Head of Acquisition Sales, Grocery

2ヶ月前

Roppongi, Tokyo Uber

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

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

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