Commercial Director

Job Description

The Role

As a Commercial Director, you will be responsible for driving sustainable, profitable revenue growth from a portfolio of the largest and highest profile partners in the UK & Ireland. Together with a team of Client Partners National Account Managers, you will define and lead the implementation of joint business plans with these partners to become the preferred delivery partner and grow Deliveroo’s share of the highly competitive sector.

Beyond your own portfolio, you will also be a key member of both the Commercial Leadership Team and UK & Ireland Leadership team. Within the Commercial Leadership Team, you will contribute to defining and embedding our wider commercial strategy and framework to ensure we have a market-leading proposition to all our partners and have the capabilities to deliver it. As part of the UK & Ireland Leadership team you will work alongside other functional leaders to build a high-performing, inclusive and engaged organisation for all.

What you’ll be responsible for

Define and implement our future commercial strategy to win:

• Define the “where to play” and “how to win” strategic choices across your partner
  portfolio to unlock sustainable, profitable revenue growth using available partner and
  customer insight, competitor dynamics and industry trends

• Identify future elements of our partner value proposition and the required capabilities to
  deliver them in collaboration with the Commercial Leadership and Global teams and lead deployment of these enhancements across your portfolio

• Set annual plans including resource allocation, financial budget and individual target
  setting for the partners in your portfolio

• Ensure detailed implementation plans developed within cross-functional team with
  strong follow-up on execution through robust tracking and issue resolution

Establish multi-functional end-to-end relationships with our partners to be the preferred delivery provider:

• Build effective relationships with senior leaders of our major partners

• Lead development and implementation of joint business plans with the most important
  partners in your portfolio

• Proactively resolve commercial and executional issues that affect our partners or require
  positive escalation to resolve

Manage the P&L to realise or exceed our annual financial objectives:

• Lead delivery of revenue growth by ensuring structured deployment of our partner growth
  levers across your partner portfolio

• Manage all financial investments to ensure annual profit objectives are delivered

• Lead negotiations with the largest partners and ensuring your team approach all
  negotiations in line with our commercial framework in terms of rate structure and return
  on investment

• Lead performance management and forecasting routines to ensure in-year delivery and
  course-correction as required to meet revenue and profit targets

Build, coach and lead an exceptional commercial team that is engaged, inclusive and
high-performing:

• Create a compelling vision with a strong sense of unity and desire to win together

• Recruit and coach team members that are commercially astute with high partner and
  customer centricity

• Co-develop with the Commercial Leadership Team a targeted learning and development
  approach that unlock future business and personal potential for the team

• Foster collaboration throughout the organisation, understanding the benefit and
  importance of strong central / local collaboration. Collaborate closely with the global organisation on the partners with international footprint

Key Leadership Competencies

• Problem solving and strategic thinking: ability to identify commercial opportunities and
  issues in complex, ambiguous situations and translate through to a clear commercial
  choices that resolves trade-offs between competing business and financial priorities

• Thought-leadership: utilises data and insight from across the market to shape a clear
  vision for the future that is recognised both internally and externally as industry leading

• Commercial approach: role-models best practice approaches to selling, negotiating,
  account planning and that sets the bar for the wider team

• Delivery: sets clear performance management framework and routines to ensure
  objectives are met, with escalation routes in place to resolve off-track issues

• Communication & Influence: structured communication skills with a clear aptitude to
  listen and respond to partner needs, and adapt to and engage different audiences. Is a
  trusted advisor to senior stakeholders and teams around the business and with senior
  external stakeholders

• Team Development: Empowers managers below them to run a mature, high-performing
  team. Proactively engages in the development, growth, and retention of people across
  both their team and wider function

• Change Management: Role-models a growth mindset that embraces change and deploys
  best-practice approaches to win hearts and minds and that ultimately embeds change
  into the organisation

• Community-Building: a team player who readily collaborates cross-functionally and will
  sponsor or lead UK&I initiatives that drive an engaged, diverse, high-performing
  organisation

Why Deliveroo

Our mission is to transform the way you shop and eat, bringing the neighbourhood to your door by connecting consumers, restaurants, shops and riders. . We are transforming the way the world eats and shops by making access to food and products more convenient and enjoyable.

We give people the opportunity to buy what they want, as they want it, when and where they want it.

Workplace & Diversity

At Deliveroo we know that people are the heart of the business and we prioritise their
welfare. We offer a wide range of great benefits in areas including health, family, finance, community, convenience, growth, time away and relocation.

We believe a great workplace is one that represents the world we live in and how beautifully diverse it can be. That means we have no judgement when it comes to any one of the things that make you who you are - your gender, race, sexuality, religion or a secret aversion to coriander. All you need is a passion for (most) food and a desire to be part of one of the fastest growing startups in an incredibly exciting space.