Head, Strategic Accounts

We’re looking for a Head, Strategic Accounts to join our team at Pandora. You will lead our regional Strategic Accounts team, which is focused on driving best-in-class account management of our highest value accounts regionally (~10-15% of business for markets where accounts are present) & locally across our 16 markets (across Europe/Asia) / 3 brands (Foodpanda, Foodora & Yemeksepeti).

You and your team will not only build strong relationships with & unlock value in our regional restaurant partners, but also drive the development of best in class tools, products, and ways of working/processes to be implemented across all of our markets. Further, a key priority will be to 1) drive the identification of use cases for how AI can improve our strategic account management, 2) work with data/analytics and product teams to develop those into tangible tools/products and 3) manage the successful rollout, adoption and impact across our markets. Finally, you will also take the lead on signing any regional (cross-market) partners/restaurants that might be currently missing from our platform (across multiple markets).

Reporting to the Senior Director, Partner Growth, the ideal candidates will possess experience in developing/managing high-value commercial partners and relationships, excellent analytical/problem solving skills and data-backed decision making, as well as experience in go-to-market/roll-out across multiple geographies. Experience and knowledge of F&B commercials/operations or leveraging AI for impact is a plus, but not a requirement.  

Job Responsibilities  

Team & leadership:

• Build strong knowledge of all aspects of the business model, the online food ordering market & F&B

• Devise the department’s long-term strategy/plan, align and set out priorities and goals and performance manage the team against them

• Hire top talent, help them perform, grow and develop as professionals - in local and regional teams

Build robust & efficient operating processes & tools:

• Develop best in class account management tools, products, and ways of working/processes and leverage/use key data insights to elevate business/vendor actions

• Work with a cross-functional & local teams and lead GTM/rollout/ implementation and make sure we achieve impact across all Strategic Account Teams in Pandora

Strategic account management:

• Build best in class ways of working & relationships with key regional partners with structured communications, long term Joint Business Planning and recurrent Quarterly Business Reviews

• Maximize Gross Merchandise Value, revenue and gross profit growth of strategic accounts through constructing and negotiating commercial terms, marketing endeavors, operational excellence; achieve and exceed KPIs/business goals

• Get into details, deep-dive and problem solve. You will make things happen together with your team

• Serve as the primary point of contact for senior stakeholders within global strategic accounts

Identification, development and embedding of AI:

• Cooperate with other commercial teams to identify the AI use cases with highest impact on the work of strategic account management (regional or local)

• Work cross-functionally (e.g., with Data teams) to develop and improve on AI tool/product development

• Focus and drive the rollout, embedding (in how strategic accounts teams work) of those AI tools/products, so that value / impact is realised

Signing of regional dreambrands

• Partner with regional and local sales teams to identify brand gaps and lead regional-level negotiations to secure new partnerships

• Expected 6yr+ of work experience with at least 1yr+ experience in managing commercial / growth topics (i.e., experience in leading negotiations of large-scale contracts and building relationships with C-level of other organizations)

• Previous experience in fast-paced environments (startups, top internet firms) is a plus

• Bachelor in Business Administration, Economics, Operations Management is a plus

• Experience in FMCG, Retail or on-demand delivery industry is a plus

• Business acumen: proven track record of building strong relationships and partnerships with international companies & senior stakeholders s in order to create joint strategies & deliver value through collaboration

• Partner collaboration: Proven experience in working with external partners to align on strategic initiatives, foster mutual growth, & ensure seamless collaboration on account-related matters

• Problem solving skills with strong commercial and analytical skills

• Data-driven mentality / takes decision based on data and makes business judgment when necessary

• Great communication and interpersonal skills

• Negotiation skills: Know how to negotiate /build your way into a deal with big players in the market

• Project management skills, highly organized and detail-oriented approach

• Excellent knowledge of Google Suite and/or MS Office, Excel

• Excellent written and spoken English skills

• Be driven to build & grow; you have a natural bias for action, always pushing for things to happen, objective and deadline oriented; you are always a step ahead, proactive with potential problems/opportunities and always thinking how to be better

• You ensure the highest standards for you and your team with the deliverables and business objectives

• Ability to work in a high growth and high-performance start-up with a fast pace

• Adaptable, positive mindset: possess a flexible attitude towards evolving roles within the commercial domain. We value versatility and the ability to adapt to new challenges while ensuring a stable and consistent job scope