Account Manager SMB

Job description

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.

Qualifications

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.