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Uber Logo Uber · Sales

Head of Grocery Merchant, Retail Japan

Japan, Tokyo · Job Posted February 17, 2026
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Job Description

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.

Job Responsibility

  • Drive Strategic Growth: Lead the account management team to unlock new opportunities within the grocery market, ensuring our partners thrive on the Uber platform
  • Navigate Complexity: Solve messy, high-impact problems for enterprise partners—often involving cross-functional coordination across product, operations, and legal teams
  • Master the Negotiation: Lead high-stakes negotiations and deal-making, focusing on long-term value creation and mutual trust rather than transactional wins
  • 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
  • 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
  • Scale Excellence: Champion operational best practices and leverage data insights (including SQL and analytics) to identify trends that inform business expansion and competitive differentiation
  • Build and Coach: Mentor a high-performing team of account managers, fostering a culture of ownership, adaptability, and excellence in execution

Requirements

  • Native-level Japanese and Business-level English are mandatory
  • Minimum 10+ years of experience managing large enterprise accounts, preferably within the Retail sectors
  • Proficiency in data analysis and SQL to drive informed decision-making and quantify partner impact
  • Proven experience in a leadership or senior-level consultative sales role within the Japan market

Nice to have

  • Deep knowledge of the Japanese Grocery or Retail industry trends and competitive landscape
  • Experience developing robust frameworks to solve unique challenges and managing complex projects with multiple dependencies
  • A track record of thriving in fast-paced, high-growth environments where priorities can shift rapidly
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