Expansion Manager at Glovo in Nairobi, Kenya

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    Expansion Manager

    GlovoNairobi, Kenya

    Posted

    2 days ago

    Apply by

    4 Sept

    Full Time
    On Site
    Senior
    ICT & Telecommunications
    Marketing & Communications

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    Job Description

    As Expansion Manager, you will act as a business owner responsible for growth, operational performance, and marketplace health across multiple cities or regions. You will also be responsible for recruiting and developing the regional team comprising account managers and sales executives. This role combines strategy and execution, commercial and operational leadership, and prioritization of which cities/towns to launch. Strong judgment, analytical rigor, and an ownership mindset are critical.

    Key Responsibilities

    • Region P&L Ownership: Drive regional KPIs across growth, profitability, and customer experience by translating national strategies into localized execution plans.
    • Strategic Market Expansion: Lead the launch and development of new cities and verticals, focusing on building sustainable foundations rather than short-term gains.
    • Operational Efficiency: Optimize the marketplace by balancing supply and demand, improving delivery performance, and reducing operational costs.
    • Commercial Growth Levers: Identify and prioritize high-impact opportunities across restaurants and retail to influence regional resource allocation.
    • Competitive Positioning: Strengthen local market share by monitoring competitor activity and implementing strategic commercial initiatives.
    • Cross-Functional Leadership: Orchestrate collaboration between Operations, Commercial, and Marketing teams to ensure seamless regional alignment.
    • Talent Development: Build and mentor a high-performing team, focusing on developing the next generation of leaders within the organization.
    • Stakeholder Advocacy: Serve as a key regional voice within the country leadership team to advocate for local needs and strategic improvements.

    Required Qualifications

    • Extensive High-Growth Experience: 7+ years of success in high-performance environments like tech marketplaces, e-commerce, consulting, or FMCG expansion.
    • Proven Business Ownership: A track record of owning end-to-end business outcomes, including P&L management, operations, and commercial growth.
    • Scaling & Launch Expertise: Demonstrated experience in scaling complex operations or successfully launching new markets from the ground up.
    • Project Management Excellence: Ability to scope expansion programs, manage dependencies, and allocate resources to drive delivery within schedule.
    • Analytical Problem-Solving: Proficiency in framing hypotheses and using data-driven root-cause analysis to convert insights into prioritized actions.
    • Strategic Stakeholder Management: Skilled at influencing without authority, aligning executive teams, and resolving conflicts with decisive communication.
    • Commercial & Operational Discipline: Deep understanding of unit economics and margin levers, paired with the ability to design scalable KPI and OKR frameworks.
    • Adaptability in Ambiguity: Capability to bring structure to incomplete information and make sound, timely decisions in a fast-paced environment.

    Job Details

    Job Function

    Marketing & Communications

    Minimum Experience

    7 years

    Additional Information

    How to Apply: Visit the application link provided on this page to submit your application.

    Show You Can Own a P&L From Day One

    This role is about owning outcomes, not just tasks. Hiring managers will probe how you've driven growth, managed margins, and led teams in fast-paced environments. Be ready to talk numbers and decisions, not just responsibilities.

    1. Quantify your impact: On your CV and in interviews, use specific numbers: revenue growth, market share gains, cost reductions, or team size. For example, "grew regional revenue by 30% in 12 months" beats "responsible for growth."

    2. Prepare a launch story: Have a detailed example of launching a new market or city. Walk through how you scoped it, managed dependencies, and what you'd do differently. This shows your strategic and operational chops.

    3. Know your unit economics: Be ready to discuss how you've improved margins or optimized delivery costs. Understand the levers that drive profitability in marketplaces—commission rates, delivery fees, and customer acquisition costs.

    4. Show stakeholder influence: This role requires aligning executives and cross-functional teams. Prepare a story where you influenced without authority, resolved a conflict, or got buy-in for a strategic initiative.

    5. Demonstrate data-driven decisions: Expect case questions or behavioral probes on analytical problem-solving. Practice framing hypotheses and using data to prioritize actions. Mention specific tools like SQL, Excel, or BI platforms you've used.

    6. Highlight team development: You'll be expected to build and mentor a team. Share examples of how you've developed junior talent, set OKRs, and created a high-performance culture.

    7. Understand the local market: Show you know Kenya's on-demand delivery landscape—key players, consumer behavior, and logistics challenges. This demonstrates your ability to adapt national strategies locally.

    8. Align with the culture: Glovo values ownership and adaptability. Emphasize your comfort with ambiguity and your bias for action. Show you're not just a manager but a business owner.

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    Tags

    expansion
    P&L
    marketplace
    e-commerce
    leadership