National Account Manager – FMCG & HORECA

About the role

Deliveroo is looking for a National Account Manager to join its Commercial team in Milan. You will act as a strategic consultant for the company’s largest restaurant partners across Italy, using data‑driven insights to grow revenue and strengthen long‑term relationships.

Key responsibilities

• Build and maintain high‑level, long‑term partnerships with enterprise‑level restaurant brands, serving as their primary strategic point of contact.
• Lead high‑stakes negotiations, identify upselling and cross‑selling opportunities, and drive sustainable revenue and profitability growth.
• Analyse performance data and market insights to develop actionable business plans that improve partner margins and Deliveroo’s market share.
• Collaborate with Marketing, Operations, Finance, Product and other internal teams to design and implement bespoke solutions for multi‑site partners.
• Address partner concerns promptly, ensuring service standards are met across all locations.

Required profile

• Significant experience managing strategic or national accounts, preferably in consumer tech, FMCG or the HORECA sector.
• Proven track record of leading complex negotiations and delivering revenue growth with strong P&L understanding.
• Data‑driven mindset with the ability to translate metrics into business strategies.
• Demonstrated ability to influence cross‑functional teams and deliver complex projects.
• Fluency in Italian and English, both written and spoken.

Required skills

• Advanced Excel proficiency.
• Experience with CRM tools.
• Familiarity with data visualisation tools such as Looker (nice to have).