Commercial Manager (Groceries) - Poland (They/She/He)

Delivery Hero; Warszawa; On-site; PLN 180,000 - 280,000; Full time

Benefits offered by this job

Equity plan

Private health insurance

Monthly Glovo credit

Discounted gym memberships

Online therapy and wellbeing benefits

Job summary

Glovo, part of Delivery Hero Group, is seeking a Commercial Manager (Groceries) for Poland to own the Groceries vertical end to end and build strong partnerships with major grocery partners. You will lead the accounts team, negotiate commercial terms, and drive profitability while steering performance and strategic initiatives across the partner ecosystem.

You will guide the team to achieve KPIs, manage relationships, and translate partner feedback into product and marketing actions, ensuring

Qualifications

• Solid commercial background and 2–3 years leading high-performance teams.
• Experience in FMCG environment preferred.
• Proficiency in English and Polish.
• Customer obsession and strong understanding of P&L impact.
• Ability to navigate ambiguity and propose elegant solutions.

Responsibilities

• Lead and mentor the accounts team to deliver growth and profitability.
• Own strategic partner relationships end to end, including negotiations and contractual agreements.
• Negotiate commercial models that benefit both Glovo and partners and drive profitability.
• Analyse partner KPIs, track performance, and report MoM growth.
• Drive co-marketing efforts and product integrations to increase orders.
• Renegotiate contracts to build sustainable economics for both parties.
• Collect partner feedback and translate into product, marketing, and ops improvements.

Skills

Team management

Commercial mindset

English proficiency

Polish proficiency

FMCG experience

Problem solving

Job description

Commercial Manager (Groceries) - Poland (They/She/He)

• Full-time

Glovo 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 Ref ID:JR0087390

Groceries Managerowns Quick Commerce’s main vertical in Poland end to end. You will build and manage strong, long-term relationships with our largest grocery partners, negotiating commercial models that grow both sides while moving the vertical to profitability. You will lead the team of account managers and sales support, setting the direction and holding a high bar on performance

THE JOURNEY

Provide leadership and guidance to the team in order to guarantee the achievement of the account's KPIs (growth, profit, operational excellence).

Work hard with your team helping and guiding them to ensure and develop great relationships with our Key Partners.

Own strategic partner relationships end to end, including understanding of P&L tracking, managing deep product integrations, leading co-marketing efforts to drive awareness and activation, ensuring operational excellence.

Be responsible for our partner's business performance, analyze their main KPIs, and ensure growth MoM. Track and report performance metrics.

Support the team in consulting our partners on the best ways to invest in Glovo marketing platform to build orders volume.

Lead contract renegotiations to establish a strong working partnership grounded on sustainable economics for both parties.

Collect feedback from our partners and translate it into product, marketing, and operations improvements.

Recruit, train, mentor, and motivate the accounts team.

WHAT YOU WILL BRING TO THE RIDE

Solid commercial background, and at least 2- 3 years of experience in roles, managing high-performance teams with 3 or more team members.

Working experience in the FMCG environment will be highly regarded.

Working proficiency in both English & Polish.

Customer obsession.

Understanding of Key Accounts impact on P&L.

A good judgment but own up to your mistakes.

The ability to find smart and elegant solutions to complex, multi-disciplinary problems.

High agility and thrive in ambiguous environments.

We will value the fact that you have had the chance to manage teams with a highly respectful, kind, and fair approach.

Individuals representing diverse profiles, encompassing various genders, ethnicities, and backgrounds, are less likely to apply for this role if they do not possess solid experience in 100% of these areas. Even if it seems you don't meet our musts don't let it stop you, we are all about finding the best talent out there! Skills can be learned, and embracing diversity is invaluable.

• An enticing equity plan that lets you own a piece of the action.
• Top-notch private health insurance to keep you at your peak.
• Monthly Glovo credit to satisfy your cravings!
• Discounted gym memberships to keep you energized.
• Online therapy and wellbeing benefits to ensure your mental well-being.

Here at Glovo, we thrive on diversity, we believe it enhances our teams, products, and culture. We know that the best ideas come from a mashup of brilliant diverse minds. This is why we are committed to providing equal opportunities to talent from all backgrounds - all genders, racial/diverse backgrounds, abilities, ages, sexual orientations and all other unique characteristics that make you YOU. We will encourage you to bring your authentic self to work, fostering an inclusive environment where everyone feels heard.

Feel free to note your pronouns in your application (e.g., she/her/hers, he/him/his, they/them/theirs, etc).

At Glovo, your success is defined by both results and behaviors. We hire for excellence in craft and for the Leadership Principles that shape how we think, decide, and collaborate. What you achieve matters and how you achieve it defines us. Together, they move the business forward and deliver great experiences. Learn more about our Leadership Principles here.

Here at Glovo, we thrive on diversity, we believe it enhances our teams, products, and culture. We know that the best ideas come from a mashup of brilliant diverse minds. This is why we are committed to providing equal opportunities to talent from all backgrounds – all genders, racial/diverse backgrounds, abilities, ages, sexual orientations and all other unique characteristics that make you YOU. We will encourage you to bring your authentic self to work, fostering an inclusive environment where everyone feels heard.

Feel free to note your pronouns in your application (e.g., she/her/hers, he/him/his, they/them/theirs, etc).