Director, Commercial

We are looking for an ambitious Director of Commercial to join our team reporting into the Managing Director! As a Commercial Director at our company, you are expected to plan, develop and implement commercial strategies based on our company objectives with the main goal of supporting and accelerating growth of our merchants. You will keep abreast of trends to provide strategic advice to the senior management and promote the company’s commercial activities to generate revenue and lead to sustainable growth. As your role will be crucial to our success and growth, we expect you to have an entrepreneurial mindset, be a creative strategist and have excellent leadership skills to serve as an example to the team.

Key Responsibilities:

Commercial Strategy & Execution

• Develop and implement commercial strategies that accelerate growth and align with the company’s overall objectives, clearly setting “where to play” and “how to win”

• Lead the identification and prioritization of target segments; define effective go-to-market approaches, including innovative yet practical schemes tailored to specific segment needs

• Take ownership of initiatives to grow key commercial metrics, ensuring both strategic and tactical plans are measurable, actionable, and adopted across teams

• Take ownership of short-term, mission-critical initiatives that address urgent business needs, ensuring swift delivery, measurable outcomes, and clear alignment with leadership priorities

• Manage and grow relationships with key partners, stakeholders, and vendors, ensuring alignment with business priorities and commercial objectives
   

Leadership: Culture, Performance & Operational Excellence

• Lead, inspire, and develop a highly-tenured and high-performing commercial team, fostering a culture of accountability, agility, and continuous improvement, while overseeing their growth, development, and engagement

• Educate and train the team to lead QBRs with merchants leveraging stellar pitch/play books

• Empower the team to identify and resolve operational bottlenecks swiftly while ensuring alignment with broader strategic goals. Lead a bottom-up approach to uncover local operational inefficiencies and implement improvements

• Define targets, KPIs, and performance metrics; own the measurement and reporting processes using appropriate systems, tools, and techniques. Ensure service levels, sales productivity, and operational standards are consistently met or exceeded

• Design and implement compensation models for commercial representatives and relevant commercial staff to incentivize performance and drive desired outcomes

• Drive continuous optimization by identifying opportunities to enhance productivity and customer experience

• Bachelor’s Degree in Business, Marketing, Finance,  Economics, or a related field; Master’s preferred
• 15 years of progressive commercial leadership experience, ideally in high-growth, tech-driven, or platform/e-commerce environment
• Proven track record in developing and executing commercial strategies that drive sustainable revenue growth and market expansion
• Demonstrated experience leading and developing high-performing sales or commercial teams, with strong people-management and coaching capabilities
• Experience working cross-functionally with operations, finance, marketing, and product teams to execute complex initiatives
• Exceptional analytical, strategic, and operational decision-making skills, backed by comfort with data, forecasting, and reporting tools
• Strong stakeholder management skills, with the ability to influence senior leaders, regional/global teams, external partners, and team members of all levels 
• Proven ability to diagnose operational issues, streamline processes, and lead continuous improvement initiatives
• Outstanding communication and presentation skills, with the ability to convey complex concepts simply and persuasively
• Highly adaptable, with the ability to thrive in fast-changing and ambiguous environments while maintaining a strong sense of ownership and urgency

foodpanda is part of the Delivery Hero Group, the world’s pioneering local delivery platform, our mission is to deliver an amazing experience—fast, easy, and to your door. We operate in around 65 countries worldwide. Headquartered in Berlin, Germany. Delivery Hero has been listed on the Frankfurt Stock Exchange since 2017 and is part of the MDAX stock market index.