Managing Director, Commercial Uber Eats Japan

About the Team 

 

Restaurant Partners are the backbone of Uber Eats, allowing us to create outstanding consumer selection and powering the growth of our platform as we innovate and expand our suite of products. From global enterprise brands to legendary local mom-and-pop shops, they produce the incredible culinary variety that we deliver to our consumers every day. Japan’s unique, highly sophisticated culinary ecosystem and vibrant food culture are why Uber Eats Japan has grown to be one of our largest, most critical, and strategically vital growth markets globally outside of the United States.

 

About the Role

As the Managing Director, Commercial for Uber Eats Japan, you will play a pivotal role on the Japan Leadership Team instilling and driving commercial excellence throughout the business by leading and influencing cross-functionally. You will drive our commercial strategy, account retention, and growth performance for our entire existing merchant base, segmented from massive, complex Enterprise/Key Accounts to thousands of local Small and Medium Businesses (SMBs).

You will lead multiple highly motivated, high-performing teams across customer growth and commercial management—bringing exceptional talent to Uber and cultivating an inspiring employee experience. We need an experienced business leader and commercial strategist who is passionate about developing a world-class B2B account management organization within a hyper-competitive, high-standard marketplace.

You are a highly motivated self-starter, a masterful long-term relationship builder, and an inspiring leader who thrives at translating complex commercial insights into flawless business execution.

 

What You’ll Do

 

• Lead a World-Class B2B Organization: Build, run, and scale a high-caliber account management organization across Japan, setting the strategic vision for existing merchant growth and retention.
• Segmented Strategic Execution: Develop and execute tailored, highly distinct commercial strategies that address the complex corporate needs of Enterprise/Chain accounts as well as the scalable programmatic needs of our SMB partners.
• Drive Business Innovation: Act as a critical thought partner to regional leadership to expand existing businesses, maximize marketplace value, and seamlessly launch a range of new merchant-facing advertising and products.
• Commercial Metrics & KPIs: Establish rigorous business metrics, robust pipelines, and optimized commercial processes that drive high performance, in close partnership with regional Sales Operations.
• Cross-Functional Collaboration: Partner effectively in a matrixed environment with local marketing, strategy, analytics, legal, finance, product, and global HQ teams to align resources and execute regional objectives.
• Market & Competitive Intelligence: Deeply understand local industry nuances, macro-economic restaurant trends, and the competitive delivery landscape in Japan to proactively capitalize on market growth opportunities.
• Develop Next Gen Talent: Inspire, coach, and develop a diverse team of commercial managers and individual contributors, fostering a performance-driven culture built on career growth.

What You’ll Need

 

Must Have Experience

• Proven Commercial Leadership: A minimum of 15 years of robust commercial or B2B experience building, negotiating, and sustaining high-value corporate relationships.
• Large-Scale Pipeline Management: A proven track record of directly managing large-scale commercial pipelines, driving merchant retention, and scaling account monetization/bookings.
• Scale & People Management: 5+ years of experience managing large, multi-layered, and distributed teams of 50+ people, with a track record of developing leaders.
• Native-Level Japanese & Fluent English: Native-level fluency in Japanese (written and spoken) is required to successfully navigate high-level corporate Japanese etiquette and manage C-suite relationships with major national restaurant groups. Fluency in English is required for internal corporate reporting and cross-functional alignment with APAC and global HQ.
  
  

Nice to Have Experience

• Senior leadership experience within top-tier consumer internet companies, large-scale e-commerce businesses, online marketplaces, or prominent retail/hospitality networks in Japan is a strong plus.
• A deep established understanding of Japan’s retail, corporate, and restaurant group landscape is a strong plus.
  
  

Capabilities 

• GoGetIt Mindset: You’re willing to embrace the grind, overcome adversity, and play to win for the people we serve, seizing every opportunity to push the envelope. You have a strong bias for action.
• Cross-Functional & Trusted Partner: You can build deep, trust-based relationships across a highly matrixed global organization; genuinely seeking and incorporating other's views to effectively operationalize initiatives with a mindset of accountability but not control.
• Data-Driven Problem Solver: You comfortably dive into complex marketplace data to identify challenges, spot operational or engagement gaps for our partners, and build immediate solutions.
• Culture Champion: You know how to support, challenge, and develop a team of high performers, turning them into a cohesive, world-class unit while passionately embodying the values of Uber.

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