Senior Retail Development Manager

At Wolt, we help customers shop from their favourite retailers and support our partners in growing their businesses.

We’re looking for a Senior Retail Development Manager to manage and grow partnerships with some of Kazakhstan’s largest supermarket and retail chains.

You’ll own a portfolio of key retail partners, build relationships with senior decision-makers, and turn business opportunities into results. Working closely with our Retail Lead, Marketing, and Operations teams, you’ll help partners grow sales, invest in advertising and promotions, and improve the customer experience.

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:

• Grow your partners’ business. Build joint growth plans that increase sales and Gross Order Value (GOV) across your portfolio.
• Build strong relationships. Be the main point of contact for your partners, from store teams to senior leaders. Lead quarterly business reviews to discuss results, priorities, and next steps.
• Lead commercial negotiations. Negotiate agreements and commercial terms that create long-term value for both Wolt and our partners.
• Grow advertising and promotions revenue. Identify upselling opportunities and help partners choose campaigns that support their goals. Work with Marketing to plan campaigns and review results.
• Improve store performance. Work with store managers, pickers, and Operations to improve product availability, picking times, order acceptance, and order accuracy.
• Turn data into action. Use dashboards and spreadsheets to understand performance, spot opportunities, and decide where to focus.
• Deliver on agreed priorities. Take ownership of your targets and partner development projects, track progress, and adjust your plans when needed.
• Help the team improve. Share your experience, support colleagues with complex partner situations, and improve how we manage and grow retail accounts.

Our humble expectations

• At least 5 years of relevant experience managing large B2B accounts or strategic partnerships in retail, FMCG, grocery, delivery, marketplaces, or distribution.

• A track record of growing partner sales, improving commercial performance, and delivering measurable results.

• Strong negotiation skills and experience managing complex commercial discussions.

• Confidence working with senior decision-makers and coordinating with operational teams.

• Experience in upselling or cross-selling, with the ability to connect a partner’s needs to the right commercial opportunity.

• Strong analytical skills. You’re comfortable using data to explain results, solve problems, and set priorities.

• Confidence using Google Sheets and Google Slides, plus experience with reporting tools such as Power BI or Looker.

• A structured, proactive approach. You can manage competing priorities and take ownership from planning through to delivery.

• Fluent Russian, at least conversational Kazakh, and English at B2 level or above.

Nice to have:

• Experience working with supermarket, grocery, or pharmacy chains.

• An understanding of marketplace or platform businesses.

• Experience expanding large partner portfolios or supporting the development of other account managers.

• Advanced skills in data analysis or business intelligence tools.

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! 💙