Background

Glovo is a Spanish start-up founded in Barcelona in 2015. It is an on-demand courier service that purchases, picks up, and delivers products ordered through its mobile app. It aspires to be a multi-category lifestyle app with food delivery being the most popular offering.

Your Mission

Over the next 12–18 months, your main challenge will be to unlock hyper-growth across a portfolio of local Small and Medium Business (SMB) partners, ranging from favorite local restaurants to independent grocers and retail stores. You will combine commercial hustle with deep data analysis to pitch expansion opportunities, optimize store operations, and drive partner profitability. This is a high-visibility, high-impact role where your work directly shapes local merchant success and drives quick-commerce growth in Kenya.

THE JOURNEY

High-Touch Partner Engagement: Execute high-volume partner outreach by making ~40 focused calls per day to your SMB portfolio to drive engagement, pitch growth initiatives, and resolve operational blockers.

Agile Priority Execution: Align daily and weekly outreach directly with strategic priorities set by the SMB Lead—flexing focus seamlessly between revenue generation (e.g., upselling Glovo Ads, co-funded promos, store expansions) and operational health (e.g., reducing prep times, fixing cancellation rates, clearing catalog issues).

Portfolio Growth & Revenue Management: Manage and grow a dedicated portfolio of high-potential SMB accounts, taking full ownership of order volume (Orders), Gross Merchandise Value (GMV), and Average Order Value (AOV).

Commercial Strategy & Upselling: Identify expansion levers for your accounts—negotiating co-funded marketing campaigns, upselling in-app visibility solutions (Glovo Ads), and pitching store/radius expansions.

Data-Driven Performance Reviews: Use Looker, Excel, and CRM tools (Salesforce) to conduct regular business reviews with partners, translating complex sales and operational metrics into actionable growth plans.

Operational Excellence: Monitor partner health metrics (preparation time, cancellation rates, stockouts) and collaborate with internal Operations and Live Ops teams to eliminate bottlenecks.

On-Ground Field Execution: Spend some days per week in the field meeting merchant owners and store managers face-to-face to build trust, audit store operations, and unlock growth opportunities.

Partner Retention: Act as a trusted advisor to merchant partners, handling objections, resolving operational issues, and preventing account churn.

Qualifications

Educational Background: Bachelor’s degree in Business, Marketing, Economics, Analytics, or a related field.

Experience: 3+ years of account management, commercial sales, business development, or growth analytics experience in tech, quick-commerce, e-commerce, or FMCG.

Execution & Discipline: Proven track record of high-volume execution, with the discipline to consistently perform ~40 focused calls/day aligned with weekly priorities set by leadership (revenue generation and operational health).

Commercial Drive: Proven track record in driving account growth, upselling, contract renewals, and securing commercial agreements.

Data & Tool Fluency: Intermediate-to-advanced proficiency in Excel / Google Sheets (pivot tables, data modeling) and hands-on experience using CRMs (Salesforce) and BI tools (Looker, Tableau, or similar).

Operational Insight: Ability to interpret quick-commerce metrics (AOV, conversion rate, cancellation rate, prep times) to diagnose store performance.

Field Readiness: Willingness and capability to conduct field visits and face-to-face partner meetings 1–2 days per week.

Languages: Professional fluency in both English and Swahili.

Nice-to-Have;

Prior experience in restaurant/retail operations, POS technology, or delivery/quick-commerce platforms.

Familiarity with AdTech solutions or digital ad monetization strategies.

• Execute high-volume partner outreach by making ~40 focused calls per day to your SMB portfolio to drive engagement, pitch growth initiatives, and resolve operational blockers.
• Align daily and weekly outreach directly with strategic priorities set by the SMB Lead—flexing focus seamlessly between revenue generation (e.g., upselling Glovo Ads, co-funded promos, store expansions) and operational health (e.g., reducing prep times, fixing cancellation rates, clearing catalog issues).
• Manage and grow a dedicated portfolio of high-potential SMB accounts, taking full ownership of order volume (Orders), Gross Merchandise Value (GMV), and Average Order Value (AOV).
• Identify expansion levers for your accounts—negotiating co-funded marketing campaigns, upselling in-app visibility solutions (Glovo Ads), and pitching store/radius expansions.
• Use Looker, Excel, and CRM tools (Salesforce) to conduct regular business reviews with partners, translating complex sales and operational metrics into actionable growth plans.
• Monitor partner health metrics (preparation time, cancellation rates, stockouts) and collaborate with internal Operations and Live Ops teams to eliminate bottlenecks.
• Spend some days per week in the field meeting merchant owners and store managers face-to-face to build trust, audit store operations, and unlock growth opportunities.
• Act as a trusted advisor to merchant partners, handling objections, resolving operational issues, and preventing account churn.

• High-volume execution
• Commercial drive
• Excel / Google Sheets (pivot tables, data modeling)
• CRMs (Salesforce)
• BI tools (Looker, Tableau, or similar)
• Interpretation of quick-commerce metrics
• Field visits and face-to-face partner meetings
• English and Swahili fluency

• Bachelor’s degree in Business, Marketing, Economics, Analytics, or a related field.
• 3+ years of account management, commercial sales, business development, or growth analytics experience in tech, quick-commerce, e-commerce, or FMCG.
• Proven track record of high-volume execution, with the discipline to consistently perform ~40 focused calls/day aligned with weekly priorities set by leadership (revenue generation and operational health).
• Proven track record in driving account growth, upselling, contract renewals, and securing commercial agreements.
• Intermediate-to-advanced proficiency in Excel / Google Sheets (pivot tables, data modeling) and hands-on experience using CRMs (Salesforce) and BI tools (Looker, Tableau, or similar).
• Ability to interpret quick-commerce metrics (AOV, conversion rate, cancellation rate, prep times) to diagnose store performance.
• Willingness and capability to conduct field visits and face-to-face partner meetings 1–2 days per week.
• Professional fluency in both English and Swahili.
• Prior experience in restaurant/retail operations, POS technology, or delivery/quick-commerce platforms (Nice-to-Have).
• Familiarity with AdTech solutions or digital ad monetization strategies (Nice-to-Have).