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Senior Strategic Partnerships Manager, Deliveroo Express

At Deliveroo, our mission is to transform the way people shop and eat, bringing the neighbourhood to your door by connecting customers, restaurants, shops and riders. We give people the opportunity to buy what they want, when and where they want it.

We are a technology-driven company at the forefront of the most rapidly expanding industry in the world. We are still a small team, making a very large impact, looking to answer some of the most interesting questions out there. We move fast, value autonomy and ownership, and we are always looking for new ideas.

The Team

This role sits within the New Verticals business unit on our Global Strategy, Product and Commercial team, reporting into the Head of Strategic Partnerships, Deliveroo Express with our broader team reporting up into the Director, GM of Drive EMEA and VP of EMEA Markets. We are responsible for setting the strategy and lighting up new verticals, ensuring that Deliveroo has the right to win in the new and highly competitive on-demand Grocery and Retail market. The culture within the team is informal, fast-paced and entrepreneurial. Given the growth of the business and the senior stakeholder exposure, progression in the team can be fast.

The Role

Deliveroo Express is Deliveroo’s white-label solution that allows our partners to offer on-demand delivery directly through their own online websites / apps. Imagine going onto your favourite restaurant, grocer or retailers’ website and having an order delivered in as little as 20 minutes - from the customer’s point of view, you’re ordering directly with the restaurant / grocery / retailer, and it’s simply delivered by our rapid riders. For more, please see: https://merchants.deliveroo.com/what-we-offer/deliveroo-express

As a Senior Strategic Partnerships Manager in the team, you will manage the day-to-day relationships with our white-label partners, which includes leading regular performance reviews, identifying opportunities for growth and overcoming operational challenges. You will work closely with various functions of Deliveroo to share insights from partners and ensure we are developing a “best in class” value proposition. With Deliveroo Express being a new product launched in April, you will play a pivotal role in defining the on-going strategy and driving success of this proposition.

Using data to understand trends in performance and identify opportunities for operational excellence will be critical to your success in the role. You will need to be able to manage multiple projects at once, interacting with key functions such as Product, Operations and Commercial. You will use your business acumen and negotiation skills to win new business deals and build an on-going pipeline.

Working with partners of this scale, you will often overcome challenges that Deliveroo is facing for the first time, helping to shape the future of how we work with and scale our white-label partners.

Key Responsibilities

• Directly own the day-day relationship with Deliveroo Express partners across all verticals - Restaurants, Grocery and Retail

• Analyse and present insights on performance against KPIs during weekly/monthly/quarterly meetings and reviews

• Conduct detailed analysis and extract insights to deliver operational excellence and identify ways to course-correct if needed

• Identify opportunities to deepen and grow our partner relationships

• Develop on-going sales strategy for Deliveroo Express including pipeline development across markets, with support from your Commercial lead

• Conduct new business pitching and commercial negotiation for new partners, with support from your Commercial lead

Qualities We’re Looking For

1. DECISIVE AND INFLUENTIAL: you should thrive in a fast-paced environment, and be comfortable with making fast decisions, even in times of ambiguity and based on intuition. You are comfortable making recommendations and communicating them across the business persuasively. More importantly, you must have a strong desire to galvanise action within Deliveroo, thinking about the big picture but also not afraid to get into the weeds of a problem to get things done.

2. ANALYTICAL AND COLLABORATIVE: there will be some number-crunching involved, but your role will also be about stepping back – you’ll need to see the bigger picture and understand how your insights are aligned with the direction the business is heading in.

3. COMMERCIAL: you will need to excel in building relationships with local commercial teams, and external partners and understand how best to bring our proposition to grocers and retailers. You will need to build a deep understanding of the Deliveroo P&L and operations of the business.

Requirements:

• 4-6 years’ experience in an account management, grocery/retail operations or strategy / strategic partnerships role.

• Confident in analysing data and extracting compelling and actionable insights

• Strong operational mindset to identify opportunities for excellence and course-correct when needed

• Partner obsessed, with effective relationship building, organisation and communication skills

• Collaborative team player who is able to get the best out of the people around you. Able to work effectively with various teams and all levels of Deliveroo.

• Experienced negotiator within the ability to drive mutual value for both partners and Deliveroo

• London-based with a minimum of three days required in the office

Nice to have:

• Experience working with FMCG / grocery / retailer e-commerce or last mile operations preferable.

• Experience in working in a dynamic high-growth company is preferable

Diversity, Equity and Inclusion

At Deliveroo, we know that a great workplace reflects the world around us and that true diversity and inclusion make us stronger, more creative, and better at what we do. We’re committed to fostering an environment where everyone can do their best work and feel they belong.

We believe in equality of opportunity and welcome candidates from all backgrounds regardless of age, gender, ethnicity, disability, sexual orientation, gender identity, socio-economic background, religion, or belief.

If you have a disability or long-term health condition and need support to apply for one of our roles, or require any reasonable adjustments during the recruitment process, you’ll have the opportunity to let us know once you’ve submitted your application. We’ll share details on how to request support so we can ensure you have a fair and equitable experience.

If you’re excited about making a real impact in a fast-moving marketplace and growing your career alongside ambitious, supportive teams, we’d love to hear from you!

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