Manager Commercial Armenia

Who we are

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 Description

If you’re here, it’s because you’re looking for an exciting ride.

A ride that will fuel up your ambitions to take on a new challenge and stretch yourself beyond your comfort zone.

We’ll deliver a non-vanilla culture built on talent, where we work to amplify the impact on millions of people, paving the way forward together.

Not your usual app. We are the fastest-growing multi-category app connecting millions of users with businesses, and couriers, offering on-demand services from more than 170,000 local restaurants, groceries and supermarkets, and high street retail stores. We operate in more than 1500 cities across 25 countries. Every year, +200k merchants generate over 5B€ in sales through our platform and over 20M customers get their goods delivered in minutes.

Together we revolutionize the way people connect with their everyday needs, from delivering essentials to connecting our ecosystem of users through innovative solutions powered by technology. For us, every day is filled with purpose.

We have a vision: To give everyone easy access to anything in their cities. And this is where your ride starts.

This role is for a senior leader of Glovo Armenia's Commercial team, focused on growing and strengthening the core restaurant business.

As Head of Commercial in Armenia, you will have the opportunity to:

• Define and execute the commercial strategy for Glovo Armenia:

  • Sales (Hunting): Identify and acquire the most relevant restaurants and brands, close key selection gaps and continuously strengthen Glovo's partner base.
  • Account Management (Farming): Build strong relationships with our partners, help them grow their business on Glovo and increase the value of our partnerships through Ads, Promotions, commercial activations and improved commercial conditions.
  • Strategic Partnerships: Personally lead and support negotiations with some of Armenia's largest and most strategic partners, balancing growth, partner needs and Glovo's profitability.

• Bring Glovo Armenia to the next level:

  • Deliver Commercial KPIs and continuously identify new opportunities for growth and profitability.
  • Strengthen Glovo's competitive position in a highly dynamic market.
  • Build best-in-class ways of working across the Commercial team.
  • Develop and empower a high-performing team with strong ownership and accountability.
  • Act as a key strategic partner to the General Manager and Armenia Leadership Team.

THE JOURNEY

• Define and execute the long-term Commercial strategy for Armenia together with the General Manager.

• Own key areas including Sales, Account Management, strategic partnerships and monetization.

• Analyse business and financial data to make key Commercial decisions and identify growth and profitability opportunities.

• Build and maintain strong relationships with key decision-makers at Armenia's largest restaurant partners.

• Lead complex commercial negotiations and develop solutions that create value for both partners and Glovo.

• Lead and develop the Commercial team by setting clear goals, delegating ownership, coaching talent and managing performance.

• Guide the team to achieve Sales, Account Management, Ads, Promotions and profitability targets.

• Continuously identify important selection gaps and new partnership opportunities.

• Work closely with Growth, Operations, Finance and other cross-functional teams to ensure fast and high-quality execution.

• Deep-dive into performance, identify root causes and translate insights into clear actions.

• Lead strategic Commercial projects and ensure strong execution and follow-up.

• Act as a strategic partner to the GM, bringing Commercial insights, solutions and new business opportunities.

Qualifications

WHAT YOU WILL BRING TO THE RIDE

Background:

• 5+ years of relevant Commercial, Sales, Key Account Management or Business Development experience, ideally including experience leading a high-performing team.

• Proven experience leading complex commercial negotiations and building relationships with senior/C-level stakeholders.

• Experience in a fast-paced commercial environment. Experience in tech, marketplaces, FMCG, retail, telecom, banking/fintech or similar industries is a plus.

• Strong understanding of the Armenian business environment and market is highly valued.

Leadership, Business Acumen & Collaboration:

• Team leadership: Proven ability to lead, coach and motivate teams, set a high bar and develop strong talent.

• Business acumen: Ability to understand partner business models, commercial economics and profitability and translate these into win-win strategies.

• Strategic thinking: Ability to see the bigger picture while being comfortable deep-diving into the details when necessary.

• External stakeholder management: Strong ability to build trusted relationships with partners and negotiate at senior levels.

• Internal collaboration: Strong stakeholder management skills and ability to work effectively with the GM, Leadership Team, Regional/HQ teams and cross-functional stakeholders.

• Ownership: Proactive and independent, comfortable making decisions and taking responsibility for outcomes.

Key Skills:

• Excellent negotiation, communication and interpersonal skills.

• Strong commercial and analytical skills with a data-driven approach to decision-making.

• Strong problem-solving and strategic thinking.

• Strong project management and organizational skills.

• Ability to prioritize and manage multiple initiatives in a fast-moving environment.

• Strong knowledge of Excel/Google Sheets and presentation tools.

• Fluent English and Armenian.

Culture:

• Comfortable working in a high-growth, high-performance and fast-paced environment.

• Positive, adaptable and solution-oriented.

• Comfortable giving and receiving direct feedback.

• Collaborative, respectful and fair.

• Sets a high bar while creating an environment where people can grow and take ownership.

We believe driven talent deserves:

• ? 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
• ?️ Flexible 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!
• ? 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.

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!

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!