Territory Manager S&M Cities Italy

Glovo 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.

Job Ref ID: JR0085391

Your Mission:

As a Territory Manager in the City Development team, you will take full strategic and operational ownership of a regional cluster of cities. You will be the single point of accountability for their growth: deciding where we expand, which partners we bring onto the platform, how we fix the fundamentals of the user experience— all the way to handing over a mature, profitable, market-leading city.

Own your focus cities end-to-end:

• Coverage & Maps: drive expansion decisions and coordinate with Operations on decisions to improve the presence in your cities.

• Content: set partner acquisition priorities, own pipeline execution, manage & Grow your cities’ top partners.

• Fix the Basics: directly drive partner uptime improvement through targeted outreach, menu quality and CTDP optimization, and review AVR/shrinking thresholds to prevent content reductions triggered by ops tools.

• Affordability: own and execute the city-level promotional plan with city top partners.

• Reporting: own the city-level Weekly Business Review. 

What success looks like:

• Promotional presence in your cities— work with your top partners to execute appealing promotions.

• Focus on growing your priority cities.

What you will bring to the ride:

• Ownership & drive: a proven bias for action and a track record of hitting ambitious targets without supervision — you treat your territory like your own company.

• Analytical power: you translate complex data (share, funnel, unit economics) into a prioritized action plan, and you are fluent in marketplace metrics such as GMV, contribution margin, fail rate, uptime, and conversion.

• Strategic prioritization: you know how to concentrate scarce resources where they compound — choosing which cities, partners, and levers to attack first.

• Cross-functional influence: experience mobilizing Operations, Sales, Marketing, and account teams that do not report to you, and coaching more junior colleagues to execute your playbooks.

• Commercial and negotiation skills: proven success managing partners and negotiating commercial terms, ideally in a marketplace, retail, FMCG, or food-delivery environment.

• Organizational excellence: you juggle multiple cities, cycles, and stakeholders while keeping every detail polished and every deadline met.

• Adaptability: a genuine 'GAS' attitude and the ability to thrive in a fast-paced, constantly evolving, non-vanilla environment.

• Languages & mobility: fluent Italian and professional English, with availability to travel regularly across your region for city and partner visits.

Nice to have

• Proficiency in Looker (or similar BI tools) and SQL for data exploration and business analysis.

• Hands-on experience with Salesforce for pipeline and account management.

• Deep knowledge of the local market dynamics of Italian small and medium cities.

• Previous experience in city launch, territory expansion.

Please note that the advertised salary is base only, in addition to this you would also have a Quarterly Variable Performance Bonus of 30% of the base salary (with possibility to reach up to 150% of the target and bonus) & also an Equity Plan.

What the ride will bring to you:

• 🌟30% quarterly performance bonus.
• 🌟 An enticing equity plan that lets you own a piece of the action.
• 💪 Top-notch private health insurance to keep you at your peak.
• 🍔 Monthly Glovo credit to satisfy your cravings!
• 🏖️ Extra time off, the freedom to work from home two days a week, and the opportunity to work from anywhere for up to three weeks a year!
• 👪 Enhanced parental leave, and office-based nursery.
• 🧠 Online therapy and wellbeing benefits to ensure your mental well-being.

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!

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!