Key Account Manager - Marketplace

foodora; Stockholms kommun; On-site; SEK 700,000 - 950,000; Full time

Benefits offered by this job

Wellness allowance

Employee discount

Pension & insurance

Learning sessions

Benify deals

Team events

Job summary

foodora is seeking a seasoned Key Account Manager to expand and manage strategic retail partnerships, focusing on groceries and FMCG. You will own the commercial relationship with accounts, collaborate with senior stakeholders, and translate ambitions into measurable business results.

In this role, you will shape quick commerce by building long-term partnerships, combine strategic planning with hands-on execution, and drive sustainable growth through a structured approach to assortment, pricing

Qualifications

• 4+ years in Key Account Management or related roles with a track record of growing large B2B accounts.
• Experience managing senior decision-makers and central commercial teams.
• Proven ability in commercial negotiations, account planning and delivering growth.
• Strong analytical skills to interpret profitability and translate insights into actions.
• Experience coordinating cross-functional projects with clear ownership of progress.
• Grocery retail, FMCG, pharmacy, e-commerce or category management experience is a plus.
• Fluent in Swedish and English.
• Valid driver’s license.

Responsibilities

• Own a portfolio of large, strategically important retail accounts at head-office and store levels.
• Educate partners on quick commerce and use performance insights to develop joint action plans that drive growth.
• Develop and execute joint business plans with partners, set targets, priorities and clear next steps.
• Drive order and revenue growth while improving profitability through pricing, promotions and partner performance.
• Plan and evaluate promotional and visibility initiatives with partners and internal teams.
• Coordinate cross-functional initiatives across commercial, marketing, operations and technical teams.
• Navigate complex partner organisations and resolve issues affecting the partnership.

Skills

Key Account Management

National Account Management

Category Management

Commercial negotiations

Analytical skills

Stakeholder management

Grocery/FMCG experience

Fluent Swedish

Fluent English

Driver's license

Job description

foodora 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

From groceries and flowers to dog food and phone chargers - these days, you can order just about anything through the foodora app. This level of convenience is made possible by the expertise of our Marketplace team. We are now looking for a Key Account Manager to develop and grow some of our largest and most strategically important retail partnerships, with a strong focus on groceries and FMCG. You will own the commercial relationship with your accounts, work closely with senior stakeholders and turn shared ambitions into measurable business results.

Your mission

Help shape the future of quick commerce by building long-term partnerships with leading retail chains.

You will combine strategic account planning with hands-on execution to grow our partners’ digital business and deliver sustainable commercial results.

• Take ownership of a portfolio of large, strategically important retail accounts, managing relationships at both head-office and store level.
• Educate our partners on quick commerce and use insights from their performance on our platform to develop joint action plans that strengthen their digital business and drive profitable growth.
• Develop and execute joint business plans with partners, setting shared targets, commercial priorities and clear action plans. Lead regular business reviews to track progress and agree on next steps.
• Drive order and revenue growth while improving profitability through a structured approach to assortment, pricing, promotions and partner performance.
• Plan and evaluate promotional and visibility initiatives with partners and internal teams, ensuring activities support agreed commercial goals.
• Coordinate cross-functional initiatives across commercial, marketing, operations and technical teams, including store expansion, integrations and improvements to the customer experience.
• Navigate complex partner organisations, build alignment across stakeholders and take ownership of resolving issues that affect the partnership.

We are looking for someone who combines commercial judgement with strong relationship-building skills. You are comfortable leading discussions with senior decision-makers, challenging constructively and negotiating agreements. You can move between long-term planning and day-to-day execution, prioritise competing demands and follow through on commitments. Working closely with partners and internal teams, you build trust and turn strong relationships into long-term growth and shared success.

Qualifications

• At least 4 years of experience in Key Account Management, National Account Management, Category Management or a comparable commercial role, with demonstrated success in managing and growing large B2B accounts.
• Experience managing complex stakeholder relationships, including senior decision-makers and central commercial teams.
• A proven track record in commercial negotiations, account planning and delivering measurable business growth.
• Strong analytical skills, with the ability to interpret commercial performance, assess profitability and translate insights into clear actions.
• Experience coordinating projects across multiple teams and stakeholders, with clear ownership of progress and outcomes.
• Experience within grocery retail, FMCG, pharmacy, e-commerce or category management is a strong advantage.
• Fluent in Swedish and English
• You have a valid driver's license

Additional Information

• Wellness allowance topped with the opportunity to participate in many work/life balance initiatives at foodora such as wellness hour & reduced price on massage.
• Employee discount at foodora (woho!) and awesome friday breakfasts!
• Occupational pension, incl. premium exemption insurance, accident insurance and life insurance.
• foodora Learning - Monthly learning sessions about different topics, such as the q-commerce industry, negotiation techniques and project management combined with a structured onboarding and inspiring courses within our learning tool Sana
• Great deals at Benify (for e.g. gym membership, e-bikes hotels, audiobooks, streaming services, clothes, kitchen supplies… and so much more!
• Awesome AW’s and (pink) parties!