Lead, Channel Development

Company Description

foodpanda is part of the Delivery Hero Group, the world’s pioneering local delivery platform, our mission is to deliver an amazing experience - fast, easy, and to your door. We operate in around 65 countries worldwide. Headquartered in Berlin, Germany. Delivery Hero has been listed on the Frankfurt Stock Exchange since 2017 and is part of the MDAX stock market index.

Team Leadership & Talent Development

• Manage, mentor, and build a team of Channel Development Managers, setting clear performance KPIs, account allocation strategies, and career development paths.
• Establish team-wide standards for Joint Business Planning (JBP), account reviews, financial forecasting, and campaign execution.

Executive Relationship & Enterprise Negotiations

• Serve as the senior commercial lead and escalation point for foodpanda’s tier-1 retail partners, driving executive engagement with Directors, VPs, and Country Heads.
• Lead complex multi-year contract renewals, strategic joint ventures, commission structures, and platform growth frameworks across enterprise accounts.

Channel Strategy & P&L Growth

• Own the overall target setting, GMV growth, order volume, and profitability pathways across key retail sub-verticals (Supermarkets, Health & Beauty, Convenience, Department Stores, Specialized Retail).
• Drive platform ad monetization, co-funded marketing budgets, and featured vendor programs to maximize partner visibility and platform revenue.

Cross-Functional Collaboration

• Partner closely with Country Leadership, Marketing, Logistics/Operations, and Finance to optimize vendor fulfillment SLAs, reduce out-of-stock/cancellation rates, and launch platform-wide campaigns.
• Translate market feedback and enterprise client needs into operational and product enhancement requests for local and regional tech/product teams.

Qualifications

• Experience: 6–8+ years of commercial management, key account leadership, or channel development experience in quick-commerce, e-commerce, FMCG, or retail.
• People Management: Minimum 2–3 years of direct experience leading and developing high-performing account management or commercial teams.
• Executive Gravitas: Demonstrated track record of negotiating multi-million-dollar deals and maintaining long-term partnerships with C-suite, VP, and Director-level executives.
• Commercial & Analytical Expertise: Deep understanding of retail/e-commerce P&Ls, co-marketing fund mechanics, margin structures, and data analytics (Tableau, Looker, or advanced Excel).
• Leadership & Influence: Strong executive presence, strategic vision, and the ability to influence cross-functional teams in a fast-paced matrix organization.
• Education: Bachelor’s degree in Business Administration, Commercial Management, Economics, Marketing, or a related field (MBA is a plus).