Head of Grocery Merchant, Retail Japan

GreatMindsDon'tThinkAlike At Uber, we take pride in our diversity and working environment that sees you as more than just a person that can do the job, but a unique individual that can level up our organization with a perspective only you can offer. Uber provides a truly open culture that encourages all to voice their thoughts.

About The Team

Our Grocery & Retail business is a startup within Uber, a team focussed on growth and innovation, but with the support and leverage of Uber's large global ridesharing and delivery businesses. We own the delivery of everything that isn't restaurant food - think groceries, essentials, alcohol, pharmaceuticals, beauty, and more... Many of the opportunities and challenges we face are new for Uber and require creative solutions that cater to different customers, but we're able to solve them because we care deeply BuildwithHeart.

About the Role:

As the Head of Account Management for Grocery in Japan, you will be responsible for leading the team that manages our most strategic large-scale partnerships. This isn't a role for someone who wants to follow a pre-written playbook; it's for a leader who can build the playbook while the team is already in motion. You will navigate the high-stakes, complex landscape of the Japanese retail market, balancing the immediate tactical needs of our partners with the long-term strategic goals of Uber.

The challenge is real: you will deal with the ambiguity of a rapidly evolving sector, manage high-pressure negotiations, and drive growth in an environment where the \"right\" answer isn't always obvious. We are looking for a leader with grit, a consultative mindset, and the resilience to turn \"messy\" operational challenges into streamlined, scalable successes. If you are energized by the prospect of shaping the future of how Japan gets its essentials, this is where you'll grow.

What You'll Do

1\. Drive Strategic Growth: Lead the account management team to unlock new opportunities within the grocery market, ensuring our partners thrive on the Uber platform.

2\. Navigate Complexity: Solve messy, high-impact problems for enterprise partners-often involving cross-functional coordination across product, operations, and legal teams.

3\. Master the Negotiation: Lead high-stakes negotiations and deal-making, focusing on long-term value creation and mutual trust rather than transactional wins.

4\. Lead Through Ambiguity: Set a clear direction for your team amidst shifting market dynamics and imperfect information, ensuring everyone stays focused on high-impact initiatives.

5\. Own the Relationship: Build and maintain deep, strategic relationships with key stakeholders at the executive level, serving as a trusted advisor to Japan's largest retailers.

6\. Scale Excellence: Champion operational best practices and leverage data insights (including SQL and analytics) to identify trends that inform business expansion and competitive differentiation.

7\. Build and Coach: Mentor a high-performing team of account managers, fostering a culture of ownership, adaptability, and excellence in execution.

Basic Qualifications

1\. Language Proficiency: Native-level Japanese and Business-level English are mandatory for this role to navigate local partner needs and global internal collaboration.

2\. Account Management Experience: Minimum 10+ years of experience managing large enterprise accounts, preferably within the Retail sectors.

3\. Analytical Ability: Proficiency in data analysis and SQL to drive informed decision-making and quantify partner impact.

4\. Strategic Leadership: Proven experience in a leadership or senior-level consultative sales role within the Japan market.

Preferred Qualifications

1\. Domain Expertise: Deep knowledge of the Japanese Grocery or Retail industry trends and competitive landscape.

2\. Systems Thinking: Experience developing robust frameworks to solve unique challenges and managing complex projects with multiple dependencies.

3\. Adaptability: A track record of thriving in fast-paced, high-growth environments where priorities can shift rapidly.

Uber's mission is to reimagine the way the world moves for the better. Here, bold ideas create real-world impact, challenges drive growth, and speed fuelds progress. What moves us, moves the world - let's move it forward, together.