Key Account Manager (Top Accounts)

• Own the end-to-end commercial relationship with a portfolio of Glovo's top strategic partners, negotiating commission, pricing and promotional terms directly with partner-side managers and C-level stakeholders
• Build and execute Joint Business Plans (JBPs) with each partner, driving measurable growth in GMV, order volume and partner ad spend while protecting Glovo's take rate
• Run partner-facing quarterly and monthly business reviews, using data (CVR, GMV, cancellations, ad ROI) to diagnose performance issues and recommend action
• Partner cross-functionally with Operations, Growth, Marketing, Finance and Ads teams to resolve partner issues quickly and deliver on commercial commitments
• Defend Glovo's commercial position in high-stakes negotiations (commission disputes, retention conversations, competitor threats), knowing when to hold the line and when to structure a creative win-win
• Continuously monitor the competitive and market landscape to anticipate partner needs and identify new growth or monetisation levers
• Act as a trusted business consultant to your partners, building relationships where partners follow Glovo's recommendations even when a competitor offers a cheaper deal

Qualifications & Experience:

• 3+ years' experience in account management, commercial/sales or consulting roles, ideally managing complex accounts or stakeholders
• Strong commercial negotiation skills with P&L accountability, comfortable defending pricing, commissions and walk-away points with data
• Advanced Excel/Sheets skills and an analytical mindset, able to build forecasting models and partner P&L analyses
• Confidence managing senior, often C-level, external stakeholders and presenting business reviews internally
• Experience with BI tools (Looker, SQL) or working in a marketplace/e-commerce environment

Skills & Competencies:

• Fluent English plus the local market language
• A background in FMCG, delivery platforms, e-commerce or strategy consulting is a plus
• Commercial judgement, ownership and coachability