Commercial manager in e-grocery

You will lead one of the highest-impact commercial missions at Glovo as the Commercial Manager, you own all commercial topics for our MFCs - our own supermarkets across Kazakhstan and Kyrgyzstan. From assortment strategy and high-stakes supplier negotiations to pricing, promotional execution, and digital shelf UX, you will directly drive business growth, category performance, and target unit economics across the region.

• Drive Commercial Performance: Take full ownership of the Category Management masterplan and key regional targets, optimizing Category Add-to-Cart and overall store revenue.
• Lead and Scale the Team: Direct, coach, and develop a high-performing team of 8–10 commercial specialists and category buyers.
• Build Assortment & App UX: Define the localized assortment strategy and guide the team in sourcing suppliers, completing listings, and ensuring an intuitive in-app shelf presentation.
• Negotiate High-Stakes Terms: Lead key supplier contract renegotiations to build sustainable, high-margin partnerships while minimizing risk and ensuring full legal compliance.
• Execute Pricing & Promotions: Partner closely with HQ to define regional pricing strategies, align campaign calendars, and execute supplier-funded marketing initiatives with the Ads team.
• Deliver Strategic Visibility: Leverage data-driven reporting to keep key cross-functional stakeholders updated on business health, category performance, and expansion roadmaps.

• Commercial & Retail Experience: 7+ years of fast-paced commercial experience, ideally within Retail, FMCG, E-Grocery, or Q-Commerce environments.
• Negotiation Expertise: Advanced supplier negotiation skills with deep experience structuring commercial contracts, trade terms, and risk-mitigated agreements.
• Proven Leadership: Demonstrated track record of hiring, developing, and retaining high-performing teams (managing 8+ direct reports).
• Data-Driven Mindset: Strong analytical framework for making data-backed decisions, evaluating pricing strategies, and using sound business judgment.
• Entrepreneurial Drive: Natural bias for action and hands-on grit to build commercial structures from scratch in a fast-moving, deadline-driven environment.
• Language Proficiency: Upper-Intermediate English (min B2)

• An enticing equity plan that lets you own a piece of the action.
• Top-notch private health insurance to keep you at your peak.
• Monthly Glovo credit to satisfy your cravings.
• Discounted gym memberships to keep you energized.
• Extra time off, the freedom to work from home two days a week, and the opportunity to work from anywhere for up to three weeks a year!
• Online therapy and wellbeing benefits to ensure your mental well-being.