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Uber Direct is looking for a strong commercial and strategic leader to own and scale the Retail vertical in Japan. As Head of Retail, you will be responsible for defining category strategy, driving sustainable revenue growth, and ensuring strong unit economics across the portfolio. You will own Retail OKRs end-to-end from merchant acquisition and expansion, to P&L performance, to long-term category strategy. Working closely with Operations, Product, Sales, and Global teams, you will translate merchant needs into scalable commercial models while balancing growth, reliability, and cost. This role calls for a highly analytical, merchant-obsessed leader who can operate fluidly between strategy and execution. You will be expected to make sharp trade-offs, influence senior stakeholders, and mobilize cross-functional teams in a fast-paced, ambiguous environment.
Job Responsibility:
Own the overall Retail vertical strategy for Uber Direct Japan, including grocery, convenience, pharmacy, and retail categories
Define category priorities, growth targets, and success metrics aligned with Uber Direct’s broader business goals
Act as the senior commercial owner for Retail, accountable for performance, roadmap, and results
Develop deep relationships with senior merchant stakeholders to become a long-term strategic partner
Own Retail vertical revenue, contribution margin, and profitability
Translate merchant and category strategies into clear financial plans, forecasts, and investment decisions
Identify and execute levers to improve unit economics in partnership with Ops and Finance
Partner closely with Operations to ensure retail use cases are operationally scalable, reliable, and cost-efficient
Collaborate with Product and Global teams to shape retail-specific product capabilities and influence roadmap priorities
Work with Sales, Account Management, and Support teams to ensure a consistent and high-quality merchant experience
Share Japan retail learnings with global teams while advocating for Japan-specific market needs and constraints
Apply global best practices thoughtfully within the local market context
Requirements:
Japanese native & business proficiency in English is a MUST have
8+ years of professional experience in commercial roles such as strategy, business development, category management, consulting, or general management (experience in retail, e-commerce, or logistics strongly preferred)
Strategic problem-solver with the ability to simplify complex situations and translate insights into clear action plans
Strong merchant empathy and business judgment, with a deep understanding of retailer economics and operational constraints
Nice to have:
Strong analytical and financial acumen, with the ability to link commercial decisions to P&L outcomes (Google Sheets / Excel proficiency required
SQL/Tableau a plus)
Proven leadership and cross-functional influence, including experience driving alignment across Ops, Product, and Sales teams