Strategic Account Manager, Bulgaria

About the role

You will join the dynamic Glovo Partners and Brands team based in Sofia, where you will become the strategic pillar for managing relationships with the most prominent restaurants, stores, and brands in the city. This role is centered on fostering sustainable growth by taking full ownership of strategic planning, commercial negotiations, and performance optimization for key accounts. You will act as the primary point of contact, ensuring that partner strategies are aligned with both market dynamics and company objectives. The position requires a proactive mindset to identify new opportunities and mitigate risks through data-driven insights and commercial acumen. You will leverage your expertise to design marketing activations and optimize menus to enhance partner visibility and profitability. Furthermore, this role involves leading critical business reviews and renegotiations to secure long-term, profitable partnerships. You will collaborate closely with cross-functional internal teams to ensure seamless execution and alignment across sales, operations, and product initiatives. Ultimately, your work will directly influence the growth trajectory of key partners while contributing to the broader success of the Delivery Hero ecosystem in Bulgaria.

Key facts

What you'll do

• Establish and maintain proactive, high-level communication with key partners to conduct in-depth business reviews and uncover new opportunities for mutual growth.
• Develop and execute tailored growth strategies that incorporate marketing activations, menu optimization, and promotional negotiations to maximize partner performance.
• Manage the onboarding process for new premium partners, equipping them with essential tools, training, and operational guidance to ensure a smooth and successful integration.
• Conduct detailed analysis of partner key performance indicators to assess business health and prepare comprehensive performance reports for stakeholders.
• Synthesize partner feedback and translate it into actionable insights that influence product enhancements, marketing initiatives, and operational roadmaps.
• Lead complex commercial renegotiations to define and secure sustainable partnership economics that benefit both the partners and the company.
• Provide active support to the sales team leader in identifying, developing, and closing new partner deals within the Sofia market.
• Actively participate in cross-functional rotations to gain insights from sales, q-commerce, and other internal teams to broaden your strategic perspective.
• Drive the implementation of data-driven initiatives that optimize partner marketing efforts and improve overall operational efficiency.
• Monitor market trends and competitor activities to ensure that partner strategies remain competitive and effective.
• Collaborate with internal stakeholders to resolve partner challenges and ensure high levels of satisfaction and retention.
• Contribute to the development of best practices and playbooks for partner management within the Glovo ecosystem.
• Utilize advanced analytical skills to interpret complex data sets and present clear recommendations to leadership and partners.
• Champion a culture of continuous improvement by regularly reviewing processes and proposing enhancements to internal workflows.

Requirements

• Bring a minimum of 5 years of professional experience gained in fast-paced and dynamic environments such as startups, FMCG, retail, telecoms, or the food-hospitality sector.
• Demonstrate at least 4 years of proven experience working directly with external partners to align on strategic goals and drive growth initiatives.
• Exhibit strong commercial negotiation skills with the confidence to manage conversations and agreements with large market players and stakeholders.
• Apply proven analytical abilities and a data-driven approach to decision-making, ensuring that actions are backed by insights and metrics.
• Show a high level of organization and project management capability to handle multiple priorities and deadlines efficiently.
• Maintain proficiency in Google Suite and MS Office, with a specific emphasis on advanced Excel skills for data analysis and reporting.
• Communicate fluently in both Bulgarian and English, both written and verbal, to ensure effective collaboration with diverse teams and partners.
• Display a strong commitment to delivering high-quality results while adhering to company standards and ethical guidelines.
• Embrace a collaborative mindset, working effectively within cross-functional teams to achieve shared objectives.
• Be prepared to travel within the Sofia region as necessary to meet with partners and attend internal meetings.

Nice to have

• Hold a University degree from a renowned institution with a high academic standing that demonstrates intellectual rigor and dedication.
• Possess prior professional experience within the on-demand delivery sector, FMCG, or the food-hospitality industries.

Practical notes

This role operates within a hybrid work framework, requiring two days of in-office work per week, with the flexibility to work remotely from anywhere for up to three weeks annually. The position offers a comprehensive benefits package that includes private health insurance, 80 BGN monthly food vouchers, free Glovo delivery for personal use, and a co-funded Multisport card to support a healthy lifestyle. Additional employee perks include enhanced parental leave, access to online therapy, and various wellbeing support programs designed to foster work-life balance. Candidates are actively encouraged to apply even if they do not meet every listed requirement, and we welcome applications from diverse backgrounds. Please feel free to include your pronouns in your application to ensure an inclusive and respectful hiring process.