Key Account Manager Bulgaria

Delivery Hero; United States; Hybrid; USD 65,000 - 95,000; Full time

Benefits offered by this job

Private health insurance

Food vouchers

Multisport card

Remote work 2 days/week

Job summary

Glovo ищет менеджера по ключевым клиентам в команду Partners & Brands. Вы будете строить и поддерживать отношения с ведущими брендами, ресторанами и магазинами в регионе, обеспечивая рост их бизнеса на нашей платформе.

Требуется опыт работы с внешними партнёрами, знание английского и болгарского языков, а также навыки анализа данных и ведения переговоров. Гибридный формат работы: часть времени можно работать удалённо, часть в офисе.

Qualifications

• 1–2 года опыта в быстром темпе (стартапы, FMCG, розничная торговля и пр.).
• Высшее образование в престижном университете — плюс.
• Опыт работы с внешними партнёрами 3+ лет — преимущество.

Responsibilities

• Укреплять отношения с ведущими партнёрами Glovo в стране и обеспечивать устойчивый рост.
• Разрабатывать планы по промоакциям, маркетинговым активностям и меню, отслеживать показатели продаж (AOV, конверсия).
• onboard новых топ-партнёров и предоставлять инструменты для работы на платформе.
• Анализировать KPI партнёров и подготавливать отчёты/дашборды для улучшения операций.
• Вести коммерческие переговоры и поддерживать сделки совместно сSales-руководителем по мере необходимости.
• Сотрудничать внутри команды и развивать бизнес по направлениям: продажи, qcommerce и др.

Skills

English

Bulgarian

Negotiation

Stakeholder management

Data analysis

Project management

Communication

Education

University degree

Tools

Google Suite

MS Office

Excel

Job description

Описание:

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.

Задачи:

Job Ref ID: JR0082220 As a Key Account Manager, you will be a key role in the Glovo Partners & Brands team. You will be directly responsible to build and maintain good relationships between our partners and our company. You will be liaising with the most highly regarded brands, stores, and restaurants in your city.

• Build and maintain relationships with Glovo’s top Partners in the country - establish excellent relationships through consistent and proactive communication, identifying their needs and building engagement (meetings and business reviews).
• Draw and execute plans, making your partners grow through promos negotiations, marketing activations and menu performance (e.g., selling items, Average Order Value, Conversion Rate, etc.).
• Onboard new top partners on our platform by providing them all the necessary tools and information.
• Be responsible for our partners business performance, analyze their main KPIs and ensure growth.
• Prepare reports and dashboards to present to partners / use as source of operational improvements.
• Get feedback from our partners and translate it into product, marketing and operations improvement.
• Lead commercial renegotiations to establish a strong partnership with sustainable economics.
• Support closing partner deals along with the sales team leader if / when needed.
• Actively collaborate with your colleagues and learn from each other in a supportive environment.
• Be a part of a team that will support your commercial development by giving you the opportunity to do rotations into other parts of the business (i.e., sales, qcommerce, and more).

Требования:

Background: 1-2 years of experience in a fast-paced environment (start-ups, FMCG, retail, telecoms, advertising, food-hospitality, etc.). University degree from a renowned university and high grades is a plus. Experience in FMCG, food-hospitality or on-demand delivery industry is a plus.

Leadership, Business Acumen and Collaboration: Business acumen: proven track record of understanding and empathizing with partners' business models, challenges, and objectives in order to create synergistic strategies and deliver value through collaboration. Experience in understanding general business, as well as revenue dynamics and drivers.

Partner collaboration: Proven experience of at least 3 years in working with external partners to align on strategic initiatives, foster mutual growth, and ensure seamless collaboration on account-related matters.

Commercial skills: Know how to negotiate /build your way into a super deal with big players in the market.

Comms/Stakeholder management skills: Ability to build long-term relationships and establish yourself as thought leader / trusted advisor.

Problem solving: Strong problem solving skills, including solid analytical skills.

Data-driven mentality: Take decisions based on data and make business judgment when necessary.

Project management skills: Highly organized and detail-oriented approach.

Excellent knowledge of Google Suite and/or MS Office, Excel.

Excellent written and spoken Bulgarian & English skills.

Culture: Be driven to build a business from scratch, you have a natural bias for action, always pushing for things to happen, objective and deadline oriented. Ability to work in a high growth and high-performance start-up with a fast pace. Adaptable, positive mindset: possess a flexible attitude towards evolving roles within the commercial domain. We value versatility and the ability to adapt to new challenges while ensuring a stable and consistent job scope. We are always looking for the best candidates, so if you think you would be a good fit even if you don't meet 100% of the requirements we would love to hear from you! 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. We believe driven talent desires:

Benefits:

• Top-notch private health insurance to keep you at your peak.
• Glovo free delivery and 40 EUR Food vouchers to satisfy your cravings!
• Co-funded Multisport card to keep you energized.
• Extra time off, the freedom to work from home two days a week, and the opportunity to work from anywhere for up to three weeks a year!
• Enhanced parental leave.
• Online therapy and wellbeing benefits to ensure your mental well-being.

Equal opportunity & diversity:

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).

Additional Information

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). So, ready to take the wheel and make this the ride of your life? Delve into our culture by taking a peek at our Instagram and check out our LinkedIn and website!