Account Manager
Job description
About the role
The role connects Deliveroo with key restaurant partners in Belgium, operating from Brussels offices and while traveling. The position reports to the Head of Restaurants Unit and focuses on managing a portfolio of national restaurant brands across Belgium. In this capacity, you will act as a strategic link between the platform's capabilities and the specific operational and commercial needs of each partner. You will own the end to end relationship for a defined book of business, ensuring that Deliveroo's value proposition is clearly articulated and consistently delivered. Success in this role requires you to balance commercial ambition with operational rigor to drive sustainable growth for each restaurant partner. You will translate high level platform features into concrete actions that improve store performance and partner satisfaction. The position demands a proactive mindset, where you identify opportunities, mitigate risks, and manage complex negotiations across multiple stakeholders.
Key facts
What you'll do
Develop and manage strategic partnerships for around 30 to 40 national restaurant brands to ensure long term success and alignment with Deliveroo's objectives.
Monitor and analyze partner performance data, preparing and presenting insights and reviews to senior stakeholders to inform decision making.
Coordinate cross functional collaboration within the business to optimize partnerships, leading all internal and external aspects of the engagement.
Leverage negotiation skills to anticipate sales discussions, manage contractual terms, and maintain a quality portfolio through careful sales tool setup.
Perform data analysis to uncover performance gaps and opportunities, translating findings into actionable plans for store partners.
Maintain active field involvement by engaging directly with restaurant operations to understand challenges and validate implementation of solutions.
Uphold a strict customer focus by using both quantitative and qualitative data to build operationally excellent service experiences for partners.
Require fluency in Dutch, supported by a good understanding of French and English, to communicate effectively with all stakeholders.
Drive commercial outcomes by balancing strategic oversight with hands on support that addresses the realities of restaurant operations.
Ensure that all activities related to portfolio management adhere to Deliveroo's standards and governance frameworks.
Build trust with restaurant partners by demonstrating reliability, transparency, and deep expertise in delivery economics.
Act as the primary point of contact for key accounts, escalating critical issues and coordinating solutions across internal teams.
Identify and prioritize new opportunities within existing accounts to expand the scope and depth of the partnership.
Own the end to end management of key relationships, from onboarding and negotiation through to performance reviews and renewals.
Use feedback from the field to influence product and policy improvements that enhance the partner experience.
Requirements
Passion for food and restaurants must be combined with a highly methodical approach and a strong commercial sense to thrive in this environment.
Two years or more of Account management experience is required to ensure readiness for quota driven responsibilities.
Knowledge of the restaurant industry is necessary for this role to understand the context and constraints of partner businesses.
Negotiation skills are used to anticipate sales discussions and to maintain a quality portfolio, including contractual discussions and sales tool setup.
Data analysis is performed to improve performance for store partners and to highlight trends that can drive strategic decisions.
Field involvement is active, with operational responsibilities in the assigned area to ensure solutions are practical and executable.
Customer focus is maintained by using quantitative and qualitative data to build operationally excellent service and support.
Fluency in Dutch is required alongside a good understanding of French and English to operate effectively in the Brussels environment.
Bachelor's degree is required as a baseline qualification for the role.
Practical notes
Work is conducted from Brussels offices with hybrid arrangements and travel to partner locations across Belgium.
The role involves food industry operations and requires clear communication with restaurant partners.
Typical interview steps
Sales hiring often includes a role play, a discovery call simulation, and a presentation. Candidates may be asked to pitch a product to a panel or handle a tough objection. Behavioral questions focus on past quota attainment and deal history. Energy and preparation matter. Interviewers often simulate the job in the interview itself, so be ready to run a short discovery call or demo. Practicing your own sales pitch out loud helps.
Good to know
The role operates within a fast growing food delivery platform.
Tools include data analysis for performance improvement and commercial negotiation methods.
Field work brings direct engagement with restaurant operations.
Collaboration happens across business functions to optimize partnerships.
Success depends on fluent communication in Dutch, French, and English.
Questions to ask
Good questions to ask the employer in the interview: what does success look like in the first six months, how is the team structured, what is the current biggest challenge, and how are decisions made. Asking about growth paths and the review process is also well received. Employers expect questions, and good ones show preparation.
Career growth
Sales careers can move from SDR or associate to account executive, senior AE, manager, and director roles. Some sellers move into partnerships, account management, or revenue operations. Compensation typically mixes a base with commission tied to results. High performers in sales typically move into larger accounts, team leadership, or sales operations. Quota history and references carry the most weight in promotion.