Key Account Manager Bulgaria

Delivery Hero
Sofia
Workplace: HybridFull timeFunction: Customer Success & Account ManagementSkills: ["Leadership","Collaboration","Negotiation","Stakeholder management","Problem-solving","Analytical skills","Data-driven decision making","Project management","Adaptability"]

Own the relationships between top Glovo Partners & Brands in Bulgaria, driving partner growth through promo negotiations, marketing activations, and menu performance. Build engagement through proactive business reviews, onboard new top partners, and manage renegotiations with sustainable economics. Analyze partner KPIs, prepare dashboards and reports, translate feedback into improvements across product/marketing/operations, and collaborate closely with the sales team and broader commercial org.

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FursaFursa
Delivery Hero
Delivery Hero
2 days ago

Key Account Manager Bulgaria

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Job Summary

Own the relationships between top Glovo Partners & Brands in Bulgaria, driving partner growth through promo negotiations, marketing activations, and menu performance. Build engagement through proactive business reviews, onboard new top partners, and manage renegotiations with sustainable economics. Analyze partner KPIs, prepare dashboards and reports, translate feedback into improvements across product/marketing/operations, and collaborate closely with the sales team and broader commercial org.
Location: Sofia
Workplace: Hybrid
Employment Type: Full time · Permanent
Job Function: Customer Success & Account Management
Seniority: Entry level

Key Responsibilities

  • •Build and maintain relationships with Glovo’s top partners through consistent proactive communication, meetings, and business reviews.
  • •Plan and execute initiatives to grow partners via promo negotiations, marketing activations, and menu performance improvements (e.g., AOV and conversion rate).
  • •Onboard new top partners by providing required tools and information, and manage partner business performance.
  • •Analyze partner KPIs, prepare reports and dashboards, and use insights for operational improvements.
  • •Lead commercial renegotiations to ensure strong partnerships with sustainable economics; support closing partner deals with the sales team leader when needed.

Pay and Benefits

Perks:Health InsuranceRemote WorkMeal AllowanceParental LeaveGym Membership

Key Requirements

  • •1-2 years of experience in a fast-paced environment (start-ups, FMCG, retail, telecoms, advertising, or food-hospitality).
  • •Experience working with external partners for strategic initiatives and account collaboration (at least 3 years).
  • •Strong commercial and negotiation skills with big players; business acumen to understand partner models, revenue dynamics, and drivers.
  • •Excellent communication and stakeholder management skills to build long-term relationships and act as a trusted advisor.
  • •Excellent Bulgarian and English skills; advanced Excel and strong knowledge of Google Suite and/or MS Office.
Experience:FMCGFood-hospitalityOn-demand deliveryStartupsRetailTelecomsAdvertisingFast-paced environment
Skills:LeadershipCollaborationNegotiationStakeholder managementProblem-solvingAnalytical skillsData-driven decision makingProject managementAdaptability
Languages:BulgarianEnglish
Tech Stack:Google SuiteMS OfficeExcel

Company Brief

Delivery Hero
Global online food-ordering and local delivery platform operating multiple regional brands (e.g., Foodpanda, Glovo, Talabat) across 50–70+ countries, supplying food and quick-commerce deliveries via marketplace and logistics services.
Industry: Online Marketplaces
Company Size: Enterprise (1,001+ employees)
Revenue: USD 1B+
Growth: Public Company
Valuation: Public Company (Market Cap in USD)
Funding: IPO / Publicly Listed
Headquarters: Berlin, Germany
Founded: 2011
Glassdoor
Glassdoor: 3.4
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