National Account Manager (FMCG/HORECA)

Job Description

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.

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

As an NAM at Deliveroo, you will manage and grow relationships with our enterprise-level restaurant partners. You will work closely with your portfolio partners to understand their needs, develop tailored solutions, and drive revenue growth for both the partner and Deliveroo.

You will be based in our offices in Milan and report to the Head of National Accounts.

You will be responsible for:

• Build and maintain strong, long-term relationships with enterprise-level restaurant partners.

• Understand partners' business goals and challenges to provide strategic guidance and support.

• Analyse data to drive growth and profitability, both for your partners and for Deliveroo.

• Collaborate with internal teams to develop and implement customised solutions to meet partners' needs, including Marketing, Operations, Corporate, Customer Service.

• Drive revenue growth through upselling, cross-selling, and identifying new business opportunities.

• Act as the main point of contact for partners, addressing any issues or concerns in a timely and professional manner.

Requirements

• Proven experience in managing strategic or national accounts — ideally 4–5 years in Key Account Management, Business Development, or Sales roles within consumer tech, FMCG, or retail industries.

• Strong commercial and negotiation skills, with a proven track record of driving revenue growth, building long term partnerships and lead high stakes negotiations.

• Solid understanding of P&L management — able to assess profitability, optimise margins, and make data-informed decisions to drive sustainable growth.

• Analytical and data-driven mindset, with the ability to translate performance data and market insights into actionable business plans. Proficiency in Excel and CRM tools (experience with Looker is a plus).

• Excellent cross-functional collaboration skills, with the ability to influence and work effectively with internal teams such as Marketing, Operations, Finance and Product.

• Proactive, hands-on approach — someone who loves to roll up their sleeves and make things happen, always looking for innovative ways to grow Deliveroo’s local commerce ecosystem.

• Experience within the food and beverage, horeca sector, ideally managing large-scale multi-site customers.

• Bachelor’s degree in Business, Economics, Marketing or a related field.

• Fluency in English, both written and spoken.

Life at Deliveroo

We are a growing team, with very large impact, looking to answer some of the most interesting questions out there. We move fast, we're always looking for new ideas and we're very transparent about the decisions we make and why we make them.

Benefits and Diversity

At Deliveroo we know that people are the heart of the business and we prioritise their welfare. We offer different great benefits such as monthly Deliveroo credit, welfare program, community, convenience, growth, time away, relocation and more. We believe a great workplace 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.