Head, Strategic Accounts

About the Company

Foodpanda is part of the Delivery Hero Group, a pioneering local delivery platform operating in about 65 countries worldwide. Headquartered in Berlin, Germany, Delivery Hero has been publicly traded on the Frankfurt Stock Exchange since 2017 and is included in the MDAX stock market index.

Role Overview

We are searching for a Head of Strategic Accounts to lead our regional Strategic Accounts team. This team focuses on superior account management for our highest-value clients regionally (accounting for approximately 10-15% of business where these accounts operate) and locally across 16 markets in Europe and Asia, covering three brands: Foodpanda, Foodora, and Yemeksepeti.

Key Responsibilities

• Develop a deep understanding of the business model, online food ordering marketplaces, and the food and beverage (F&B) industry.
• Formulate long-term strategies for the department, establish priorities, set objectives, and oversee team performance.
• Recruit exceptional talent and foster their professional growth across local and regional teams.
• Create and implement efficient operating processes, account management tools, and best practices utilizing critical data insights to enhance vendor and business decisions.
• Lead cross-functional teams in go-to-market strategies, rollouts, and operational adoption at scale.
• Establish strong relationships with major regional partners through structured communication, joint business planning, and regular business reviews.
• Maximize gross merchandise value, revenue, and gross profit of strategic accounts by managing commercial negotiations, marketing, and operational initiatives to meet and exceed KPIs.
• Engage in detailed problem-solving and lead collaborative efforts with the team to implement solutions.
• Act as the main liaison for senior stakeholders in global strategic accounts.
• Identify AI applications that can enhance strategic account management and work with data and product teams to develop, roll out, and embed AI tools/product usage effectively across markets.
• Collaborate with regional and local sales teams to identify gaps and lead negotiations to onboard new high-profile brand partners on a regional basis.

Qualifications and Experience

• At least six years of professional experience, including over one year in managing commercial or growth functions, such as negotiating large contracts and engaging with C-level executives.
• Experience in fast-moving environments like startups or leading internet firms is advantageous.
• A Bachelor’s degree in Business Administration, Economics, or Operations Management is preferred.
• Background in FMCG, retail, or on-demand delivery sectors is a plus.
• Strong business acumen demonstrated by building partnerships with international companies and senior-level stakeholders to develop joint strategies and deliver shared value.
• Proven capability in collaborating with external partners to align strategic goals and nurture growth.
• Strong analytical, problem-solving, and commercial decision-making skills grounded in data-driven approaches.
• Excellent communication, negotiation abilities, and interpersonal skills.
• Proficiency in project management with a detail-oriented and organized style.
• Advanced knowledge of Google Suite and/or Microsoft Office, especially Excel.
• Fluent in spoken and written English.
• Highly motivated with a proactive, objective-driven attitude focused on delivering high standards and business results.
• Ability to thrive in a dynamic, high-growth, fast-paced startup environment.
• Adaptability and positivity with a flexible approach to evolving roles and responsibilities within commercial domains.