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Commercial Director, QSR



London, UK
Posted on Wednesday, May 22, 2024

About the role

As the QSR Director you will be responsible for driving sustainable, profitable GMV growth from a portfolio of the largest and highest profile Quick-Serve Restaurant (QSR) partners in the UK & Ireland. Together with a team of 9 Client Partners and Account Managers, you will define and lead the implementation of joint plans with these partners to become the preferred delivery partner and grow Deliveroo's share of the highly competitive QSR-delivery sector.

Beyond the QSR sector, you will also be a key member of both the Commercial Leadership Team and UK & Ireland Leadership team. Within the Commercial Leadership Team, you will contribute to defining and embedding our wider commercial strategy and framework to ensure we have a market-leading proposition to all our National Account partners and have the capabilities to deliver it. As part of the UK & Ireland Leadership team you will work alongside other functional leaders to build a high-performing, inclusive and engaged organisation for all.

What you'll be responsible for

Define and implement our future commercial strategy to win with Quick-Serve Restaurant Accounts

Define the "where to play" and "how to win" strategic choices across your partner portfolio to unlock sustainable, profitable GMV growth using available partner and customer insight, competitor dynamics and industry trends

  • Identify future elements of our partner value proposition and the required capabilities to deliver them in collaboration with the Commercial Leadership and Global Restaurant teams and lead deployment of these enhancements across your portfolio
  • Set annual plans including resource allocation, financial budget and individual target setting for the partners in your portfolio
  • Ensure detailed implementation plans developed within cross-functional team with strong follow-up on execution through robust tracking and issue resolution

Establish multi-functional end-to-end relationships with our partners to be the preferred delivery provider

  • Build effective relationships with senior leaders of our major QSR partners
  • Lead development and implementation of joint business plans with the most important partners in your portfolio
  • Proactively resolve commercial and executional issues that affect our partners or require positive escalation to resolve

Manage the P&L for QSR to realise or exceed our annual financial objectives

  • Lead delivery of GMV growth by ensuring structured deployment of our partner growth levers across the QSR portfolio
  • Manage all financial investments to ensure annual profit objectives are delivered
  • Lead negotiations with the largest partners and ensuring your team approach all negotiations in line with our commercial framework in terms of rate structure and return on investment
  • Lead performance management and forecasting routines to ensure in-year delivery and course-correction as required to meet GMV and OPPO targets

Build, coach and lead an exceptional commercial team that is engaged, inclusive and high-performing

  • Create a compelling vision with a strong sense of unity and desire to win together
  • Recruit and coach team members that are commercially astute with high partner and customer centricity
  • Co-develop with the Commercial Leadership Team a targeted learning and development approach that unlock future business and personal potential for the team
  • Foster collaboration throughout the organisation, understanding the benefit and importance of strong central / local collaboration. Collaborate closely with the global restaurant organisation on the partners with international footprint

Key Leadership Competencies

  • Problem solving and strategic thinking: ability to identify commercial opportunities and issues in complex, ambiguous situations and translate through to a clear commercial choices that resolves trade-offs between competing business and financial priorities
  • Thought-leadership: utilises data and insight from across the market to shape a clear vision for the future that is recognised both internally and externally as industry leading
  • Commercial approach: role-models best practice approaches to selling, negotiating, account planning and that sets the bar for the wider National Accounts team
  • Delivery: sets clear performance management framework and routines to ensure objectives are met, with escalation routes in place to resolve off-track issues
  • Communication & Influence: structured communication skills with a clear aptitude to listen and respond to partner needs, and adapt to and engage different audiences. Is a trusted advisor to senior stakeholders and teams around the business and with senior external stakeholders
  • Team Development: Empowers managers below them to run a mature, high-performing team. Proactively engages in the development, growth, and retention of people across both their team and wider function
  • Change Management: Role-models a growth mindset that embraces change and deploys best-practice approaches to win hearts and minds and that ultimately embeds change into the organisation
  • Community-Building: a team player who readily collaborates cross-functionally and will sponsor or lead UK&I initiatives that drive an engaged, diverse, high-performing organisation

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.


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.

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