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Director of Business Development - US Membership

Business Planning & Strategy
Rakuten USA, Inc.
00011258 Requisition #
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Rakuten, Inc. is the largest ecommerce company in Japan and the 3rd largest ecommerce marketplace in the world.  Rakuten provides a wide variety of consumer and business-focused services including ecommerce, e-reading, affiliate marketing, banking, credit cards, media, adtech and professional sports.  The company is expanding globally and currently operates throughout Asia, Europe, and of course the Americas.


At Rakuten USA, we offer competitive salaries, benefits, annual bonuses, a stocked kitchen and a dynamic office environment.  We love investing in our people and when it comes down to it, we think our entire team is pretty awesome.  As a technology-focused company, we understand the importance of an energizing atmosphere that promotes collaboration and innovation.  If you get a kick out of using your skills to build and deliver real value, this role is for you.


The Director of Business Development supports the SVP, Membership & Partnerships in closing strategic alliances, the management of key executives and stakeholders across Rakuten’s multiple lines-of-business, the operational execution of the Global Membership development plan for the Americas, as well as driving external third-parties for the provision of our ecosystem’s loyalty program. 


This position requires an individual with strong commercial partnership experience, as well as practical marketing skills; existing knowledge of customer-centric communications and loyalty is also a requisite. Much of the early focus of this role requires a mix of executional support across business units – and managing stakeholders in a matrixed environment – plus a clear focus on implementing our strategic development plan. We need an individual w/ the ability to operate ‘hands on’, while pushing our future state / vision. Global Membership is a cross-functional group, with a mandate around innovation and constructively helping change the way in which the broader Rakuten Group operates  The ideal candidate comes with a genuine entrepreneurial spirit; he/she must demonstrate they are low-ego and high-delivery and are willing to challenge the status quo, in creative ways.  An understanding of the ecommerce vertical – as well as operating in an international environment - is valuable. Much more important is the attitude to get stuff done, to think around a problem in a pragmatic way, to effectively engage subject matter experts and deliver best-in-class solutions…and to work each day with true energy, a real purpose and a sense of humor. 



  • Strategic Alliances & Partnerships
  • Member Lifetime Value Management
  • Cross Business Unit Collaboration
  • Supporting the development of our Club Rakuten concept in the U.S. and the contextual integration within key business units (e.g. Ebates).  This includes a focus on key vertical partners, to augment Rakuten’s business units.
  • Building out the ecosystem. The creation of strategic partnerships is a critical aspect of the Global Membership strategy; the Director of Business Development plays an invaluable role in the hunting, qualification and closing of partners; collaborating with other Business Development teams and internal, C-level stakeholders.
  • Helping develop sophisticated, data-driven marketing capabilities, which ensures the eventual Club Rakuten member experience is personalized and relevant. This role works very closely with marketing executives, as well as various product / technology teams, to deliver robust customer journeys; supporting the business case around member LTV.


  • Overall 10+ Years Experience
  • Business Development | Partnership Experience
  • Loyalty | Customer-Centric Marketing
  •  Cross-Functional | Matrixed Navigation
  • Advanced negotiation skills            
  • Record of selling in complex partnerships
  • Product and value-prop development
  • Business case & economic modeling

Any unsolicited resumes/candidate profiles submitted through our website or to personal email accounts of employees of Rakuten and any subsidiaries of Rakuten are considered property of Rakuten and any subsidiaries of Rakuten and are not subject to payment of agency fees.  

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