About the Team
Grocery and Retail is a startup within Uber, focused on building the future of on-demand commerce. We power delivery across groceries, alcohol, convenience, pet, pharmacy, retail, and more—combining the speed and innovation of a startup with the scale of Uber's global platform.
The Alcohol team partners with leading retailers across the country to help them grow their businesses on Uber Eats. Our Partner Management organization owns these relationships end-to-end, working directly with merchants to drive growth, improve operational performance, increase adoption of Uber's products and commercial solutions, and build durable, long-term partnerships.
We're looking for a Partner Manager to own a portfolio of strategic Alcohol merchant relationships and serve as the primary commercial point of contact between those partners and Uber.
About the Role
As a Partner Manager on Uber's Alcohol team, you will own the strategy, performance, and overall relationship for a portfolio of Enterprise Alcohol merchants.
You will serve as a trusted advisor to your partners, developing a deep understanding of their businesses and working collaboratively to identify opportunities to grow sales, acquire and retain customers, improve operational performance, and expand their partnership with Uber.
You will own your accounts end-to-end—from developing annual and quarterly growth strategies to leading business reviews, negotiating commercial agreements, executing promotional and advertising plans, resolving operational challenges, and driving adoption of new Uber products and capabilities.
Internally, you will act as the voice of your merchants and quarterback the cross-functional teams required to deliver against shared priorities. You'll work closely with Operations, Product, Marketing, Advertising, Finance, Analytics, Sales, Integrations, Legal, and other teams to solve complex problems and unlock growth.
This role requires a combination of strong relationship management, commercial acumen, analytical thinking, negotiation skills, and operational problem solving. The ideal candidate is comfortable moving between executive-level partner conversations, detailed performance analysis, commercial negotiations, and hands-on execution.
What You'll Do
Own Strategic Partner Relationships
- Own a portfolio of Enterprise Alcohol merchant partners, serving as the primary commercial point of contact and trusted advisor.
- Develop deep, multi-threaded relationships across partner organizations, from day-to-day operators to senior and executive leadership.
- Build a deep understanding of each partner's business, priorities, competitive landscape, and long-term strategy.
- Develop annual and quarterly account plans with clear objectives across growth, operational performance, commercial investment, product adoption, and partnership health.
- Maintain a strong understanding of the Alcohol industry and broader competitive landscape to bring relevant insights and opportunities to partners.
- Represent Uber externally with credibility and act as the internal voice of your partners across the organization.
Drive Merchant Growth & Commercial Performance
- Own overall business performance across your portfolio and maintain a clear understanding of the drivers behind merchant growth and performance.
- Develop joint business plans focused on growing sales, trips, customer acquisition and retention, and long-term partnership value.
- Identify, size, prioritize, and execute growth opportunities across promotions, advertising, merchandising, assortment, pricing, product adoption, and other commercial levers.
- Develop promotional and investment strategies around key seasonal and category moments, partnering with merchants to maximize incremental impact.
- Drive adoption and investment across Uber's advertising and promotional products, including merchant-funded offers, sponsored listings, and other demand-generation opportunities.
- Use merchant, consumer, operational, and marketplace data to identify trends, diagnose performance, and develop actionable recommendations.
- Establish clear performance targets and maintain accountability for delivering against account-level growth and commercial objectives.
Lead Business Reviews & Strategic Planning
- Lead recurring business reviews with merchant stakeholders, translating performance data and marketplace insights into clear opportunities and action plans.
- Develop compelling, data-driven narratives that help partners understand performance, competitive trends, customer behavior, and areas of opportunity.
- Establish shared priorities, owners, timelines, and success metrics with partners and maintain accountability against agreed-upon initiatives.
- Build forward-looking growth strategies rather than simply reporting historical performance.
- Regularly communicate account performance, opportunities, risks, and strategic priorities to internal leadership.
Own Commercial Negotiations & Partnership Strategy
- Lead commercial conversations and negotiations across your portfolio, balancing merchant objectives with Uber's broader business priorities.
- Support new agreements, renewals, amendments, and other commercial negotiations in partnership with Legal, Finance, and internal leadership.
- Understand the economics of your partnerships and identify opportunities to improve both merchant value and Uber's long-term economics.
- Navigate complex or sensitive partner conversations while maintaining strong relationships and protecting Uber's commercial interests.
- Identify potential partnership risks early and develop strategies to address them before they impact merchant retention or performance.
Improve Operational Performance
- Maintain a detailed understanding of the operational health of each partner across availability, fulfillment, cancellations, inventory, catalog quality, customer experience, and other critical marketplace metrics.
- Proactively identify operational issues impacting merchant or customer performance and coordinate cross-functional resources to resolve them.
- Partner with Operations, Integrations, Product, and technical teams to address systemic merchant challenges and improve the reliability of the partnership.
- Develop clear action plans with partners to improve operational performance and measure progress over time.
- Ensure partners are positioned to successfully execute during high-volume seasonal periods and other critical business moments.
Drive Product Adoption & Merchant Experience
- Become an expert in Uber's merchant products, tools, and capabilities and identify opportunities to increase adoption across your portfolio.
- Partner with merchants on launches and adoption of new products, integrations, operational capabilities, advertising solutions, and customer experiences.
- Gather structured merchant feedback and translate partner needs into clear recommendations for Product, Engineering, Operations, and other internal teams.
- Advocate for merchant priorities internally while balancing those needs against broader marketplace and business objectives.
Lead Cross-Functional Execution
- Serve as the internal quarterback for your merchant relationships, bringing together the right teams and resources to deliver against partner priorities.
- Partner closely with Operations, Product, Marketing, Advertising, Finance, Analytics, Integrations, Sales, Legal, and other teams to execute account strategies.
- Create clarity around ownership, timelines, and next steps for complex initiatives involving multiple internal and external stakeholders.
- Escalate critical merchant issues appropriately and drive them through resolution.
- Maintain strong internal communication so leadership and cross-functional stakeholders have visibility into major opportunities, risks, and decisions across your portfolio.
Basic Qualifications
- 4+ years of experience in Account Management, Partner Management, Sales, Business Development, or another client-facing commercial role.
- 4+ years of experience directly managing Enterprise, strategic, merchant, customer, or partner relationships.
- Demonstrated experience owning business performance and developing strategies that drive partner growth and long-term relationship value.
- Demonstrated ability to build strong relationships with external stakeholders and navigate complex partner organizations.
- Experience leading commercial conversations and negotiations.
- Strong commercial acumen and understanding of the levers that drive revenue, customer acquisition, profitability, and partner growth.
- Strong analytical skills with the ability to independently use data to diagnose performance, identify opportunities, and develop recommendations.
- Demonstrated ability to manage multiple complex partner relationships and priorities simultaneously.
- Strong cross-functional leadership skills and demonstrated ability to influence stakeholders without direct authority.
- Excellent written and verbal communication skills, including the ability to communicate effectively with senior external and internal stakeholders.
Preferred Qualifications
- Experience managing large Enterprise or strategic merchant/customer relationships, including joint business planning, executive business reviews, and commercial negotiations.
- Experience in Alcohol, Grocery, Retail, Convenience, restaurants, e-commerce, marketplaces, last-mile delivery, or another technology-enabled commercial environment.
- Knowledge of the beverage alcohol industry, including retailer economics, regulatory considerations, seasonal trends, and the competitive landscape.
- Demonstrated experience growing accounts through promotions, advertising, merchandising, product adoption, operational improvements, or other commercial levers.
- Experience owning or influencing contract renewals and complex commercial negotiations.
- Experience working with merchant integrations, POS providers, inventory systems, or other retail technology.
- Experience partnering with Product and Engineering teams to translate merchant needs into product or technical solutions.
- Experience using data and dashboards to independently evaluate account performance and develop actionable recommendations.
- Fluency in SQL or demonstrated ability to independently work with large datasets, dashboards, and reporting tools.
- Experience working with senior and executive-level stakeholders at large external partner organizations.
Responsibilities
For Chicago, IL-based roles: The base salary range for this role is USD $107,000 per year - USD $119,000 per year.
For New York City, NY-based roles: The base salary range for this role is USD $119,000 per year - USD $132,000 per year.
For all US locations, you will be eligible to participate in Uber's bonus program, and may be offered an equity award & other types of comp. All full-time employees are eligible to participate in a 401(k) plan. You will also be eligible for various benefits.
About Us
Ready to Ride?
This isn't the kind of place where you follow a playbook — it's where you help write one. If you're driven by impact, energized by challenge, and ready to shape how the world moves — we'd love to hear from you.
You may be eligible for bonuses, equity, and other compensation, as well as a range of benefits. Explore our benefits.
Offices remain key to collaboration and Uber's culture. Unless approved for full remote work, employees must spend at least 50% of their time in-office. Some roles, like those at greenlight hubs, require full-time in-office presence. Ask your Recruiter for details about this role's requirements.
Uber is proud to be an Equal Opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you have a disability or special need that requires accommodation, please let us know by completing this form.
