Head, Strategic Accounts

We’re looking for a Head, Strategic Accounts to join our team at Pandora. You will lead our regional Strategic Accounts team, which is focused on driving best-in-class account management of our highest value accounts regionally (~10-15% of business for markets where accounts are present) & locally across our 16 markets (across Europe/Asia) / 3 brands (Foodpanda, Foodora & Yemeksepeti).

You and your team will not only build strong relationships with & unlock value in our regional restaurant partners, but also drive the development of best in class tools, products, and ways of working/processes to be implemented across all of our markets. Further, a key priority will be to 1) drive the identification of use cases for how AI can improve our strategic account management, 2) work with data/analytics and product teams to develop those into tangible tools/products and 3) manage the successful rollout, adoption and impact across our markets. Finally, you will also take the lead on signing any regional (cross-market) partners/restaurants that might be currently missing from our platform (across multiple markets).

Reporting to the Senior Director, Partner Growth, the ideal candidates will possess experience in developing/managing high-value commercial partners and relationships, excellent analytical/problem solving skills and data-backed decision making, as well as experience in go-to-market/roll-out across multiple geographies. Experience and knowledge of F&B commercials/operations or leveraging AI for impact is a plus, but not a requirement.  

Job Responsibilities  

Team & leadership:

• Build strong knowledge of all aspects of the business model, the online food ordering market & F&B
• Devise the department’s long-term strategy/plan, align and set out priorities and goals and performance manage the team against them
• Hire top talent, help them perform, grow and develop as professionals - in local and regional teams

Build robust & efficient operating processes & tools:

• Develop best in class account management tools, products, and ways of working/processes and leverage/use key data insights to elevate business/vendor actions
• Work with a cross-functional & local teams and lead GTM/rollout/ implementation and make sure we achieve impact across all Strategic Account Teams in Pandora

Strategic account management:

• Build best in class ways of working & relationships with key regional partners with structured communications, long term Joint Business Planning and recurrent Quarterly Business Reviews
• Maximize Gross Merchandise Value, revenue and gross profit growth of strategic accounts through constructing and negotiating commercial terms, marketing endeavors, operational excellence; achieve and exceed KPIs/business goals
• Get into details, deep-dive and problem solve. You will make things happen together with your team
• Serve as the primary point of contact for senior stakeholders within global strategic accounts

Identification, development and embedding of AI:

• Cooperate with other commercial teams to identify the AI use cases with highest impact on the work of strategic account management (regional or local)
• Work cross-functionally (e.g., with Data teams) to develop and improve on AI tool/product development
• Focus and drive the rollout, embedding (in how strategic accounts teams work) of those AI tools/products, so that value / impact is realised

Signing of regional dreambrands

• Partner with regional and local sales teams to identify brand gaps and lead regional-level negotiations to secure new partnerships

• Expected 6yr+ of work experience with at least 1yr+ experience in managing commercial / growth topics (i.e., experience in leading negotiations of large-scale contracts and building relationships with C-level of other organizations)
• Previous experience in fast-paced environments (startups, top internet firms) is a plus
• Bachelor in Business Administration, Economics, Operations Management is a plus
• Experience in FMCG, Retail or on-demand delivery industry is a plus
• Business acumen: proven track record of building strong relationships and partnerships with international companies & senior stakeholders s in order to create joint strategies & deliver value through collaboration
• Partner collaboration: Proven experience in working with external partners to align on strategic initiatives, foster mutual growth, & ensure seamless collaboration on account-related matters
• Problem solving skills with strong commercial and analytical skills
• Data-driven mentality / takes decision based on data and makes business judgment when necessary
• Great communication and interpersonal skills
• Negotiation skills: Know how to negotiate /build your way into a deal with big players in the market
• Project management skills, highly organized and detail-oriented approach
• Excellent knowledge of Google Suite and/or MS Office, Excel
• Excellent written and spoken English skills
• Be driven to build & grow; you have a natural bias for action, always pushing for things to happen, objective and deadline oriented; you are always a step ahead, proactive with potential problems/opportunities and always thinking how to be better
• You ensure the highest standards for you and your team with the deliverables and business objectives
• 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

foodpanda is part of the Delivery Hero Group, the world’s pioneering local delivery platform, our mission is to deliver an amazing experience—fast, easy, and to your door. We operate in around 65 countries worldwide. Headquartered in Berlin, Germany. Delivery Hero has been listed on the Frankfurt Stock Exchange since 2017 and is part of the MDAX stock market index.