Regional Head of Key Account Management

Do you love having groceries and other retail delivered? Do you thrive on building partnerships and influencing key commercial actions to drive growth? Are you skilled at building strong partnerships with internal and Merchant stakeholders to drive aggressive, sustainable growth? If this sounds like you, we want to hear from you! Join us in a fast-paced environment where your work will have a regional impact. 

Role background

Wolt is a Finnish technology company and we’re best known for our food delivery platform. In 2017, Wolt operated in 4 countries and 10 cities across the Nordics. Fast forward to today, we’re a team of 12,000+ people in 28 countries and over 500+ cities, servicing over 41 million registered users. As the platform economy is changing the ways consumers connect with restaurants and retailers, we're seeing a huge opportunity to be the industry leader with the amazing teams we have built globally.

Retail delivery at Wolt is growing rapidly, and we need a dynamic leader to help drive performance and manage Key Accounts across our regions (i.e., the major partnerships with Enterprise Retailers, across both Grocery and non-Food verticals).  You'll collaborate with local country teams, merchant partners, and regional & global stakeholders to drive growth, manage complex accounts, and ensure that key performance targets are met.

As the Regional Head of Key Account Management for New Verticals in Wolt’s South operating region, you'll take full ownership of managing key accounts, ensuring same-store and new venue growth, and delivering high-quality strategic Quarterly Reviews with senior Merchant stakeholders. You'll oversee both Grocery and non-Food sectors, enforce global KAM frameworks, and develop and maintain strategic support tools. You will be working closely with our local Account Managers. Our team will be small and spread out but will work closely together, consisting of one Global and two Regional Heads of Key Account Management.

What you’ll be doing

• Drive exceptional quality and growth in key accounts, focusing on performance, venue expansion, and QBR coverage across both grocery and non-grocery sectors.
• Rolling out a global framework in KAM to ensure the teams are focused on the right goals for each account post-onboarding, from developing exceptional foundations (on selection, quality and affordability) to advanced strategies to boost Account performance (e.g. through Ads), at the right time in the Account lifecycle.
• Collaborate with merchants on optimizing their capabilities in areas such as assortment management, order fulfillment, and quality control, ensuring alignment with global standards and best practices.
• Review Regional merchant performance with Account teams, focusing on the core KPIs of venue and account performance, and providing strategic guidance on improvements.
• Develop & maintain best-in-class KAM toolkit (case studies, QBR templates, performance tools)
• Act as a liaison between merchants, local teams, regional management, and product stakeholders, ensuring clear communication and alignment on goals and performance. You will be the “voice of the Key Accounts in the Region” 
• Coach and mentor local teams, ensuring they adhere to KAM standards, helping them develop the necessary skills, and holding them accountable for meeting goals.

Our humble expectations

• You have significant (5-8 years) account management, business development or sales experience within similar industries, FMCG, retail, technology, or related. Experience in e-commerce or digital marketplaces is a huge plus.
• A proven track record in strategically growing commercial partnerships. You have strong analytical, financial, and commercial acumen. 
• You can quickly identify the right opportunities & performance issues and derive actionable insights. 
• You do not shy away from the details, building from a small base and testing, to identify winning strategies and scale them quickly for impact.
• You have a multicultural understanding and you can move others in the right direction in an international environment.
• You have strong attention to detail and the ability to own and drive, work independently, and ask for guidance when needed.
• You communicate clearly and concisely in written and verbal comms and are fluent in English.

Next Steps

If you are excited about working in a high-growth environment, taking ownership, and being part of an extremely ambitious team, then click below to apply and get the conversation going! Along with a competitive salary and benefits, you will also be eligible for our stock option plan.

You will fit into a truly diverse team across 28 countries - what really matters to us is a caring and welcoming environment where we embrace uniqueness and celebrate diversity. Experience a company culture where we work on eye level, decisions are made quickly and knowledge sharing, as well as mentoring, is on our daily agenda.

We will be reviewing applications on an on-going basis, so if this sounds like an opportunity you want to pursue, apply today!

Please note that we do not accept applications coming through email due to GDPR. Make sure to apply through our careers page and send your application in English.