From the employer's hiring system · Verified employer
Account Manager SMB
Delivery Hero
Job at a glance
- Employer
- Delivery Hero
- Position
- Account Manager SMB
- Location
- Nairobi, Kenya
- Job type
- Full-time
- Experience
- 3+ years in relevant sector
- Education
- Bachelor's degree in Business-related field
- Salary
- Not stated in the advert
- Application deadline
- Open until filled (listed until 2 November 2026)
- Posted on VacancyKE
- 15 October 2026
VacancyKE summary
Delivery Hero is hiring an Account Manager for Small and Medium Businesses (SMBs) in Nairobi. You will manage a portfolio of merchant partners on the Glovo platform, driving growth through data analysis, high-volume outreach, and field visits.
What stands out about this opportunity
- Requires ~40 focused calls per day
- Includes 1–2 days per week of field visits
- Focuses on Quick Commerce and Glovo platform growth
Key responsibilities
- Make approximately 40 focused calls daily to engage SMB partners and resolve operational issues.
- Manage a dedicated portfolio of high-potential accounts, owning order volume, GMV, and AOV metrics.
- Pitch growth initiatives such as upselling Glovo Ads, co-funded promotions, and store radius expansions.
- Conduct regular business reviews using Looker, Excel, and Salesforce to translate metrics into action plans.
- Monitor partner health indicators like preparation time, cancellation rates, and stockouts.
- Collaborate with internal Operations and Live Ops teams to eliminate bottlenecks affecting merchants.
- Visit merchants face-to-face 1–2 days per week to build trust and audit store operations.
- Act as a trusted advisor to prevent account churn and handle objections or commercial negotiations.
Who should apply?
This role suits professionals with 3+ years in tech or FMCG sales who combine strong commercial negotiation skills with advanced data analysis capabilities.
Key requirements
- Bachelor's degree in Business-related field
- 3+ years in tech/e-commerce/FMCG
- Advanced Excel and CRM proficiency
- High-volume call execution capability
- Data-driven account management
How to apply
Official source: From the employer's hiring system · jobs.smartrecruiters.com. VacancyKE never charges job seekers.
Original employer advertisement
Published by Delivery Hero on jobs.smartrecruiters.com. Shown for reference; the employer’s version is the official one.
The employer’s advert
ID: JR0084305
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: Building the largest marketplace in your city, to give access to anything in minutes . And this is where your ride starts.
Your Mission
You will combine commercial skills with deep data analysis to pitch expansion opportunities, optimize store operations, and drive partner profitability. This is a high-visibility, high-impact role where your work directly shapes local merchant success and drives quick-commerce growth in Kenya
THE JOURNEY
• Execute high-volume partner outreach by making ~40 focused calls per day to your SMB portfolio to drive engagement, pitch growth initiatives, and resolve operational blockers.
• Align daily and weekly outreach directly with strategic priorities set by the SMB Lead—flexing focus seamlessly between revenue generation (e.g., upselling Glovo Ads, co-funded promos, store expansions) and operational health (e.g., reducing prep times, fixing cancellation rates, clearing catalog issues).
• Manage and grow a dedicated portfolio of high-potential SMB accounts, taking full ownership of order volume (Orders), Gross Merchandise Value (GMV), and Average Order Value (AOV).
• Identify expansion levers for your accounts—negotiating co-funded marketing campaigns, upselling in-app visibility solutions (Glovo Ads), and pitching store/radius expansions.
• Use Looker, Excel, and CRM tools (Salesforce) to conduct regular business reviews with partners, translating complex sales and operational metrics into actionable growth plans.
• Monitor partner health metrics (preparation time, cancellation rates, stockouts) and collaborate with internal Operations and Live Ops teams to eliminate bottlenecks.
• Spend some days per week in the field meeting merchant owners and store managers face-to-face to build trust, audit store operations, and unlock growth opportunities.
• Act as a trusted advisor to merchant partners, handling objections, resolving operational issues, and preventing account churn.
• Bachelor’s degree in Business, Marketing, Economics, Analytics, or a related field.
• 3+ years of account management, commercial sales, business development, or growth analytics experience in tech, quick-commerce, e-commerce, or FMCG.
• Proven track record of high-volume execution, with the discipline to consistently perform ~40 focused calls/day aligned with weekly priorities set by leadership (revenue generation and operational health).
• Proven track record in driving account growth, upselling, contract renewals, and securing commercial agreements.
• Intermediate-to-advanced proficiency in Excel / Google Sheets (pivot tables, data modeling) and hands-on experience using CRMs (Salesforce) and BI tools (Looker, Tableau, or similar).
• Ability to interpret quick-commerce metrics (AOV, conversion rate, cancellation rate, prep times) to diagnose store performance.
• Willingness and capability to conduct field visits and face-to-face partner meetings 1–2 days per week.
At Glovo, your success is defined by both results and behaviors. We hire for excellence in craft and for the Leadership Principles that shape how we think, decide, and collaborate. What you achieve matters and how you achieve it defines us. Together, they move the business forward and deliver great experiences. Learn more about our Leadership Principles here .
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 !
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: Building the largest marketplace in your city, to give access to anything in minutes . And this is where your ride starts.
Your Mission
You will combine commercial skills with deep data analysis to pitch expansion opportunities, optimize store operations, and drive partner profitability. This is a high-visibility, high-impact role where your work directly shapes local merchant success and drives quick-commerce growth in Kenya
THE JOURNEY
• Execute high-volume partner outreach by making ~40 focused calls per day to your SMB portfolio to drive engagement, pitch growth initiatives, and resolve operational blockers.
• Align daily and weekly outreach directly with strategic priorities set by the SMB Lead—flexing focus seamlessly between revenue generation (e.g., upselling Glovo Ads, co-funded promos, store expansions) and operational health (e.g., reducing prep times, fixing cancellation rates, clearing catalog issues).
• Manage and grow a dedicated portfolio of high-potential SMB accounts, taking full ownership of order volume (Orders), Gross Merchandise Value (GMV), and Average Order Value (AOV).
• Identify expansion levers for your accounts—negotiating co-funded marketing campaigns, upselling in-app visibility solutions (Glovo Ads), and pitching store/radius expansions.
• Use Looker, Excel, and CRM tools (Salesforce) to conduct regular business reviews with partners, translating complex sales and operational metrics into actionable growth plans.
• Monitor partner health metrics (preparation time, cancellation rates, stockouts) and collaborate with internal Operations and Live Ops teams to eliminate bottlenecks.
• Spend some days per week in the field meeting merchant owners and store managers face-to-face to build trust, audit store operations, and unlock growth opportunities.
• Act as a trusted advisor to merchant partners, handling objections, resolving operational issues, and preventing account churn.
• Bachelor’s degree in Business, Marketing, Economics, Analytics, or a related field.
• 3+ years of account management, commercial sales, business development, or growth analytics experience in tech, quick-commerce, e-commerce, or FMCG.
• Proven track record of high-volume execution, with the discipline to consistently perform ~40 focused calls/day aligned with weekly priorities set by leadership (revenue generation and operational health).
• Proven track record in driving account growth, upselling, contract renewals, and securing commercial agreements.
• Intermediate-to-advanced proficiency in Excel / Google Sheets (pivot tables, data modeling) and hands-on experience using CRMs (Salesforce) and BI tools (Looker, Tableau, or similar).
• Ability to interpret quick-commerce metrics (AOV, conversion rate, cancellation rate, prep times) to diagnose store performance.
• Willingness and capability to conduct field visits and face-to-face partner meetings 1–2 days per week.
At Glovo, your success is defined by both results and behaviors. We hire for excellence in craft and for the Leadership Principles that shape how we think, decide, and collaborate. What you achieve matters and how you achieve it defines us. Together, they move the business forward and deliver great experiences. Learn more about our Leadership Principles here .
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 !