Manager commercial in restaurant business

This role is for a senior leader of Glovo Armenia's Commercial team, focused on growing and strengthening the core restaurant business.

• Define and execute the commercial strategy for Glovo Armenia:
• Identify and acquire the most relevant restaurants and brands, close key selection gaps and continuously strengthen Glovo's partner base.
• Build strong relationships with our partners, help them grow their business on Glovo and increase the value of our partnerships through Ads, Promotions, commercial activations and improved commercial conditions.
• Personally lead and support negotiations with some of Armenia's largest and most strategic partners, balancing growth, partner needs and Glovo's profitability.
• Deliver Commercial KPIs and continuously identify new opportunities for growth and profitability.
• Strengthen Glovo's competitive position in a highly dynamic market.
• Build best-in-class ways of working across the Commercial team.
• Develop and empower a high-performing team with strong ownership and accountability.
• Act as a key strategic partner to the General Manager and Armenia Leadership Team.
• Define and execute the long-term Commercial strategy for Armenia together with the General Manager.
• Own key areas including Sales, Account Management, strategic partnerships and monetization.
• Analyse business and financial data to make key Commercial decisions and identify growth and profitability opportunities.
• Build and maintain strong relationships with key decision-makers at Armenia's largest restaurant partners.
• Lead complex commercial negotiations and develop solutions that create value for both partners and Glovo.
• Lead and develop the Commercial team by setting clear goals, delegating ownership, coaching talent and managing performance.
• Guide the team to achieve Sales, Account Management, Ads, Promotions and profitability targets.
• Continuously identify important selection gaps and new partnership opportunities.
• Work closely with Growth, Operations, Finance and other cross-functional teams to ensure fast and high-quality execution.
• Deep-dive into performance, identify root causes and translate insights into clear actions.
• Lead strategic Commercial projects and ensure strong execution and follow-up.
• Act as a strategic partner to the GM, bringing Commercial insights, solutions and new business opportunities.

• 5+ years of relevant Commercial, Sales, Key Account Management or Business Development experience, ideally including experience leading a high-performing team.
• Proven experience leading complex commercial negotiations and building relationships with senior/C-level stakeholders.
• Strong understanding of the Armenian business environment and market is highly valued.
• Proven ability to lead, coach and motivate teams, set a high bar and develop strong talent.
• Ability to understand partner business models, commercial economics and profitability and translate these into win-win strategies.
• Ability to see the bigger picture while being comfortable deep-diving into the details when necessary.
• Strong ability to build trusted relationships with partners and negotiate at senior levels.
• Strong stakeholder management skills and ability to work effectively with the GM, Leadership Team, Regional/HQ teams and cross-functional stakeholders.
• Proactive and independent, comfortable making decisions and taking responsibility for outcomes.
• Excellent negotiation, communication and interpersonal skills.
• Strong commercial and analytical skills with a data-driven approach to decision-making.
• Strong problem-solving and strategic thinking.
• Strong project management and organizational skills.
• Ability to prioritize and manage multiple initiatives in a fast-moving environment.
• Strong knowledge of Excel/Google Sheets and presentation tools.
• Fluent English and Armenian.
• Comfortable working in a high-growth, high-performance and fast-paced environment.
• Positive, adaptable and solution-oriented.
• Comfortable giving and receiving direct feedback.
• Collaborative, respectful and fair.
• Sets a high bar while creating an environment where people can grow and take ownership.
• Будет плюсом: Experience in tech, marketplaces, FMCG, retail, telecom, banking/fintech or similar industries is a plus

• 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
• Flexible 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.