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Wolt is a fast-growing delivery platform operating in over 500 cities across 30 countries. The company was founded in 2014 and joined forces with DoorDash in 2022. Wolt is building the future of retail through its platform, which now extends beyond restaurant delivery to include grocery, supermarket, and general goods delivery.
As a Retail Development Manager, you will lead Wolt's strategic supermarket partnerships (Enterprise clients) in Kazakhstan. You will manage a portfolio of enterprise retail partners and build a high-performing team to drive growth and operational excellence.
Key responsibilities include:
- Guide complex negotiations and structure deals with key retail partners to ensure strong commercial terms
- Build and maintain strategic relationships with enterprise supermarket partners, understanding their needs and identifying expansion opportunities
- Drive portfolio performance by analyzing business and operational metrics, conducting quality and satisfaction checks, and identifying growth opportunities
- Drive operational excellence with field stakeholders (store managers, pickers, operations teams) to improve picking times, rejection rates, availability, and fulfillment quality
- Plan and execute collaborative marketing initiatives and co-marketing campaigns with retail partners
- Use dashboards and BI tools (Google Sheets, Power BI, Looker) to monitor KPIs, forecast performance, and make data-informed decisions
- Set clear KPIs and performance targets for your portfolio and track progress against commercial metrics (GOV, revenue growth, partner satisfaction)
- Own and strategically manage a portfolio of enterprise and tier-1 retail partners, leading quarterly business reviews with C-level stakeholders
- Build and improve best-practice account management processes and frameworks
- Work closely with cross-functional teams (Marketing, Operations, Support) to align on partner priorities and deliver excellent outcomes
- Act as a trusted advisor to partners, sharing insights and recommending improvements based on data and business performance
Requirements:
- 3–5 years of solid experience in enterprise account management (retail, FMCG, delivery, marketplace, supermarkets, or distribution)
- Strong negotiation skills with ability to guide complex deals and elevate deal quality
- Demonstrated ability to drive partner performance and deliver measurable KPI improvements (GOV, commercial metrics, revenue growth)
- Analytical and structured mindset; comfortable using dashboards and spreadsheets to steer priorities and decisions
- Proficiency with Google Sheets, Google Slides, Power BI, and/or Looker
- Excellent relationship-building and collaboration skills across Marketing, Operations, and Support
- Strong B2B partnership communication experience with ability to manage expectations and adapt tone
- Proven upselling and cross-selling abilities to drive account expansion and growth
- Fluent in Russian and Kazakh (at least conversational level); English at B2 level minimum
Nice to have:
- Experience in supermarket, grocery, or pharmacy retail segments
- Familiarity with marketplace or platform-based business models
- Track record of successfully scaling teams or expanding account portfolios
- Experience with advanced analytics or business intelligence platforms
