Senior Business Development Manager

As a Senior Business Development Manager, Retail Partnerships, you will play a key role in strengthening Deliveroo's retail selection by identifying and signing the best brands across pharmacy, premium beauty, electronics, pet, apparel, florists, and other key retail categories that are currently missing from the platform.

Your focus will be on closing key gaps in Deliveroo's marketplace by securing high-demand retail partners that enhance our selection and competitiveness in the market, building the perfect mall in your pocket.

You will identify priority brands, develop targeted acquisition strategies, and lead end-to-end commercial negotiations, including large, complex, multi-stakeholder deals, to bring these partners onto Deliveroo.

Working closely with internal teams across marketing, operations, and onboarding, you will ensure new partners launch successfully and are set up for long-term growth on the platform.

We are looking for a highly driven and commercially minded individual with a proven track record of signing major retail partnerships, strong negotiation skills, a deep understanding of the retail landscape across multiple categories, and the ability to build relationships with senior stakeholders, including C-suite executives at national and international retail chains.

This role requires a strategic mindset, strong market awareness, and the ability to identify opportunities that strengthen Deliveroo's overall retail marketplace offering.

Responsibilities

• Retail acquisition: Prospecting, pitching, and closing key retail leads across pharmacy, premium beauty, electronics, pet, apparel, florists, and other categories not listed on Deliveroo in your territory, with strong negotiation skills and creative thinking, including large-scale enterprise retail agreements.
• Communicating with retail decision-makers and senior executives through outreach, industry events, and regular in-person meetings.
• Building and managing a business case and commercial proposal for complex, multi-market or multi-banner retail deals.
• Gathering relevant information from partners to support the decision-making process.
• Negotiating contract terms and closing deals with new retail partners, ensuring mutually beneficial agreements.
• Overseeing the onboarding process for new retail partners to ensure a smooth and successful integration onto our platform by coordinating with the onboarding team.
• Tracking retail partner performance post go-live and supporting the Account Management team with any challenges.

Lead Management

• Maintaining accurate records of interactions with leads and prospects in the CRM system.
• Being extremely aware and knowledgeable of your pipeline at a granular level, including deal stage and timelines for major accounts.

Performance Tracking

• Reporting to your line manager on pipeline progress, including status of major retail negotiations.
• Meeting and exceeding monthly and annual sales and commercial targets and KPIs.

Collaboration

• Adhering to our ways of working and representing Deliveroo professionally.
• Channeling market feedback to your line manager with recommendations on any changes in approach or strategy when needed.

Qualifications

• BSc/BA in business or a related field is preferred.
• 5+ years of sales & negotiation experience, preferably within a high-growth company, with a demonstrated track record of signing significant retail partnerships across categories such as pharmacy, beauty, electronics, pet, apparel, or florists.
• Retail industry experience in the UAE is a plus.
• Experience navigating long, complex sales cycles and negotiating with senior/C-suite stakeholders at large retail organizations.
• Strong communication and interpersonal skills.
• Strong analytical and strategic thinking abilities with excellent organisational and time management skills.
• Ability to work independently and as part of a team.
• Self-motivated, results-oriented, and able to thrive in a fast-paced environment.
• Strong problem-solving skills and the ability to handle multiple projects simultaneously.
• Passionate about the retail industry and staying current with market trends across categories.