Commercial Partnerships Manager
Sales & Business DevelopmentPosted 13 May 2026
Posted 13 May 2026
The original posting with the fluff stripped out
About Us
We are Ocado Commercial, and we are revolutionising online grocery. We partner with the world's leading retailers, providing our innovative Ocado Smart Platform (OSP) – a powerful blend of automation and software – to elevate their e-commerce capabilities. Join us and be part of a team that's shaping the future of retail, working with global giants from Kroger to AEON.
About the Role
The Account Manager role is an exciting opportunity in our European Partnership team to directly influence the commercial success of our Partners.
We are looking for a strategic and commercially driven e-commerce leader to join our European Partnership team. In this role, you will own the strategy to drive online growth for our partners, ensuring commercial success, operational efficiency, and international scalability.
This role is hybrid, working 2 days per week in our UK Head Office in Hatfield, and 3 days per week from home. Regular travel to our partners’ offices and operational sites will be required.
Your main mission will be to drive the success of your account, supporting your partner to achieve our joint goals. You will develop and maintain strong relationships, help your partner to grow its online business, as well as realising new commercial opportunities for Ocado.
Account Development:
Developing, updating and owning partnership strategy that aligns with the partner's e-commerce goals, focusing on identifying and maximising opportunities for market share growth and operational optimisation
Responsible for overseeing the overall delivery of the agreed partnership goals, including building a strong internal collaboration network and securing appropriate support to meet those partnership goals
Primary interface between Ocado and the partner for all relationship matters, including escalations
Pursuing opportunities to develop the partner relationship further, from creative idea generation, business case development, commercial negotiation and overseeing implementation
Ensuring that Operations are supporting Growth and that teams are aligned with the same objectives and KPIs
Partner Growth:
Owning the shaping and delivery of a strategy to help your partners grow and improve their commercial outcomes
Leveraging data to provide regular reporting to internal and external stakeholders, highlighting key trends and opportunities to improve growth
Delivering actionable recommendations partners can implement within their organizations to support growth
Becoming an expert on all the relevant OSP features that can support growth, and ensuring your partners are fully utilising these features to drive their goals.
Delivering against agreed partnership goals, including building a strong internal collaboration network and securing appropriate support to meet these partnership goals
Maintaining strong awareness of the market your partner operates in and providing timely and actionable recommendations to help them take advantage of opportunities
About you
Languages: Fluency in English is essential. Other European languages desirable (French, Spanish, Polish or Swedish)
Years of proven track record in one or several of the following fields:
Developing and executing online growth strategies within a direct to consumer business with complex logistics (grocery ecommerce experience a big plus).
Retail and/or strategy management consulting experience, with projects focusing on growth and/or logistics.
Hypergrowth start-ups or scale-ups
Familiarity and passion for data-driven marketing, consumer insight, and ecommerce
Familiarity with or experience with measuring and optimising key growth metrics including user growth, conversion, LTV
Comfortable utilising data to gain a clear understanding of the customer journey, identify and implement improvements, and measure performance
A highly analytical skill set, able to use data to drive insights and recommendations for partners
Deep understanding of financial statements/P&Ls
Ability to create strategy with imperfect information to deliver business goals
Highly commercial, able to identify biggest wins for our partners to focus on to improve growth and profitability
A passion for grocery retail and an understanding of the key marketing and commercial levers to drive growth. Up to date on the industry, digital platforms, and changes as they roll out
Understanding of operations in E-comm businesses, as well as E-comm financial statements/P&Ls
Professional and/or student international experience will be a plus
What we offer
We believe in supporting our people with meaningful, flexible benefits that prioritise well-being and work-life balance. Here’s a snapshot of what you can expect: