Business Development Manager

About the role

You will own the end-to-end expansion of Deliveroo's New Vertical (NV) business within the Italian market, focusing on Grocery retail partners. This role requires you to identify high-potential independent retailers and local chains and convert them into active Deliveroo partners through a consultative sales approach. You will act as the primary commercial owner, driving partner selection and market coverage while ensuring each launch is structured for long-term success. Success in this position will be defined by your ability to build trust, manage complex stakeholder dynamics, and execute against ambitious growth targets. You will be a key driver in strengthening Deliveroo's presence and credibility within the local retail ecosystem.

Key facts

What you'll do

• Identify, prospect, and acquire new Grocery partners within your assigned territory, with a focus on independent retailers and local chains.
• Own the full sales cycle, from lead generation and initial outreach to negotiation, contract signing, and launch.
• Build strong relationships with business owners and key decision-makers, becoming a trusted partner and advisor.
• Collaborate with Onboarding, Operations, Marketing, and Account Management teams to ensure smooth partner activation and successful launches.
• Track and manage your sales pipeline, ensuring consistent delivery against acquisition and growth targets.
• Act as a local ambassador for Deliveroo, strengthening brand presence and credibility within the retail community.
• Translate market insights into actionable strategies that address the specific needs of Italian independent retailers.
• Proactively identify obstacles in the partner journey and resolve them in coordination with internal stakeholders.
• Maintain accurate and up-to-date records of all interactions, commitments, and outcomes in internal systems.
• Contribute to the continuous improvement of sales playbooks by testing new approaches and sharing best practices.
• Support the development of localized activation plans that align with broader market objectives.
• Represent Deliveroo at relevant industry and community events to elevate brand awareness.
• Partner with Operations to validate capacity and feasibility before committing to new partner launches.
• Communicate performance metrics and key results to leadership to inform strategic decisions.

Requirements

• Strong drive and enthusiasm for sales and business development - you are comfortable reaching out to new contacts and building relationships from scratch.
• Confidence in dealing with partners and customers across all channels: in person mainly, by phone.
• Excellent communication and negotiation skills - you can explain complex value propositions clearly and handle objections with empathy and conviction.
• A genuine curiosity about the Italian food and grocery market - knowledge of the local independent retail landscape is a significant plus.
• Organised and self-directed: you are comfortable managing your own pipeline and priorities in a fast-moving environment.
• Comfortable working autonomously while remaining aligned with cross-functional team goals.
• A proactive mindset that anticipates challenges and seeks solutions before they escalate.
• Reliable and disciplined in managing timelines, commitments, and stakeholder expectations.

Practical notes

At Deliveroo, we know that people are the heart of the business and we prioritise their welfare. Benefits differ by country, but we offer many benefits in areas including healthcare, well-being, parental leave, pensions, and generous annual leave allowances, including time off to support a charitable cause of your choice. Benefits are country-specific, please ask your recruiter for more information.

The total target compensation (OTE (On-Target Earnings, ovvero la retribuzione totale prevista al raggiungimento del 100% degli obiettivi) for this role is €35,200 - €44,000 gross per year, of which the base salary range is €17,200 - €26,000. The successful candidate's starting pay will fall within the pay range listed above and is determined based on a number of job-related factors including, but not limited to, skills, experience, qualifications, work location, and market conditions.

This position is not eligible for consideration for an equity/RSU grant.

To learn more about our benefits, please do not hesitate to bring this up with your Talent Acquisition Partner!

We are 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.