About the Role
We're looking for a strategic leader to build and lead our merchant strategy and sales organization. You'll be responsible for driving merchant growth, developing high-performing teams, and shaping the future of food delivery in Japan. This role combines strategic vision with hands-on sales leadership, requiring someone who can execute in short-term sprints while maintaining long-term focus.
What You'll Do
Team Leadership-
Recruit, coach, and lead a high-performing team of strategy and sales professionals
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Build a motivated team culture grounded in psychological safety, authenticity, and enablement
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Provide comprehensive leadership that upholds Uber Values
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Foster collaboration with cross-functional partners including operations, marketing, product, finance, and customer support
Merchant Strategy & Growth-
Develop and execute scalable merchant growth strategies aligned with business objectives
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Analyze market trends, competitor activities, and customer feedback to refine strategy
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Prepare strategic presentations with actionable insights for executive reviews
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Lead Joint Business Planning discussions with mid-market merchants
Sales Leadership-
Build and inspire a sizeable sales team to acquire and deepen merchant partnerships across multiple products
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Establish a solution-based account management culture focused on development, integrity, and results
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Set ambitious sales targets and monitor performance through data-driven analysis
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Build long-lasting relationships with key merchant partners through executive coverage
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Partner with operations and product teams to shape the future of food delivery
Merchant Experience-
Implement data-driven analytics to improve merchant quality and experience
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Optimize onboarding, support, and compliance processes
What You'll Need-
10+ years in general management, consulting, or strategic sales with experience leading teams of 30+
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Business-level Japanese (advanced) and fluent English
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8+ years working in Japan
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Proven ability to build motivated teams through coaching and enablement
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Strong strategic thinking with the ability to translate data into actionable insights
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Excellent business judgment and ability to establish priorities quickly
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Ability to balance short-term execution with long-term vision, and local priorities with global alignment
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Experience in matrixed environments with cross-functional stakeholders
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Strong organizational and project management skills
Bonus Points 