National Account Manager (FMCG/HORECA)

Job Description

National Account Manager

Join us in our mission to transform the way people shop and eat, where impact, innovation, and growth drives everything we do. Our Commercial team sits at the centre of Deliveroo’s marketplace—shaping how we serve restaurants, grocers, and new verticals worldwide. From negotiating key partnerships to unlocking new revenue streams and crafting data-led growth strategies, we take on big challenges that move the business forward. If you thrive in fast-paced, commercial environments and want to influence the future of a global brand—this is the team for you.

We’re looking for a National Account Manager to join our Milan team. In this role, you’ll manage and grow relationships with our enterprise-level restaurant partners, developing tailored solutions that drive revenue growth for both our partners and Deliveroo.

Get to know our Commercial team — what drives us, how we work, and what you can expect.

What You’ll Be Doing

You’ll be joining the National Accounts team. Reporting to the Head of National Accounts, you will act as a strategic consultant for our largest partners, using data to unlock value across the Italian market.

Here’s what your day-to-day might look like:

• Strategic Relationship Management: Build and maintain high-level, long-term partnerships with enterprise-level restaurant brands, serving as their primary strategic point of contact.

• Drive Commercial Growth: Lead high-stakes negotiations and identify opportunities for upselling and cross-selling to consistently grow partner revenue and profitability.

• Data-Led Strategy: Analyse complex performance data and market insights to build actionable business plans that improve partner margins and Deliveroo’s market share.

• Cross-Functional Collaboration: Partner with Marketing, Operations, and Corporate teams to design and implement bespoke solutions that solve unique partner challenges.

• Operational Integrity: Address partner concerns with professional urgency, ensuring Deliveroo’s service standards are consistently met across their entire multi-site portfolio.

What You’ll Need to Thrive

Essential

• National Account Expertise: Significant experience managing strategic or national accounts, ideally within consumer tech, FMCG, or the Horeca sector.

• Commercial Mastery: A proven track record of leading high-stakes negotiations and driving sustainable revenue growth through a strong understanding of P&L management.

• Analytical Fluency: A data-driven mindset with the ability to translate metrics into business strategies; proficiency in Excel and CRM tools is required.

• Cross-Functional Influence: Proven ability to work effectively with internal teams like Finance, Product, and Marketing to deliver complex projects.

• Language Skills: Fluency in both Italian and English (written and spoken) is essential for this role.

Nice to Have

• Experience specifically managing large-scale, multi-site restaurant groups.

• Familiarity with data visualisation tools such as Looker.

Why Join Us?

At Deliveroo, you’ll do work that matters, solving real-world problems in a three-sided marketplace that’s constantly evolving. We’re food lovers, problem solvers, community builders and more, brought together by a shared drive to make things better. Working here you can expect to:

🔧 Make a visible impact every day

Your work directly improves experiences for customers, partners and riders.

🌱 Learn fast in an entrepreneurial environment

Work close to the market with autonomy, pace and real responsibility.

🧠 Build a career, not just a role

Stretch yourself, develop new skills and grow as the business evolves.

🌎 Deliver together in an inclusive culture

Collaborative, values-driven teams that support how you work best.

We aim to create a fair process that lets your skills shine—our interview typically includes 3-4 stages. Find more about how we hire here.

Our Global Structure

Deliveroo is now part of DoorDash, bringing together teams with even greater reach, scale, and ambition. Depending on your role, you may collaborate with teammates, systems, and leaders across DoorDash and Wolt. Together, we’re unlocking new possibilities as one global team.

Diversity, Equity and Inclusion

At Deliveroo, we know that a great workplace reflects the world around us and that true diversity and inclusion make us stronger, more creative, and better at what we do. We’re committed to fostering an environment where everyone can do their best work and feel they belong.

We believe in equality of opportunity and welcome candidates from all backgrounds regardless of age, gender, ethnicity, disability, sexual orientation, gender identity, socio-economic background, religion, or belief.

If you have a disability or long-term health condition and need support to apply for one of our roles, or if you require any reasonable adjustments during the recruitment process, please contact our recruitment team at accommodations@deliveroo.co.uk and we’ll be happy to help ensure you have a fair and equitable experience.

If you’re excited about making a real impact in a fast-moving marketplace and growing your career alongside ambitious, supportive teams, we’d love to hear from you!