Client Partner, Strategic Partnerships

Job Description

Client Partner, FMCG Advertising (L5)

At Deliveroo, our mission is to transform the way people shop and eat, bringing the neighbourhood to your door by connecting customers, restaurants, shops and riders. We give people the opportunity to buy what they want, when and where they want it.

We are a technology-driven company at the forefront of the most rapidly expanding industry in the world. We are still a small team, making a very large impact, looking to answer some of the most interesting questions out there. We move fast, value autonomy and ownership, and we are always looking for new ideas.

The Role

This is a unique opportunity to join a newly created CPG Strategic Partnerships team, piloted in 2025 and now established as a key strategic arm of Deliveroo’s advertising business. The team works with a small, highly select group of our highest-value FMCG partners, providing deep, consultancy-style account management - focusing on strategic growth, long-term value creation and joint business planning rather than high-volume campaign management.

As a Client Partner, you will report to the Head of Commercial for Global Grocery and lead a growing team of Senior Account Managers. You will shape the direction of this new function, building processes, playbooks and partnership models from the ground up.

This role suits someone who is creative, strategic, commercially sharp and energised by building new things, solving complex problems and making things happen. It is not a typical account management role - it requires curiosity, innovation, strong strategic thinking and the ability to operate in ambiguity.

You will own and grow multi-market relationships with top-tier FMCG/CPG partners, develop Joint Business Plans (JBPs), and collaborate closely with Deliveroo Media, our Grocery & Retail teams, Marketing, Operations and Product to drive category leadership and partner performance.

Key Responsibilities

• Strategic Partner Leadership:

• Own day-to-day relationships for a small portfolio (approx. 2–3) of Deliveroo’s highest-priority FMCG partners across categories such as Beverages, Snacking & Confectionery, BWS, Health & Beauty or Household.

• Transform these relationships into expansive, collaborative, multi-market partnerships.

• Develop, negotiate and deliver 6–18-month strategic Joint Business Plans tied to commercial and advertising revenue goals.

• Provide partners with consultancy-style support: category insights, growth strategies, thought leadership and on-demand commerce expertise.

  Team Leadership

• Lead, mentor and develop a team of Senior Account Managers, each owning 2–3 strategic partners.

• Support hiring and help shape the culture and operating model of this newly formed team.

• Build the team’s toolkit: frameworks, best practices, planning processes and ways of working.

  Commercial Strategy & Execution

• Create compelling, insight-led commercial value propositions tailored to each partner’s objectives.

• Build and maintain a prioritisation framework to focus effort on the highest-impact opportunities.

• Track JBP delivery, manage investment and identify tactical interventions to course-correct performance.

• Contribute to Deliveroo’s wider FMCG Advertising strategy with market analysis, competitor intelligence and strategic recommendations.

  Cross-Functional Collaboration

• Partner closely with Deliveroo Media Sales, Grocery & Retail Merchant teams, Marketing, Operations and Product.

• Advocate for partner needs internally while balancing Deliveroo’s commercial priorities.

• Lead cross-functional problem solving to create scalable, innovative partner solutions.

Requirements

Requiring a high level of commercial skills and a go-getter attitude, the successful candidate needs excellence in selling, negotiation and account management, combined with the passion and drive to shape the culture of an inclusive, sustainable high performing team. We are looking for a candidate with a background in FMCG / Retail Media account management and/or Shopper Marketing with a strong understanding of FMCG market dynamics, trends, and challenges.

• Senior Sales Manager/Controller, or similar role in the FMCG industry, with a strong understanding of FMCG market dynamics, trends, and challenges.

• Results focus - results-oriented and able to meet deadlines and the ability to launch tactical commercial activation initiatives to contribute to team revenue targets.

• Commercial and account management - Ability to build and maintain strong client relationships with a robust account management framework focused on shared value creation and partner growth.

• Thought leader - deep knowledge of FMCG industry trends and best practices, as well as FMCG marketing with the ability to communicate our value proposition in client settings.

• Self-motivated, proactive, and able to work independently or as part of a team with exceptional organisational and time management skills. Analytical mindset with the ability to interpret sales data and trends.

• Stakeholder Management - engaging, informing and gaining the support of various stakeholders. Taking time to collaborate and build relationships; earning the respect and trust of others within the organisation through strong communication, negotiation, and interpersonal skills.

• Confident, respectful & high energy - you bring freshness, energy and passion into the team. Help create a working environment that is stable, safe, inclusive, supportive and enjoyable to work in

Workplace & Benefits

At Deliveroo we know that people are the heart of the business and we prioritise their welfare. Benefits differ by country, but we offer many benefits in areas including healthcare, well-being, parental leave, pensions, and generous annual leave allowances, including time off to support a charitable cause of your choice. Benefits are country-specific, please ask your recruiter for more information.

Diversity

At Deliveroo, 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 businesses in a rapidly growing industry.

We are committed to diversity, equity and inclusion in all aspects of our hiring process. We recognise that some candidates may require adjustments to apply for a position or fairly participate in the interview process. If you require any adjustments, please don't hesitate to let us know. We will make every effort to provide the necessary adjustments to ensure you have an equitable opportunity to succeed.