Head of Longtail & Sales

If you’re here, it’s because you’re looking for an exciting ride. 

A ride that will fuel up your ambitions to take on a new challenge and stretch yourself beyond your comfort zone. 

We’ll deliver a non-vanilla culture built on talent, where we work to amplify the impact on millions of people, paving the way forward together. 

Not your usual app. We are the fastest-growing multi-category app connecting millions of users with businesses, and couriers, offering on-demand services from more than 170,000 local restaurants, grocers and supermarkets, and high street retail stores. We operate in more than 1500 cities across 23 countries. 

Together we revolutionise the way people connect with their everyday needs, from delivering essentials to connecting our ecosystem of users through innovative solutions powered by technology. For us, every day is filled with purpose.

What makes our ride unique? 

🤝 Our culture and strong values. 

💪 Our career development philosophy. 

🤝 Our commitment to being a force for good. 

We have a vision: To give everyone easy access to anything in their cities. And this is where your ride starts.

YOUR MISSION

The way we manage our company is built on the belief that by giving a WOW service to our clients, we will be able to change the delivery market. How are we doing it? By paying attention to all the details. Glovo is a hyperlocal marketplace featuring the trendiest places in each city & delivering their products in less than 60 mins.

This is a leadership role of Glovo’s Ukraine commercial team where you will be focusing on working with our core part of the business - restaurants/food. This role will require you to manage and coordinate the Sales and Account Management for Long Tail (Small Medium Enterprises), guaranteeing that target results are achieved in a short, middle and long term. You’ll have the mission to build and manage both Sales & AM dream teams, continuously training and improving them to reach ambitious goals in a hyper-growing tech company. 

THE JOURNEY

• Be an expert in building and managing a commercial AM Dream Team and a “starving for success” Sales team. Create a continuous training system and work on improving their performance. 
• Create a clear development path with clear goals and actions to follow with your team. You will also hire and onboard the new members ensuring they understand and apply the Glovo commercial ways of working.
• Lead market intelligence and expansion, ensuring coverage of the cities and thet content density and variety are met, increasing user satisfaction with a wide range of choices for ordering. 
• Ensure Quantity and quality of the pipeline, allowing the achievement of the commercial objectives. Work together with the Market Intelligence team to increase the quality of the pipeline and boost productivity through lead assignments.
• Design, plan and control the existing Long Tail partners growth strategy, working to get an increase in net sales, market share and net-new revenue.
• Establish goals for the team and evaluate their performance. Handle performance and develop talent to ensure the team is engaged and we retain them.
• Ensure that Long Tail partners experience with Glovo is top-notch, developing a clear lifecycle from the first contact till the long term partnership, avoiding partners’ risk of churning by establishing operational processes and commercial actions with the aim of generating orders. 
• Be an expert and ensure your team report all daily activities (Calls, Mail, Meetings, etc) and they keep detailed notes on leads and opportunities interactions and apply it
• Be a Salesforce power user, you can give feedback to the management on the new developments needed. Analyze results, identify each sales opportunities to improve their performance and drive positive changes
• Serve as the primary point of contact for HQ commercial teams, ensuring the effective rollout of global best practices. Additionally, provide feedback and influence HQ roadmaps.

WHAT YOU WILL BRING TO THE RIDE

• At least 3 years of relevant experience in managing high-performance commercial team of 10+ individuals. 

• Highly motivated, results-driven, strategic thinker, with strong leadership and business fundamentals.

• Project management skills, highly organised and detail-oriented approach.

• Data-driven with strong commercial and analytical skills. 

• Strong communication skills with ability to influence and drive change

• Extremely curious and have a desire to acquire a deep understanding

• You find smart and elegant solutions to complex, multi-disciplinary problems

• You're extremely agile and thrive in ambiguous environments

• You are always respectful, kind and fair

• Excellent written and spoken Ukrainian & English skills. 

• Excellent knowledge of CRM Systems, Salesforce will be a plus.

• Previous work experience in a startup / high-demanding environment is preferred

Individuals representing diverse profiles, and abilities, encompassing various genders, ethnicities, and backgrounds, are less likely to apply for this role if they do not possess solid experience in 100% of these areas. Even if it seems you don't meet our musts don't let it stop you, we are all about finding the best talent out there! Skills can be learned, and embracing diversity is invaluable.

We believe driven talent deserves:

• 🌟 An enticing equity plan that lets you own a piece of the action.
• 💪 Top-notch private health insurance to keep you at your peak.
• 🍔 Monthly Glovo credit to satisfy your cravings!
• 🏊 Discounted gym memberships to keep you energized.
• 🏖️ Extra time off, the freedom to work from home two days a week, and the opportunity to work from anywhere for up to three weeks a year!
• 👪 Enhanced parental leave, and office-based nursery.
• 🧠 Online therapy and wellbeing benefits to ensure your mental well-being.

Here at Glovo, we thrive on diversity, we believe it enhances our teams, products, and culture. We know that the best ideas come from a mashup of brilliant diverse minds. This is why we are committed to providing equal opportunities to talent from all backgrounds - all genders, racial/diverse backgrounds, abilities, ages, sexual orientations and all other unique characteristics that make you YOU. We will encourage you to bring your authentic self to work, fostering an inclusive environment where everyone feels heard. 

Feel free to note your pronouns in your application (e.g., she/her/hers, he/him/his, they/them/theirs, etc).

So, ready to take the wheel and make this the ride of your life? 

Delve into our culture by taking a peek at our Instagram and check out our Linkedin and website!