Head of Client Business, Ad & Media Company (A&M)

Job Description:

Business Overview

Rakuten Group provides more than 70 services in Japan and around the world. By organically connecting these services through a membership-based ecosystem centered on Rakuten members, we have built the unique and unparalleled “Rakuten Ecosystem.”
Since our founding in 1997, we have continuously expanded our business, with our core businesses including the online marketplace “Rakuten Ichiba” and the credit card business “Rakuten Card.” We have also successfully launched and grown our telecommunications business, “Rakuten Mobile,” establishing three key business pillars. Driven by these businesses, Rakuten Group has grown to achieve consolidated revenue of approximately JPY 2.3 trillion in fiscal year 2024.

Department Overview

The Ad & Media Company is required to expand and grow its advertising business as the fourth pillar of our business, which will drive the Group's future growth.

We have a vision of becoming the one-and-only marketing partner for our client companies by creating new business models. We aim to achieve this by leveraging our existing businesses-the internet advertising business "Rakuten Marketing/LinkShare," the marketing research business "Rakuten Insight," and the marketing solution business "Rakuten Data Marketing"-as well as all advertising operations across our 70+ services. By maximizing our assets, such as "Rakuten Members," "Rakuten Points," our "brand power," and "member data," we will utilize the synergy within the "Rakuten Ecosystem" as our core strength.

Position:

Why We Hire

The Rakuten Ecosystem, built by the Rakuten Group, has accumulated over 100 million IDs and vast amounts of purchasing data. We have yet to fully leverage this overwhelming asset.

We are now looking for a leader who can redefine this massive asset within the realm of ”advertising” and elevate it into the ”fourth pillar” that will drive the Group’s future growth. We are seeking a leader capable of spearheading this uncharted challenge.

To achieve this, we need the insights of individuals with a wealth of industry experience and connections. We are looking for those who find fulfillment in driving business at the very forefront of management and are eager to contribute to our mission.

1. Achieving discontinuous growth through Advertising × Rakuten’s Assets × AI

You will have the opportunity to build uncharted business models, leveraging our unique assets-over 100 million IDs, vast purchasing data, and cutting-edge AI technology-that are unparalleled in Japan

2. Expanding your professional influence and career

For those with extensive industry expertise and a robust network, this role offers the opportunity to drive Rakuten’s 'fourth pillar' in an environment close to executive management.

You will have the chance to elevate your career to the next level, encompassing the scope, project phase, and impact you have always envisioned.

Position Details

As the Head of Client Business for the entire advertising and marketing operations within the Rakuten Group, you will be responsible for formulating and leading the execution of cross-group sales strategies, client strategies, and organizational sales strategies.

The scope of this position is not limited to a single business unit, product, or sales department. You will be expected to maximize the value provided to client companies by integrating diverse advertising and marketing functions across the Rakuten Group, including the advertising businesses of services such as Rakuten Ichiba, Rakuten Card, and Rakuten Mobile, as well as the internet advertising, marketing research, and data marketing operations managed by the Ad & Media Company.

In collaboration with business leaders and sales organizations, you will drive the definition of key accounts, the design of client portfolios, the building of relationships with C-suite executives, the creation of strategic deals, and the optimization of sales resources.

Furthermore, you will lead the transformation of our client-facing structure. This involves shifting from a siloed model, where individual businesses propose products independently, to an integrated model that leverages Rakuten Group’s full suite of assets to solve clients' core management challenges.

This is a senior leadership position with comprehensive management responsibility for the entire client business. Beyond driving short-term revenue and profit growth, you will be tasked with strengthening our long-term client base, advancing our sales models, transforming organizational structures and business processes, and developing the next generation of sales management leaders..

・Formulate sales and client strategies that span the entirety of Rakuten Group’s advertising and marketing domain

・Design the group-wide client portfolio and identify key accounts

・Develop and drive cross-group account strategies for key clients

・Build relationships with senior executives at major advertisers, advertising agencies, and strategic partners

・Coordinate and integrate client touchpoints, business opportunities, and sales information dispersed across businesses and services

・Create and promote cross-group strategic and large-scale business opportunities

・Build integrated proposal models leveraging data, media, commerce, fintech, mobile, loyalty points, and other Rakuten assets

・Establish collaboration frameworks with the sales organizations, business leaders, and related departments of each advertising business

・Optimize group-wide sales resources, client coverage, and role allocation

・Lead the transformation from product-centric sales to solution-based sales focused on client challenges

・Drive structural reform of the sales organization, business process transformation, and productivity improvement

・Set revenue and profit targets, manage business performance, and oversee key deals

・Develop sales management personnel and next-generation business leaders

・Participate in business operations and key decision-making as a member of the Ad & Media Company management team

Work Environment

*As of September 2026
・Number of Employees: 690
・Average Age: Mid-30s
・Employee Composition: 30% new graduates / 70% mid-career hires

Many of our team members come from leading global companies.
・McKinsey & Company
・Boston Consulting Group (BCG)
・Kearney
・Bain & Company
・Meta
・Google
・Amazon
Our team includes many professionals from leading global firms.

Mandatory Qualifications:

Candidates should possess one or more of the following experience and qualities:

・Professional experience in a position of significant responsibility within a business corporation, consulting firm, or the advertising/marketing industry
・Strong analytical and problem-solving skills, with the ability to identify fundamental issues in complex situations and develop solutions from multiple perspectives
・Excellent communication and project management skills, with the ability to build strong relationships with diverse stakeholders - including senior executives, business leaders, and frontline teams - and drive alignment and consensus
・Ability to clearly articulate and visualize abstract concepts and insights


・Strong interest in leveraging Rakuten Group’s diverse assets to create new value and develop new businesses

Desired Qualifications:

Candidates should possess one or more of the following experience and qualifications:
・Proven experience driving business growth as a business leader, product leader, or sales leader
・Experience leading strategy development for senior management and/or large-scale business transformation initiatives at a consulting firm or similar organization
・Experience leading businesses with revenues in the tens of billions of yen, from strategic planning through execution and performance evaluation
・Deep practical expertise in advertising, digital marketing, and/or marketing research
・Experience managing businesses with a strong focus on P&L performance, as well as developing mid- to long-term business plans and budgets
・Experience leveraging data analysis tools such as SQL and Excel to drive data-driven decision-making
・Experience negotiating and collaborating with internation

Other Information:

Additional information on Location

Rakuten Crimson House
1-14-1 Tamagawa, Setagaya-ku, Tokyo, Japan

Additional information on English Qualification

English Requirement: Yes

*Examples include TOEIC, TOEFL, IELTS, etc.

*Details will be provided if you proceed to the selection stage.

If you do not have a score or a certificate, we will arrange for you to take the TOEIC IP test administered by our company during the selection process.

Rakuten Group, Inc. Homepage Link
・Benefits:https://corp.rakuten.co.jp/careers/benefit/
・Recruitment Information:https://corp.rakuten.co.jp/careers/information/ * Employment type is detailed
・Rakuten Culture:https://corp.rakuten.co.jp/careers/culture/

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