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About the Team:

Grocery & Retail is a startup within Uber: a fast-growing team focussed on building Uber's non-restaurant delivery business, spanning groceries, essentials, alcohol, pharmaceuticals, beauty, and more. With the backing of Uber's global platform and customer base, we are transforming how Japanese consumers shop and how retailers reach customers. The market is highly fragmented, and traditional retailers are conservative - but with creativity, resilience, and smart strategy, we are unlocking significant new growth.

About the Role:

As Head of Acquisition (Japan, Grocery & Retail), you will lead our efforts to bring new enterprise and mid-market retailers onto the Uber platform. You will manage a team of Account Executives, set strategy, and directly engage with top merchants to secure new partnerships. This is a critical leadership role: you will define our approach to acquisition in a conservative, complex market and help shape the long-term success of Uber's retail vertical.

Your Impact in Role:

• Lead the acquisition of new merchants across grocery, liquor, pharmacy, and broader retail.
• Develop and execute acquisition strategies, tailoring approaches for enterprise and mid-market retailers.
• Support, coach, and motivate a team of Account Executives to deliver results under pressure.
• Personally negotiate with priority merchants, balancing retailer profitability with consumer affordability.
• Collaborate with internal teams (Direct Sales, Sales Ops, APAC stakeholders) to design customised solutions for merchants

The Experience You'll Bring:

• Proven experience in negotiation and business development with retailers, FMCG/CPG, e-commerce, or consulting backgrounds.
• Strong people management skills, with a track record of coaching and developing high-performing sales teams.
• Problem-solving ability, intelligence, and resilience to navigate a challenging, conservative market.
• Flexibility and adaptability in balancing strategic planning with executional detail.
• Understanding of e-commerce, quick commerce, or online grocery (Netsuper) models.

Advanatageous, but not essential experience:

• Experience acquiring new customers for online platforms.
• Direct background in retail, CPG, or online grocery.
• Ability to influence both senior executives and operational teams in retailers

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.
Offices continue to be central to collaboration and Uber's cultural identity. Unless formally approved to work fully remotely, Uber expects employees to spend at least half of their work time in their assigned office. For certain roles, such as those based at green-light hubs, employees are expected to be in-office for 100% of their time. Please speak with your recruiter to better understand in-office expectations for this role.
Accommodations may be available based on religious and/or medical conditions, or as required by applicable law. To request an accommodation, please reach out to accommodations@uber.com.