Head of Commercial - Bulgaria (They/She/He)

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YOUR MISSION As Head of Commercial for Bulgaria , you will play a defining role in how the business grows, scales, and succeeds in the market. You will own the commercial vision end to end, from setting long-term strategy and commercial priorities, to building strong partner ecosystems, developing high-performing teams, and driving sustainable and profitable growth. You will be responsible for building, strengthening, and scaling partnerships with restaurants , growing both their presence and performance on the platform, while leading your teams to consistently deliver ambitious sales and growth targets in a competitive and fast-moving environment. As a key member of the leadership team for Glovo Bulgaria , you will work closely with local leadership and with HQ to shape strategic direction, translate vision into execution, and ensure strong alignment across teams and functions. This is a senior leadership role for someone who combines strong commercial judgment, people leadership, and the ability to operate with speed and clarity in complex and ambiguous contexts . Beyond delivering results, you will help build the foundations for long-term success in Bulgaria by developing talent, raising the bar on execution, and creating trusted, long-term partnerships across the market. You will be responsible for building and developing partnerships with restaurants, and growing their number on the platform while leading your team to deliver aggressive sales and growth targets. THE JOURNEY Define and shape the long-term commercial strategy for Bulgaria , balancing growth, profitability, and partner sustainability. Empower local teams to build a strong and balanced partner portfolio , unlock new business opportunities, and initiate meaningful, long-term partnerships. Design and implement scalable commercial processes that enable growth while preserving quality, partner experience, and regional support. Lead your direct and indirect teams to excellence by hiring top talent, setting high standards, and enabling continuous growth and development. Support local commercial teams in achieving ambitious sales targets , while fostering trusted, sustainable relationships with partners. Act as a hands-on leader during complex negotiations , coaching and supporting teams to successfully close strategic deals with top chains and key accounts. Drive structure, clarity, and focus in day-to-day commercial execution , working closely with Commercial Managers to set goals, prioritize initiatives, delegate effectively, and track performance. Collaborate closely with HQ Commercial teams to define commissions, incentives, and reward mechanisms that drive motivation and align performance with company objectives. Own and coordinate commercial KPIs in close partnership with Operations and Marketing, ensuring alignment and impact across functions. Actively collaborate with peers across the organization , contributing to a supportive, high-performing environment where learning and growth are encouraged. Lead and develop a commercial organization of 20+ people , building a strong leadership bench and a culture of accountability and trust. Attract, hire, and develop top talent , helping individuals perform at their best and grow into their next roles. Continuously develop new business opportunities , anticipate challenges, and improve processes to keep the commercial organization agile and future-ready. WHAT YOU WILL BRING TO THE RIDE At least 5 years of relevant experience leading high-performing commercial teams ; exposure to multiple countries or markets is a strong plus Proven experience leading negotiations of multi-million contracts and building trusted relationships with C-level stakeholders A results-driven, strategic mindset grounded in strong leadership and business fundamentals Previous experience in a startup, scale-up, or similarly high-demand environment Excellent communication skills, with the ability to influence, align, and drive change Naturally persuasive, able to sell ideas and solutions in a credible, authentic, and respectful way Strong stakeholder management skills, with the ability to collaborate effectively with peers and cross-functional teams in service of company-wide goals A data-driven approach to decision-making , paired with sound business judgment when data is incomplete A strong sense of ownership, with a bias for action , clear prioritization, and focus on outcomes and deadlines High standards for yourself and your team, consistently raising the bar on deliverables and business results Strong coaching and mentoring capabilities , with a genuine interest in developing others The ability to find clear, pragmatic, and elegant solutions to complex, cross-functional challenges High agility and comfort operating in ambiguous and fast-changing environments Ambition that challenges the status quo and inspires others to think bigger A leadership style grounded in respect, fairness, and kindness Full professional

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