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Director, Restaurant Strategy


London, UK (HQ)


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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 pain-points through regular research, data analytics and ad-hoc means (e.g. topic-specific 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 “delivery-as-a-service” 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 best-practice 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 partner-facing 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 cross-market collaboration​

Key Competencies

Successful candidates will demonstrate:

  • 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
  • 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 being made.
  • Delivery: sets clear performance management framework and routines to ensure objectives are met, with escalation routes in place to resolve off-track issues.  Builds a performance culture that celebrates successes while learning from mistakes whilst avoiding a “blame culture”.
  • Change Management:  utilises a range of proven techniques to manage a diverse team through a series of change such that they consistently adopt new ways of working and the tools that support them. Role-models a growth mindset that embraces change and deploys best-practice approaches to win hearts and minds and that ultimately embeds change into the organisation   
  • Communication & Influence: Effectively builds trust, maintains standards, and aligns large groups of people around a common objective. Regularly leads comms with executives and other senior stakeholders. Possesses strong presentation skills.  Confidently articulates rationale for decisions and trade-offs between priorities.
  • Team Development: Models management best practices and owns development, growth, and retention for the sub-department. Coaches direct reports and junior team members on how to address increasingly challenging situations within the team.  Proactively engages in the development, growth, and retention of people across both their team and wider function.  
  • Community-Building:  Sponsors departmental or cross-functional initiative(s) that strengthen organisational culture (e.g. training, mentoring, diversity and inclusion, recognition). Is responsible for hiring and maintaining a strong and diverse workforce 

Why Deliveroo?

Our mission is to transform the way you shop and eat, bringing the neighbourhood to your door by connecting consumers, restaurants, shops and riders. . We are transforming the way the world eats and shops by making access to food and products more convenient and enjoyable.

We give people the opportunity to buy what they want, as they want it, when and where they want it.

Workplace and Diversity

At Deliveroo we know that people are the heart of the business and we prioritise their welfare. We offer a wide range of competitive benefits in areas including health, family, finance, community, convenience, growth, time away and relocation.

We believe a great workplace is one that represents the world we live in and how beautifully diverse it can be. That means we have no judgement when it comes to any one of the things that make you who you are - your gender, race, sexuality, religion or a secret aversion to coriander. All you need is a passion for (most) food and a desire to be part of one of the fastest growing startups in an incredibly exciting space.

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A competitive and comprehensive compensation and benefits package

Time to recharge

  • 25 days of annual leave (increases with tenure) and public holidays
  • One paid day off each year to volunteer or support a charity of your choice


  • Headspace membership
  • Fitness membership
  • Private medical, medical subsidy or Wellbeing Allowance, dependent upon location



  • We pay every employee competitively for the role they are performing in their respective location
  • Most employees are eligible for a variable cash bonus that directly rewards individual contributions and is linked with broader company success

Work life

  • Market-leading Parental and Compassionate Leave Policies
  • Work-from-home kit
  • Employee Assistance Programme
  • Roolearn platform, giving you access to content from leading L&D provider
  • Employee Resource Groups including Women in Tech, Roo-LGBTQ+, Racial Equity and more


  • Free Deliveroo Plus subscription (or equivalent)
  • While this varies by country, you’re likely to have monthly team lunches and, if you are in the office, frequent opportunities to try new foods