Head of Commercial at Glovo

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.[1] It aspires to be a multi-category lifestyle app with food delivery being the most popular offering

Your Mission 

• As Head of Commercial, you will be responsible for defining and executing the overall commercial strategy, driving sustainable growth across our portfolio of partners, ranging from restaurant chains to independent restaurants, while building innovation in advertising solutions.

Job Description

You will lead a high performing team across three core verticals:

• Sales: Focused on signing and onboarding new restaurants and partners.
• Key Account Management: Responsible for strategic relationships and the growth of top industry players.
• Advertising & Monetization: Defining and delivering the advertising vertical’s vision and commercial performance.

You will work closely with regional & global stakeholders, including Directors, and C-Level executives of partner organizations, reporting directly to the General Manager of Kenya.

• Define, own, and execute the country-level commercial strategy, driving growth in net revenue, order volume, and market share.
• Build and manage an inspiring, diverse, and high-performing team across sales, account management, advertising, and on-demand services.
• Hire, onboard, and develop talent - establishing clear development paths, performance standards, and coaching frameworks.
• Lead the sales teams to identify, sign, and scale new restaurant partnerships that complement our customer value proposition.
• Manage strategic relationships with Top Accounts, co-developing commercial initiatives and operational plans to accelerate partner growth.
• Drive the Advertising and Monetization strategy: define the commercial model, pricing, go-to-market plans, and optimize campaign effectiveness for restaurant partners.
• Use strong data analysis and commercial acumen to identify growth levers, revenue opportunities, and process optimizations across all verticals.
• Act as the primary commercial POC to Regional & HQ stakeholders, ensuring local implementation of global best practices and feeding back market intelligence to influence strategic roadmaps.
• Continuously assess and improve internal processes, structures, and tools to drive efficiency, scale, and productivity.
• Make autonomous, high-impact decisions in a fast-paced environment while aligning with the broader strategic vision of the company.

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