Commercial Lead, UBER Direct Germany

vor 2 Wochen

Berlin, Deutschland Uber Vollzeit

**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 a new business that focuses on last-mile delivery across all verticals - Online Food Delivery, Grocery, Retail, Ecommerce - empowering merchants to deliver orders generated on their own channels (outside of Uber's marketplaces) with the most convenient experience. Direct is rapidly growing the ways in which Uber connects the world. Our goal is to set the momentum that will transform Direct into a sizable part of our business by EOY'23. Uber Direct has the potential to be our next multi-billion dollar business.

This role will be a part of a newly formed Direct team in Germany, and will be working very closely with the Eats and New Verticals teams in Germany, the EMEA central Direct team and cross-functional counterparts.

As Head of Sales for Uber Direct in Germany, you will be owning the go-to-market and sales strategy of Uber Direct in Germany and manage a team of sales executives. With your team, you'll be responsible for the full sales cycle (from prospecting to deal closing). You'll prioritize the prospects across customer segments (e.g. food and non-food retailers, e-commerce players, aggregators) to fuel Uber's Direct growth in Germany. 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 liaise with the Account Manager team to ensure the operational & technical onboarding of our merchants goes well and hand over the relationship after the merchant is fully set up. 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 customers.
- As Commercial Lead for Uber Direct in Germany, be a strategic pillar of the Uber Direct team, to support the growth of the Germany business:

- **Develop go-to-market strategy** to grow pipeline and identify opportunities to break into whitespace accounts for Uber Direct
- **Build strategic relationships **to gain positioning with decision-makers while driving growth of new Direct business
- **Prospect into high-value accounts** that are ideal targets for Uber Direct
- **Communicate the value of the Uber Direct to Enterprise prospects and customers. Seek and achieve logistics, same-day delivery, delivery as a service industry knowledge to have enriching conversations with Enterprise Accounts.**:

- **Lead and coordinate end-to-end sales motion** for Enterprise Direct prospects including qualification, education, pricing/quoting, contract negotiation to close deals
- **Manage the sales executive team** and monitor performance and progress against targets
- **Build sales processes** and improve usage of Salesforce, **build performance dashboarding**

**Contribute to Uber Direct offering improvement**:

- Identify ways to develop further Uber Direct offering to answer partner's needs and build business case to unlock ops & product development - Basic Qualifications
- Min 5 years of experience in Sales or Business Development in a start-up / scale-up or growing a business or other relevant experience (incl. at least one experience of managing a team, preferably but not necessarily a sales B2B team)
- Expertise on the full sales cycle: prospecting, pitching & closing, preferably in a logistics, delivery, B2B, or last-mile company
- Experience in sourcing, negotiating and driving contracts to closure
- Great business acumen and judgment. Comfortable dealing with financial information and thoughtful about overall strategic choices
- Empathetic when dealing with different people; able to quickly build relationships with external and internal partners
- Experience in leading a growing team, setting the right expectations and objectives and driving the team toward success
- Appetence for operational and tech topics
- Entrepreneurial mindset and pro-activity
- High adaptability to change and ability to execute quickly
- Fluency in English and German
- Experience with using SFDC is a plus (or comfortable learning and using new software tools)
- Industry knowledge in

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