About the Role

Since 2020, Delivery at Uber has grown tremendously on the back of increased demand caused by the pandemic. Merchants across all categories have increased their investment and interest in their digital and delivery offering. Without having their own on-demand logistics capability, merchants are looking for a partner who can fulfill the requirement for last-mile delivery. With millions of drivers and couriers providing on-demand logistics through our existing marketplaces, Uber is well positioned to allow merchants to use our network of couriers, fulfilling the on-demand last-mile-delivery service for orders to their own app and website.

Uber Direct is our last-mile delivery-as-a-service solution. It enables merchants across a wide range of verticals-Food, Grocery, Retail, Ecommerce-to deliver orders generated on their own platforms (outside of Uber’s marketplace) using our expansive courier network. In addition to working directly with multiple retailers and e-commerce players, Uber Direct is also partnering with traditional third-party logistics providers to combine their strengths and provide an E2E logistic solution to all merchants.

This role will be a pillar of the Uber Direct team in France, reporting directly into the General Manager of Uber Direct. The Grocery Lead will be working very closely with the marketplace Eats and Grocery & Retail teams in France, cross-functional teams, as well as cross-countries Direct teams.

As Grocery Lead for Uber Direct in France, you will be owning the go-to-market, sales strategy and account management of the Grocery vertical for Uber Direct in France. You will manage a team of sales executives and account managers. With your team, you’ll be responsible for the full merchant lifecycle (from outreach to deal closing; from go-live to growth and renegotiation). You will be responsible for negotiating the right terms with each partner to ensure consistency on the market and balance our profitability overall. You’ll ensure that the operational & technical onboarding of our merchants goes well. You’ll manage the relationship with them after the first delivery and be responsible for growing our business with them. You’ll be responsible for setting the commercial targets for your team and monitoring their completion. You will play a leadership role on a cross-functional team, executing towards our vision and strategy of connecting e-commerce to final consumers. You will collaborate across internal teams including product, finance, legal, compliance, and operations to build the most compelling value proposition for our merchants!

What You Will Do

As Grocery Lead for Uber Direct in France, be a strategic pillar of the Uber Direct team, to support the growth of the France business:

• Develop the go-to-market strategy to grow our business within the Grocery & Convenience category. Structure the pipeline of your sales executives team and manage sales cycles from outreach to deal closing.
• Lead and coordinate end-to-end sales motion for Enterprise Direct prospects including qualification, education, pricing/quoting, contract negotiation to close deals
• Manage a team of sales executives and account managers, set a vision for your team, design your team roadmap and define priorities, set targets and milestones and monitor performance and progress against those
• Build strategic and long-term relationships to gain positioning with decision-makers while driving growth of Direct business within key enterprise accounts and prospects
• Advise enterprise merchants on their customer delivery journey and guide them to customize the delivery experience for their customers
• Communicate the value of Uber Direct to enterprise accounts. Seek and achieve logistics, same-day delivery, delivery-as-a-service industry knowledge to have enriching conversations with them
• Collaborate with operations and tech teams to build a compelling offering for each merchant, incl. new delivery capabilities and custom integrations features
• Refine merchant tiering and account management strategy by tier. Lead and coordinate end-to-end account management motion for each type of account (operational touchpoints, monthly business reviews, annual renegotiation) to drive growth and customer satisfaction
• Design the right external and internal dashboards to monitor our operational efficiency and identify opportunities for improvement both on Uber and the merchant side
• Leverage channel partners to accelerate Direct penetration within their merchants portfolio
• Contribute to Uber Direct offering improvement. Identify ways to develop further Uber Direct offering to answer merchants’ needs and build business case to unlock ops & product development

• Min 5 years of experience in E-Commerce or Account Management or Sales / Business Development or Operations in a start-up / scale-up or grocery player or e-commerce pure-player or experience in growing a business or other relevant experience for the role (incl. at least one experience of managing a team)
• Experience in leading a growing team, setting the right expectations and objectives and driving the team toward success
• Good knowledge of the delivery / logistic space and/or retail / grocery / e-commerce industry
• Experience in managing external stakeholders, ideally incl. negotiation experience.
• Empathetic when dealing with different people; able to quickly build relationships with external and internal partners
• Great commercial intuition, business acumen and judgment. Comfortable dealing with financial information and thoughtful about overall strategic choices
• Highly analytical and comfortable working with financial models and commercial metrics
• Strong appetence for operational and tech topics, ability to juggle multiple priorities at the same time.
• Ability to switch from strategic / conceptual thinking to pragmatic / operational topics, not afraid of getting your hands dirty. Strong problem-solving skills with a track record of launching new business lines or verticals or implementing complex cross-functional projects
• Proven ability to operate cross-functionally and influence without authority
• Entrepreneurial mindset and pro-activity. Comfortable navigating ambiguity and building in “start-up within a scale-up” environments. High adaptability to change and ability to execute quickly
• Fluent in English and French

• Demonstrated experience managing complex sales processes including RFQs, pricing strategy, and commercial negotiation is a plus.
• Expertise on the full sales cycle is a plus: prospecting, pitching & closing, preferably in a logistics, delivery, B2B, or last-mile company
• Experience working with 3PLs or traditional logistics providers is a plus
• Knowledge of on-demand, same-day, or instant delivery landscape is a plus.