Senior Retail Development Manager

At Wolt, we're building the future of retail - and our Retail Account Management Team plays a critical role in shaping how the largest retail chains operate and grow on our platform.

We are looking for a Retail Development Manager to join a senior team managing Wolt's strategic supermarket partnerships (Enterprise clients) in Kazakhstan.

What you’ll be doing

In this role, you'll be managing a portfolio of enterprise partners. As Manager, you will own the strategic relationships with key accounts, set team direction and goals, coach your team to deliver excellence, and oversee performance improvement initiatives. You will work closely with your partners, operational stakeholders, and the Retail lead to improve performance, solve operational challenges, and drive sustainable growth across the partnership while building a high-performing, motivated team.

Day-to-day in this role:

• Guide complex negotiations and structure deals with key retail partners, elevating deal quality and ensuring strong commercial terms that benefit both Wolt and our partners.
• Build and maintain robust, strategic relationships with enterprise supermarket partners, deeply understanding their needs and identifying opportunities for account expansion and growth.
• Drive portfolio performance by analyzing business and operational metrics, conducting regular quality and satisfaction checks, and identifying growth opportunities and areas for improvement across accounts.
• Drive operational excellence together with field stakeholders, including store managers, pickers, and operations teams, to improve picking times, rejection reasons, availability, and fulfillment quality.
• Plan and execute collaborative marketing initiatives with retail partners, including co-marketing campaigns that drive sales, increase customer awareness, and strengthen partnerships.
• Use dashboards, spreadsheets, and BI tools such as Google Sheets, Power BI, and Looker to monitor KPIs, forecast performance, and make data-informed business decisions.
• Set clear KPIs and performance targets for your portfolio, regularly track progress, and take ownership of delivering results against commercial metrics such as GOV, revenue growth, and partner satisfaction.
• Own and strategically manage a portfolio of enterprise and tier 1 retail partners, leading quarterly business reviews and strategic discussions with C-level stakeholders while ensuring strong day-to-day account management.
• Build and continuously improve best practice account management processes and frameworks that ensure consistency, quality, and scalability in partner collaboration.
• Work closely with cross-functional teams to align on partner priorities, remove blockers, and deliver excellent service and outcomes for retail partners.
• Act as a trusted advisor to partners by sharing insights, identifying growth opportunities, and proactively recommending improvements based on data and business performance.
• Manage your portfolio by example by demonstrating Wolt values, behaviors, and commitment to partner success in every interaction with partners and cross-functional stakeholder

Our humble expectations

• 3-5 years of solid experience in enterprise account management (retail, FMCG, delivery, marketplace, supermarkets, or distribution).
• Strong negotiator who can guide complex deals and elevate deal quality across the team.
• Demonstrated ability to drive partner's performance and deliver measurable KPI improvements (GOV, commercial metrics, revenue growth).
• Analytical and structured. Comfortable using dashboards and spreadsheets to steer priorities and decisions.
• Proficiency with tools: Google Sheets, Google Slides, Power BI, and/or Looker.
• Excellent relationship builder who collaborates across Marketing, Operations, and Support to deliver outcomes.
• Strong B2B partnership communication experience with the ability to manage expectations and adapt tone based on the audience.
• 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 or grocery, 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

Why you’ll love it

• 🚀Global and growing fast: Be part of a fast-moving scaleup
• 🤩Ride of a lifetime: Accelerate your career and build your sales skills
• 💪Instant impact: Take ownership and make a difference
• 💙Big hearts and small egos: Surround yourself with smart, friendly people

What we offer

• 🌍 Independent work in a dynamic, international team
• 🩺 Medical Insurance and strengthened sick leaves
• 🚀 Career growth and development opportunities
• 💙 Employee Assistance Program—therapy and wellbeing support
• 🍽️ Discount on your Wolt orders
• 🧑‍🎓 Wolt-wide training programs
• 🎉 Team budgets for celebrations and bonding
• 🍊 Fruits and drinks at the office

Next steps

If you are excited about working in a high-growth environment, taking ownership, and being part of an extremely ambitious team, then click below to apply, make sure to add your CV and get the conversation going!

We will be reviewing applications on an on-going basis. If this sounds like an opportunity you want to pursue, apply today!  💙