Senior Business Developer, Fleet Commercial Team

Amazon Eu Sarl (Spain Branch) - C16; Madrid; On-site; EUR 90,000 - 120,000; Full time

Job summary

Amazon Logistics is seeking a commercially minded Business Developer to own relationships with fleet management companies across nine European countries, driving end-to-end negotiations and governance for the delivery network.

You will design the Commercial Governance framework, lead cross-functional teams in operations, finance, and legal, and manage contractual enforcement, escalations, incentives, and penalties with multimillion-euro exposure.

Qualifications

• Experience with business development, partnership management, or sourcing new business.
• Experience structuring and negotiating complex agreements and leading cross-functional groups to orchestrate and successfully complete deals.
• Experience in developing, negotiating and executing business agreements.
• Experience influencing multiple stakeholders and leading cross functional teams across geographies and business units.
• Bachelor's degree.

Responsibilities

• Own the commercial relationship with fleet management companies across nine countries, serving as the primary point of accountability for contractual enforcement, commercial escalations, and off-contract discussions.
• Design, launch, and run the Commercial Governance workstream, establishing the governance framework and mechanisms that cross-functional partner teams follow.
• Lead commercial negotiations to resolve escalations involving financial or legal exposure, including contract interpretation, financial quantification, and liability-split discussions.
• Manage the incentive and penalty payment mechanism end to end, partnering with finance and operations teams to ensure accurate and timely execution.
• Coordinate cross-functional change management across fleet operations, legal, finance, and technology teams to align commercial outcomes with broader organizational goals.

Skills

Business development

Partnership management

Complex negotiations

Cross-functional leadership

Contract management

Education

Bachelor's degree

Job description

Are you a commercially minded negotiator who thrives on solving high‑stakes contractual challenges across multiple countries? Join Amazon Logistics as a Business Developer in our Fleet Management Companies (FMC) Commercial team, where you'll build trusted relationships with fleet management companies across nine European countries and represent Amazon in complex commercial negotiations. You will support end-to-end commercial relationships with fleet management companies, make binding commercial decisions, resolve escalations, and design the governance frameworks that internal partner teams follow. In this role, you'll manage contractual enforcement, incentive and penalty payment mechanisms, and commercial escalations involving multimillion‑dollar exposure. If you enjoy navigating complex negotiations where the financial stakes are significant, this role offers genuine scope and influence to make a meaningful impact on how Amazon's delivery network operates across Europe.

Key job responsibilities

• Own the commercial relationship with fleet management companies across nine countries, serving as the primary point of accountability for contractual enforcement, commercial escalations, and off-contract discussions.
• Design, launch, and run the Commercial Governance workstream, establishing the governance framework and mechanisms that cross-functional partner teams follow.
• Lead commercial negotiations to resolve escalations involving financial or legal exposure, including contract interpretation, financial quantification, and liability-split discussions.
• Manage the incentive and penalty payment mechanism end to end, partnering with finance and operations teams to ensure accurate and timely execution.
• Coordinate cross-functional change management across fleet operations, legal, finance, and technology teams to align commercial outcomes with broader organizational goals.

A day in the life

Your day involves interpreting contract clauses, quantifying financial exposure, and preparing negotiation positions before engaging in calls with fleet management company counterparts. You'll spend time aligning with legal, finance, and operations stakeholders to ensure everyone is working from the same set of facts. You'll also dedicate time to refining governance processes and tracking progress on the Commercial Governance workstream you are building from the ground up. Your work spans multiple countries and requires you to balance detailed contract analysis with strategic relationship management, moving between focused analytical work and collaborative problem‑solving sessions.

About the team

We are responsible for managing the commercial partnerships that keep Amazon's last‑mile delivery fleet operational across Europe.

We work at the intersection of operations, finance, and legal to ensure our fleet management agreements deliver value for Amazon and our delivery partners alike.

As we scale, we are investing in stronger governance and commercial rigor, and this role is central to that effort.

You will build robust relationships with external partners and grow your expertise in cross‑border commercial management within one of Amazon's most dynamic and fast‑moving organizations.

Our team values collaborative problem-solving, clear communication across geographies, and a commitment to creating sustainable partnerships that benefit all stakeholders.

BASIC QUALIFICATIONS

• Experience with business development, partnership management, or sourcing new business
• Experience structuring and negotiating complex agreements and leading cross-functional groups to orchestrate and successfully complete deals
• Experience in developing, negotiating and executing business agreements
• Experience influencing multiple stakeholders and leading cross functional teams across geographies and business units
• Bachelor's degree

PREFERRED QUALIFICATIONS

• Experience communicating with customers, technical, regulatory, business teams, and management to collect requirements, describe product features, and technical designs
• Experience working within a global company, with multi-country responsibilities
• Background in fleet leasing, commercial law, or contract management