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Director, Restaurant Strategy

3 months ago

London, Greater London, United Kingdom Deliveroo Full time

The Role


As Director of Restaurant Strategy, you will be responsible for defining our future revenue growth strategy for Deliveroo's restaurant business.

Together with a team of 9 functional specialists, you will lead Deliveroo's thinking on where and how we unlock consumer growth opportunities for restaurant delivery and how we offer a differentiated proposition to restaurant partners that enables them and Deliveroo to capture this growth.

In executing such a category growth strategy, you and your team will lead a centre of expertise advising partners on how to grow on the Deliveroo marketplace, including specialisms in menu design, food pricing and promotions and optimising restaurant operations to ensure partners offer a great delivery experience.

Finally, you will lead Deliveroo's thinking on commercial architectures and B2B pricing to ensure we capture our fair share of the value we generate for restaurant partners.


This role operates at the heart of Deliveroo's restaurant business, providing opportunities to work with Product, Technology, Commercial, Marketing and Operations teams from across Deliveroo.

Reporting to the VP Commercial for UK & Ireland, you will also work alongside our Commercial Directors and their teams who will be executing the strategies you develop, giving you hands-on opportunities to work closely with our restaurant partners in developing and executing the growth strategies you define.


What you'll be responsible for
Developing our "category strategy" to drive future growth in restaurant delivery

  • Lead the identification of opportunities to drive sales growth for the restaurant delivery category through a deep and segmented understanding of consumers attitudes, needs and behaviours
  • Define the key strategies required to unlock the priority opportunities, including the development of supporting investment cases
  • Collaborate with product and business leaders to cascade these strategies into future roadmaps
  • Manage the programme execution to ensure strategies are executed effectively
Defining our value proposition to restaurant partners such that we become restaurants' preferred delivery partner

  • Collaborate with our Insights team to uncover partner needs and painpoints through regular research, data analytics and adhoc means (e.g. topicspecific focus groups)
  • Define how we segment partners based on their needs and the opportunities for growth we see with them
  • Identifying key opportunities to enhance our proposition, whether that be by improving the ease of doing business with Deliveroo or by enhancing the products and services that help partners to grow profitably
  • Own the strategy and implementation of key parts of our proposition, including our Signature "deliveryasaservice" offer
Leading Deliveroo's approach to driving partner growth on Deliveroo

  • Own the definition of our Partner Growth Framework that lays out the actions partners can take to grow profitable sales on Deliveroo
  • Operate centre of expertise that define bestpractice approaches to Menu Desig, Food Pricing & Promotions, Restaurant Operations
  • Collaborate with the Partner Policy & Processes and B2B Marketing teams to ensure our Partner Growth Framework is embedded in relevant partnerfacing processes and tools
Supporting local market teams to develop their commercial architectures that capture our fair share of the value we generate for partners

  • Operate a centre of expertise that provides advice to local market teams on Commission Frameworks, On-Boarding Fees, B2B Promotional Discounting, Penalty Charges and alternative B2B pricing frameworks
  • Collaborate with Finance & Product teams to ensure we have the processes and tooling needed to manage our B2B pricing with the appropriate governance and controls
  • Provide regular pricing compliance reporting to commercial and F&S leaders to ensure we are embedding our architectures and catching deviations from them
Building, coaching and leading an exceptional Restaurant Strategy team that is engaged, inclusive and high-performing

  • Create a compelling vision with a strong sense of unity and desire to win together
  • Recruit and coach team members that are commercially astute with high partner and customer centricity
  • Foster collaboration throughout the organisation, understanding the benefit and importance of strong functional and crossmarket collaboration

Key Competencies
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Thought-leadership:utilises data and consumer insight from across markets and external best-practice to shape clear growth strategies. Is able to translate this strategy into business cases and a structured roadmap of initiatives that can be delivered by their team or the wider organisation
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Problem solving:Expertly evaluates complex trade offs around competing business and financial priorities. Models good strategic decision making skills for the rest of the department and organisation. Is able to build a coalition of supporters for the recommendations