Senior Account Manager - Retail & Grocery

Why Deliveroo?

Our mission is to transform the way you shop and eat, bringing the neighbourhood to your door by connecting consumers, restaurants, shops and riders. We are transforming the way the world eats and shops by making access to food and products more convenient and enjoyable. We give people the opportunity to buy what they want, as they want it, 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, and 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.

Role Overview

As a Senior Account Manager – Retail & Grocery, you will be responsible for the performance and growth of your portfolio of partners. Your mission is to deliver the best possible customer experience while building strong, sustainable, and value-driven partnerships.

You will play a key role in developing and scaling a vertical or segment, contributing to building a strong selection, driving operational excellence, and delivering sustainable growth.

Key Responsibilities

1. Business Development & Account Ownership

• Develop and manage a portfolio of strategic partners across Retail and/or Grocery verticals.

• Build a strong pipeline of qualified leads and drive their conversion into high-value partnerships.

• Negotiate, close, and launch new partners, ensuring high-quality execution (API integration, go-live, rollout).

• Act as the main point of contact for your partners, building strong and trusted relationships with key stakeholders.

• Ensure contractual compliance and maintain high standards in partner management.

2. Performance Management & Growth

• Co-build and execute Joint Business Plans with key partners to drive sustainable growth.

• Monitor and drive performance through key KPIs (GMV, profitability, conversion, availability, customer experience).

• Identify improvement opportunities and implement effective optimization plans (catalogue, pricing, promotions, digital merchandising, site operations, partner involvment).

• Negotiate and execute growth initiatives (marketing campaigns, geographic expansion, operational improvements).

• Adopt a test-and-learn approach to continuously improve performance and scale best-performing initiatives.

3. Strategy, Structuring & Operational Excellence

• Contribute to the development of a vertical or segment by analyzing market dynamics, identifying success drivers, and prioritizing opportunities.

• Support the creation of a playbook to structure and scale performance across your scope.

• Collaborate cross-functionally with internal teams (Sales, Marketing, Operations, Product) to ensure seamless execution.

• Design and improve processes, tools, and best practices to support Deliveroo’s rapid growth. Influence product roadmap

• Leverage data and insights to continuously improve partner performance and customer experience.

Experience

• 4–6 years of experience in Account Management, Business Development, or Sales.

• Experience in retail, grocery, FMCG, e-commerce, or marketplace environments is strongly preferred.

Key Skills

• Fluent in French and English.

• Commercial acumen: strong pitching and negotiation skills, ability to drive complex commercial discussions and create value.

• Ownership & entrepreneurial mindset: proactive, hands-on, and able to drive initiatives from strategy to execution.

• Strategic thinking: ability to structure ambiguous problems and translate them into actionable plans.

• Data-driven: strong analytical skills with the ability to extract insights and drive performance improvements.

• Relationship management: ability to build trust with a wide range of stakeholders.

• Customer-focused: strong attention to customer experience, using both qualitative and quantitative insights.