Senior Business Development Manager - Grocery & Retail

Deliveroo; Roma; On-site; EUR 26,000 - 30,000; Full time

Job summary

Deliveroo is seeking a Senior Business Development Manager to lead expansion in Rome and Lazio, focusing on premium grocery partners, store activations, and direct engagement with local store managers.

The role requires field activations, consultative selling, and hands-on onboarding to drive growth in a fast-paced, global brand environment.

Qualifications

• Sales & Activation experience in targeting new business and store activations.
• Field & on-site availability to visit stores and engage locals.
• Negotiation & stakeholder management across central and local teams.
• Strong communication with premium partners face-to-face, phone, and email.
• Tenacity and problem-solving to overcome on-site barriers.
• Industry knowledge in retail, grocery, or restaurant sectors.

Responsibilities

• HQ contract rollout & store activation through visits and direct engagement with store managers.
• Consultative selling and stakeholder engagement to demonstrate Deliveroo technology value.
• Hands-on onboarding support for partners joining the platform.
• Relationship building with local store teams and attendance at local events.
• Provide market insights to refine expansion strategy.

Skills

Sales experience

Field work

Negotiation

Communication

Tenacity

Industry knowledge

Job description

Senior Business Development Manager - Grocery

Our Global Structure

Deliveroo is now part of DoorDash, bringing together teams with even greater reach, scale, and ambition. Depending on your role, you may collaborate with teammates, systems, and leaders across DoorDash and Wolt. Together, we’re unlocking new possibilities as one global team.

Senior Business Development Manager

Join us in our mission to transform the way people shop and eat, where impact, innovation, and growth drive everything we do. Our Commercial team sits at the centre of Deliveroo’s marketplace—shaping how we serve restaurants, grocers, and new verticals worldwide. From negotiating key partnerships to unlocking new revenue streams and crafting data-led growth strategies, we take on big challenges that move the business forward. If you thrive in fast-paced, commercial environments and want to influence the future of a global brand—this is the team for you.

We’re looking for a Senior Business Development Manager to join our Rome team.

In this role, you’ll help us build new relationships with Rome and Lazio most premium and regarded grocery and stores, acting as a founding member of our regional growth efforts. You will drive both new business acquisition and the direct, hands‑on rollout for top accounts with framework agreements already in place at HQ level—visiting individual stores directly to guide their activation process from contract to go‑live.

What You’ll Be Doing

You will be a critical driver of our expansion in Italy, focusing on high‑end partnerships, account activation, and providing a world‑class onboarding experience for new merchants.

Here’s what your day‑to‑day might look like:

• HQ Contract Rollout & Store Activation: Work on existing framework agreements negotiated at Headquarters/Casa Madre level by visiting individual store locations, engaging directly with local store managers, and driving the end‑to‑end activation process.

Consultative Selling & Stakeholder Engagement: Communicate with store managers and business owners through physical in‑store visits, calls, and meetings to demonstrate the value of Deliveroo’s technology and ensure buy‑in at the local level.

Hands‑on Onboarding Support: Guide partners through the joining and technical setup process, offering on‑site support to ensure a seamless operational transition onto the platform.

Relationship Building: Maintain strong relationships with local store teams and attend local meet‑ups/events to stay connected with the regional retail and culinary community.

Market Expertise & Operational Feedback: Use your industry knowledge to demonstrate how our products solve real‑world challenges for premium partners, gathering local insights to refine our expansion strategy.

What You’ll Need to Thrive

Our ideal candidate will bring strong expertise in some of these areas and curiosity to grow in others:

Sales & Activation Experience: Significant experience in targeting new business with a "hunter" mindset, combined with a proven track record of executing store‑level activations for accounts with central framework agreements.

Field & On‑Site Availability: Willingness and confidence to spend time on the field, visiting individual stores and engaging directly with local managers and operational teams.

Negotiation & Stakeholder Management: Ability to navigate commercial discussions centrally and convince local store stakeholders to prioritize platform activation.

Strong Communication: Confidence dealing with premium partners face‑to‑face, over the phone, and via email.

Tenacity & Problem Solving: A resilient, proactive approach to overcoming operational barriers at the store level in a fast‑moving environment.

Industry Knowledge: A strong understanding of the retail, grocery, or restaurant industry is a significant plus.

Why Join Us?

At Deliveroo, you’ll do work that matters, solving real‑world problems in a three‑sided marketplace that’s constantly evolving.

We’re food lovers, problem solvers, community builders and more, brought together by a shared drive to make things better. Working here you can expect to:

Make a visible impact every day

Your work directly improves experiences for customers, partners and riders.

Work close to the market with autonomy, pace and real responsibility.

Build a career, not just a role

Stretch yourself, develop new skills and grow as the business evolves.

Deliver together in an inclusive culture

Collaborative, values‑driven teams that support how you work best.

We aim to create a fair process that lets your skills shine—our interview typically includes 3 stages. Find more about how we hire here .

Our Global Structure

Deliveroo is now part of DoorDash, bringing together teams with even greater reach, scale, and ambition. Depending on your role, you may collaborate with teammates, systems, and leaders across DoorDash and Wolt. Together, we’re unlocking new possibilities as one global team.

Compensation

The total target compensation (OTE (On-Target Earnings, ovvero la retribuzione totale prevista al raggiungimento del 100% degli obiettivi) for this role is €35,200 – €48,000 gross per year, of which the base salary range is €26,0000 – €30,000. The successful candidate's starting pay will fall within the pay range listed above and is determined based on a number of job‑related factors including, but not limited to, skills, experience, qualifications, work location, and market conditions.

This position is not eligible for consideration for an equity/RSU grant.

To learn more about our benefits, please do not hesitate to bring this up with your Talent Acquisition Partner!

Diversity, Equity and Inclusion

At Deliveroo, we know that a great workplace reflects the world around us and that true diversity and inclusion make us stronger, more creative, and better at what we do. We’re committed to fostering an environment where everyone can do their best work and feel they belong.

We believe in equality of opportunity and welcome candidates from all backgrounds regardless of age, gender, ethnicity, disability, sexual orientation, gender identity, socio‑economic background, religion, or belief.

If you have a disability or long‑term health condition and need support to apply for one of our roles, or require any reasonable adjustments during the recruitment process, you’ll have the opportunity to let us know once you’ve submitted your application. We’ll share details on how to request support so we can ensure you have a fair and equitable experience.

If you’re excited about making a real impact in a fast‑moving marketplace and growing your career alongside ambitious, supportive teams, we’d love to hear from you!

The successful candidate's starting pay will fall within the pay range listed below and is determined based on a number of job‑related factors including, but not limited to, skills, experience, qualifications, work location, and market conditions.

This position is not eligible for consideration for an equity/RSU grant.

Pay Range:

Diversity, Equity and Inclusion

At Deliveroo, we know that a great workplace reflects the world around us and that true diversity and inclusion make us stronger, more creative, and better at what we do. We’re committed to fostering an environment where everyone can do their best work and feel they belong.

We believe in equality of opportunity and welcome candidates from all backgrounds regardless of age, gender, ethnicity, disability, sexual orientation, gender identity, socio‑economic background, religion, or belief.

If you have a disability or long‑term health condition and need support to apply for one of our roles, or require any reasonable adjustments during the recruitment process, you’ll have the opportunity to let us know once you’ve submitted your application. We’ll share details on how to request support so we can ensure you have a fair and equitable experience.

If you’re excited about making a real impact in a fast‑moving marketplace and growing your career alongside ambitious, supportive teams, we’d love to hear from you!