Lead, Channel Development

Job description

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).