Key Account Manager Ukraine

Glovo 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.

YOUR MISSION

As our Key Account Manager, you'll own Glovo's largest and most strategic partner relationships in the market. Your mission is to turn these high-visibility accounts into long-term growth engines – building the trust, commercial discipline and cross-functional coordination needed to grow GMV and partner satisfaction in a healthy, sustainable way, while protecting Glovo's margins.

THE JOURNEY

Responsibilities

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.; 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/Monthly Business Reviews and internal MBRs, 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 monetization levers (menu optimization, ads, promos, new categories).; Act as a trusted business consultant to your partners – building the kind of relationship where partners follow Glovo's recommendation even when a competitor is offering a cheaper deal.

Requirements

1-2+ 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 a genuinely analytical mindset – able to build forecasting models and partner P&L analyses, not just read a dashboard.; Confidence managing senior external stakeholders and presenting business reviews internally.; Experience with BI tools (Looker, SQL) or working in a marketplace/e-commerce environment.; Fluent Ukrainian and Intermediate English languages.