Lead, Channel Development

foodpanda; Taguig; On-site; PHP 1,500,000 - 2,700,000; Full time

Job summary

foodpanda in Metro Manila seeks a Senior Commercial Manager to lead a team of Channel Development Managers, set KPIs, allocate accounts, and map careers.

You will establish Joint Business Planning standards, drive executive engagements with directors and VPs, and steer multi-year contract renewals and joint ventures.

Candidates should have 6–8+ years in commercial management or channel leadership in fast-moving consumer, retail, or ecommerce, plus 2–3 years of people leadership.

Qualifications

• 6–8+ years of commercial management, channel leadership, or related experience in quick-commerce, e-commerce, FMCG, or retail.
• 2–3 years of direct people leadership of account management or commercial teams.
• Proven ability to negotiate multi-million-dollar deals with C-suite executives.
• Strong commercial and analytical skills in P&L, co-marketing funds, margins, and data analytics.
• Leadership, influence, and ability to drive cross-functional collaboration in a matrix organization.
• Bachelor’s degree in Business Administration, Commercial Management, Economics, Marketing, or related field; MBA a plus.

Responsibilities

• Manage, mentor, and build a team of Channel Development Managers, setting clear KPIs, account allocation strategies, and career development paths.
• Establish team-wide standards for Joint Business Planning, account reviews, financial forecasting, and campaign execution.
• Serve as senior commercial lead for enterprise partners, driving executive engagement with Directors, VPs, and Country Heads.
• Lead multi-year contracts, joint ventures, commission structures, and platform growth across enterprise accounts.
• Own target setting, GMV growth, order volume, and profitability pathways across key retail sub-verticals.
• Drive platform ad monetization, co-funded marketing budgets, and featured vendor programs to maximize partner visibility and revenue.
• Partner with Country Leadership, Marketing, Logistics/Operations, and Finance to optimize SLAs and campaigns.
• Translate market feedback into operational and product enhancement requests for local and regional teams.

Skills

Channel development

Key account leadership

Commercial management

Executive negotiations

Education

Bachelor’s degree in Business Administration/Economics/Marketing

MBA (plus)

Tools

Tableau

Looker

Advanced Excel

Job description

foodpanda is part of the Delivery Hero Group, the world’s pioneering local delivery platform, our mission is to deliver an amazing experience—fast, easy, and to your door. We operate in around 65 countries worldwide. Headquartered in Berlin, Germany. Delivery Hero has been listed on the Frankfurt Stock Exchange since 2017 and is part of the MDAX stock market index.

Job Description

Manage, mentor, and build a team of Channel Development Managers, setting clear performance KPIs, account allocation strategies, and career development paths.

Establish team-wide standards for Joint Business Planning (JBP), account reviews, financial forecasting, and campaign execution.

Executive Relationship & Enterprise Negotiations

Serve as the senior commercial lead and escalation point for foodpanda’s tier-1 retail partners, driving executive engagement with Directors, VPs, and Country Heads.

Lead complex multi-year contract renewals, strategic joint ventures, commission structures, and platform growth frameworks across enterprise accounts.

Own the overall target setting, GMV growth, order volume, and profitability pathways across key retail sub-verticals (Supermarkets, Health & Beauty, Convenience, Department Stores, Specialized Retail).

Drive platform ad monetization, co-funded marketing budgets, and featured vendor programs to maximize partner visibility and platform revenue.

Cross-Functional Collaboration

Partner closely with Country Leadership, Marketing, Logistics/Operations, and Finance to optimize vendor fulfillment SLAs, reduce out-of-stock/cancellation rates, and launch platform-wide campaigns.

Translate market feedback and enterprise client needs into operational and product enhancement requests for local and regional tech/product teams.

Qualifications

Experience: 6–8+ years of commercial management, key account leadership, or channel development experience in quick-commerce, e-commerce, FMCG, or retail.

People Management: Minimum 2–3 years of direct experience leading and developing high-performing account management or commercial teams.

Executive Gravitas: Demonstrated track record of negotiating multi-million-dollar deals and maintaining long-term partnerships with C-suite, VP, and Director-level executives.

Commercial & Analytical Expertise: Deep understanding of retail/e-commerce P&Ls, co-marketing fund mechanics, margin structures, and data analytics (Tableau, Looker, or advanced Excel).

Leadership & Influence: Strong executive presence, strategic vision, and the ability to influence cross-functional teams in a fast-paced matrix organization.

Education: Bachelor’s degree in Business Administration, Commercial Management, Economics, Marketing, or a related field (MBA is a plus).