Commercial Team Lead - Bulgaria

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, grocers and supermarkets, and high street retail stores. We operate in more than 1500 cities across 25 countries.

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.

What makes our ride unique? 

🤝 Our culture and strong values. 

• We have an ‘’office-first’’ culture and we place collaboration at the center of everything we do! 
• We have a non-vanilla personality and feedback mindset. We don’t shy away from difficult conversations - we see them as a gift! 
• We work with high intensity and have fun along the way.  We also celebrate the wins (a lot!). 
• We celebrate diversity in all its forms and foster an inclusive culture where everyone can bring their authentic selves to work. 

💪Our career development philosophy. 

• We are building a talent house of high performing teams and leaders. We invest in people who raise the bar and help others reach their full potential. 
• We take ownership of our career development. We don’t believe in linear and predictable career paths - we create the job of our dreams! 
• We embrace opportunities to move the needle and make an impact beyond our scope. 

🤝Our commitment to being a force for good. 

• Our platform is an important economic tool for millions of people (customers, partners, couriers) and we are taking action to amplify our positive impact. 
• We invest in doing good by dedicating time and resources into social and environmental initiatives. 
• We have the ambition of being DIB role models across the tech industry. We are creating environments, systems, and processes that provide equal opportunities, break biases, and empower our communities.

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

YOUR MISSION:

As a Top Accounts Team Lead, you will take a key role in the Glovo Partners & Brands team. You will be directly responsible for a team of Account Managers, catering for our city champions - the most popular restaurants in the large cities. You will be in charge of setting and achieving the Account Managers targets and shaping and communicating Glovo’s strategy to the team. You will be coordinating and monitoring the delivery of regional projects by your team. You will build and maintain good relationships with the Top partners in your portfolio. Last but not least, you will be developing and coaching the team.

THE JOURNEY:

• Coach the team, especially newjoiners, how to 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)
• Provide guidance on how to draw and execute plans, making your team members’ portfolio of partners grow through promos negotiations, marketing activations and menu performance (e.g., selling items, Average Order Value, Conversion Rate, etc.)
• Be responsible for business performance of the team’s portfolio of partners, analyze their main KPIs and ensure growth
• Train the team on how to prepare reports and dashboards to present to partners / use as source of operational improvements
• Support and develop best practices on commercial renegotiations to establish a strong partnership with sustainable economics
• Establish best practices in terms of analytics and lead by example in using, processing and interpreting data
• Set OKRs for the team, define targets and support the team in achieving them
• Co-develop strategic agenda for the Commercial team and translate leadership decisions into practical steps for the team to execute

WHAT YOU WILL BRING TO THE RIDE:

Background 

• At least 5 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
• People management experience

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 4 years in working with external partners to align on strategic initiatives, foster mutual growth, and ensure seamless collaboration on account-related matters

Skills

• 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 deserves:

• 💪  Top-notch private health insurance to keep you at your peak.
•  🍔 Glovo free delivery and 80 BGN 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.

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!

Glovo is transforming the way consumers access local goods, enabling anyone to get almost any product delivered in minutes. Our on-demand logistics connect customers with independent local couriers who acquire goods from any restaurant or store in a city, as well as deliver urgent packages for a variable fee. For additional information on Glovo, please visit https://about.glovoapp.com/