Drugstore customer senior leadership 

• Global commercial community (as relevant) 

Key Responsibilities 

1. Drugstore Channel Growth Strategy 

• Develop mid-term and annual Drugstore channel strategy aligned with SMDD priorities. 

• Leverage health & wellness occasions to drive category expansion and basket incidence. 

• Define channel-specific portfolio roles including functional beverages, premium offerings, and impulse SKUs. 

2. SYSTEM P/L Ownership & Investment Governance 

• Own and deliver SYSTEM P/L targets for Drugstore accounts. 

• Ensure disciplined promotional funding and ROI measurement. 

• Balance top-line acceleration with margin sustainability. 

3. RGMX Deployment & Promotional Optimization 

• Lead deployment of RGMX levers including: 

• PRICE-PACK ARCHITECTURE optimization 

• Promotional frequency and depth management 

• Mix improvement and premiumization 

• Assortment rationalization 

• Improve promotional ROI in a highly competitive funding environment. 

4. Joint Business Planning (JBP) 

• Lead annual and mid-term JBP with Drugstore customers. 

• Align innovation pipeline and commercialization strategies. 

• Identify incremental revenue pools through distribution expansion and category adjacency plays. 

5. Occasion-Based Activation & Execution Excellence 

• Ensure activation strategies reflect health-conscious and mission-based shopping behaviors. 

• Partner with Shopper Marketing to deliver differentiated in-store programs. 

• Drive strong execution compliance across bottlers. 

6. Franchise System Leadership 

• Align bottlers on unified negotiation and execution strategy. 

• Ensure national consistency with local execution agility. 

• Act as escalation point for funding and pricing decisions. 

7. Performance Management & Risk Mitigation 

• Track performance versus BP and LRP targets. 

• Monitor competitive pricing and private label dynamics. 

• Deploy corrective levers via pricing, mix, or distribution strategies. 

Qualifications & Experience 

• Bachelor’s degree in Business, Marketing, or related field required. 

• 8–12+ years of progressive experience in Key Account Management, Channel Strategy, RGMX, or Commercial leadership within FMCG/CPG. 

• Experience managing promotion-driven retail environments preferred. 

• Strong financial acumen and analytical skills. 

• Proven ability to negotiate complex commercial agreements. 

• Business fluency in English and Japanese required. 

Leadership Profile 

• Commercially disciplined and analytically rigorous 

• Strong negotiator in competitive retail settings 

• Strategic yet execution-oriented 

• Effective influencer within matrix and franchise systems 

• High ownership and accountability mindset