Client Partner, Strategic Partnerships

Deliveroo; City of Westminster; Hybrid; GBP 60,000 - 80,000; Full time

Job summary

A leading food delivery service is looking for a Strategic Partnerships Manager to join their new CPG team. This role focuses on leading relationships with key FMCG partners, developing strategic Joint Business Plans, and supporting a team of Senior Account Managers. The ideal candidate should have FMCG sales management experience, strong account management skills, and the ability to lead cross-functional collaborations. This position offers competitive benefits tailored to the UK market.

Benefits

Healthcare benefits

Generous annual leave

Equity options

Qualifications

• Strong understanding of FMCG market dynamics and trends.
• Experience in senior sales management roles within FMCG.
• Ability to build and maintain strong client relationships.

Responsibilities

• Lead day-to-day relationships with key FMCG partners.
• Develop and deliver strategic Joint Business Plans.
• Support and mentor a team of Senior Account Managers.
• Create compelling commercial value propositions.

Skills

Sales management

Account management

Stakeholder management

FMCG market knowledge

Negotiation skills

Organizational skills

Job description

Overview

This is a unique opportunity to join Deliveroo’s newly created CPG Strategic Partnerships team, piloted in 2025 and now established as a key strategic arm of our advertising business. The team works with a small, highly select group of our highest‑value FMCG partners, providing deep, consultancy‑style account management focused on strategic growth, long‑term value creation and joint business planning rather than high‑volume campaign management.

Responsibilities

• Strategic Partner Leadership
  • Own day‑to‑day relationships for a small portfolio (approx. 2‑3) of Deliveroo’s highest‑priority FMCG partners across categories such as Beverages, Snacking & Confectionery, BWS, Health & Beauty or Household.
  • Transform these relationships into expansive, collaborative, multi‑market partnerships.
  • Develop, negotiate and deliver 6‑18‑month strategic Joint Business Plans tied to commercial and advertising revenue goals.
  • Provide partners with consultancy‑style support: category insights, growth strategies, thought leadership and on‑demand commerce expertise.
• Team Leadership
  • Lead, mentor and develop a team of Senior Account Managers, each owning 2‑3 strategic partners.
  • Support hiring and help shape the culture and operating model of this newly formed team.
  • Build the team’s toolkit: frameworks, best practices, planning processes and ways of working.
• Commercial Strategy & Execution
  • Create compelling, insight‑led commercial value propositions tailored to each partner’s objectives.
  • Build and maintain a prioritisation framework to focus effort on the highest‑impact opportunities.
  • Track JBP delivery, manage investment and identify tactical interventions to course‑correct performance.
  • Contribute to Deliveroo’s wider FMCG Advertising strategy with market analysis, competitor intelligence and strategic recommendations.
• Cross‑Functional Collaboration
  • Partner closely with Deliveroo Media Sales, Grocery & Retail Merchant teams, Marketing, Operations and Product.
  • Advocate for partner needs internally while balancing Deliveroo commercial priorities.
  • Lead cross‑functional problem solving to create scalable, innovative partner solutions.

Qualifications

• Senior Sales Manager/Controller or similar role in the FMCG industry, with strong understanding of FMCG market dynamics, trends and challenges.
• Results focus – able to meet deadlines and launch tactical commercial activation initiatives to contribute to team revenue targets.
• Commercial and account management – build and maintain strong client relationships with a robust account management framework focused on shared value creation and partner growth.
• Thought leader – deep knowledge of FMCG industry trends and best practices, and FMCG marketing with the ability to communicate our value proposition in client settings.
• Self‑motivated, proactive and able to work independently or as part of a team with exceptional organisational and time management skills.
• Stakeholder Management – engaging, informing and gaining the support of various stakeholders; taking time to collaborate and build relationships; earning the respect and trust of others within the organisation through strong communication, negotiation and interpersonal skills.
• Confident, respectful & high energy – bring freshness, energy and passion into the team. Help create a working environment that is stable, safe, inclusive, supportive and enjoyable to work in.

Benefits

Benefits differ by country, but we offer many benefits in areas including healthcare, well‑being, parental leave, pensions and generous annual leave allowances. Bonuses, equity and other allowances vary by location. For country‑specific details, please contact your recruiter.