Commercial Program Manager - Grocery & Retail

About the Team Grocery and Retail is a startup within the company, 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 the company's global platform. Our commercial organization supports a diverse portfolio of merchants, ranging from strategic Enterprise partners to thousands of small and medium-sized businesses. Successfully serving both requires a combination of high-touch relationship management and scalable commercial programs. We're looking for a Commercial Program Manager who will directly own a portfolio of Enterprise merchant relationships while also leading programs that improve how we support, engage, and grow our long-tail SMB business. About the Role As a Commercial Program Manager, you will operate across two critical areas of our commercial organization: Enterprise Account Management and SMB Program Management. You will directly manage a select portfolio of Enterprise merchants, owning the commercial relationship, business performance, and long-term growth strategy for those partners. You'll develop joint business plans, identify growth opportunities, lead business reviews, navigate operational challenges, and work cross-functionally to strengthen each partnership. At the same time, you will lead programs designed to improve how the company manages thousands of SMB merchants at scale. Rather than directly managing the SMB long tail, you'll build and optimize the programs, processes, segmentation strategies, reporting, automation, and commercial playbooks that enable Account Managers and Account Coordinators to effectively manage large books of business. This role is ideal for someone who combines strong commercial and relationship-management skills with structured program management, analytical thinking, and operational problem solving. Success requires the ability to move seamlessly between strategic merchant conversations and building scalable solutions for a complex commercial organization. What You'll Do Enterprise Account Management & Growth - 30% Own a select portfolio of Enterprise merchant partners, serving as the primary commercial point of contact and trusted advisor. Develop joint business plans focused on growing sales, improving operational performance, and strengthening long-term partnerships. Identify and execute growth opportunities across promotions, advertising, merchandising, product adoption, and other commercial levers. Lead regular business reviews using performance data and marketplace insights to identify opportunities and establish clear action plans. Lead commercial conversations and negotiations while balancing merchant objectives with the company's broader business priorities. Partner cross-functionally across Operations, Product, Marketing, Sales, and other teams to resolve merchant challenges and unlock growth. SMB Program Management & Commercial Strategy - 45% Own programs that improve how the company supports, engages, and grows thousands of long-tail SMB merchants. Lead commercial initiatives from strategy through execution, defining objectives, workstreams, stakeholders, timelines, and success metrics. Develop merchant segmentation and prioritization strategies that help commercial teams focus resources on the highest-impact opportunities. Build programs across merchant growth, lifecycle management, demand generation, operational performance, inventory and catalog health, and merchant engagement. Develop scalable engagement strategies that enable Account Managers and Account Coordinators to effectively manage large books of business. Partner cross-functionally across Operations, Product, Strategy, Marketing, Sales, and Analytics to launch and scale SMB initiatives. Process Improvement, Automation & Enablement - 15% Identify recurring operational challenges across the SMB long tail and develop scalable solutions that improve commercial execution. Standardize workflows, playbooks, and operating processes across large merchant portfolios. Identify opportunities to automate repetitive or manual work and improve Account Manager and Account Coordinator productivity. Build tools, playbooks, and resources that enable commercial teams to spend more time on high-value merchant engagement and growth. Partner with Product and Engineering to advocate for tooling and product enhancements that improve scaled merchant management. Data, Reporting & Commercial Insights - 10% Use merchant and marketplace data to identify trends, segment opportunities, prioritize initiatives, and inform commercial strategy. Develop reporting that provides visibility into merchant health, engagement, growth, and operational performance. Establish success metrics for SMB programs and measure their impact on merchant and business outcomes. Translate insights from Enterprise account management and SMB performance into clear recommendations for commercial leadership. Basic Qualifications 4+ years of experience in Account Management, Partner Management, Sales, Commercial Operations, Program Management, or a related commercial role. 4+ years of direct client-facing experience managing merchant, customer, or partner relationships, with demonstrated ability to build relationships, identify growth opportunities, and navigate complex commercial conversations. Demonstrated experience owning and executing complex, cross-functional programs from strategy through implementation. Strong commercial acumen with an understanding of the levers that drive partner growth, profitability, and long-term relationship value. Strong analytical skills with the ability to use data to identify opportunities, develop recommendations, and measure business impact. Demonstrated ability to manage multiple priorities and stakeholders in a fast-paced, ambiguous environment. Strong written and verbal communication skills, with the ability to influence both external partners and internal cross-functional stakeholders. Preferred Qualifications Experience managing Enterprise or strategic merchant/customer relationships, including joint business planning, business reviews, and commercial negotiations. Experience building programs or operating models designed to support large or long-tail books of business at scale. Experience in marketplaces, e-commerce, retail, grocery, restaurants, last-mile delivery, SaaS, or another technology-enabled commercial environment. Experience with process improvement, workflow automation, or commercial productivity initiatives. Experience developing merchant/customer segmentation, lifecycle management, or scaled engagement strategies. Fluency in SQL or demonstrated ability to independently work with data, dashboards, and reporting tools. Experience partnering with Product and Engineering teams to translate commercial pain points into scalable product or tooling solutions. 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 the company'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. You may be eligible for bonuses, equity, and other compensation, as well as a range of benefits. Offices remain key to collaboration and the company'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. the company 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. #J-18808-Ljbffr Uber