Lead – POS Partnerships & Channel Strategy

Job Description

About the Role

• This role sits under a new function whose role is to move the POS programme from a fragmented, project-driven setup into a structured, scalable commercial function with clear ownership and accountability
• The person joining the role will own the commercial, product and support collaboration with the POS aggregators
• Dual mandate: act as the regional commercial owner of the POS aggregator programme across Pandora markets, while simultaneously serving as the internal product voice by translating POS aggregators and restaurants’ inputs into product requirements and working directly with DH Central product team to influence prioritisation
• Since this is a new function, the person will have to define most of the basics of the team’s operating model, KPIs and growth strategy

What You Will Do

• Own the end-to-end POS channel strategy across Pandora markets covering the commercial relationship, certification model, POS partner performance and channel growth
• Directly manage and develop two ICs, setting their priorities, reviewing their work, and building the team's operating muscle as the function scales
• Hold dotted-line oversight of local Channel Managers, ensuring consistent execution of channel strategy across markets and acting as the functional escalation point for cross-market decisions
• Serve as Pandora's primary point of contact with DH Central across product, tech, and commercial workstreams to ensure Pandora's priorities are raised in the right forums e.g. quarterly Central Product roadmap
• Establish product and commercial collaboration platforms with POS aggregators to translate on-the-ground market feedback and integration pain points into structured product requirements, understand the technical and support improvement areas 
• Drive commercial outcomes through POS aggregator network e.g. net-new restaurant supply connected via POS aggregators, lead sharing programmes, co-marketing commitments, and partner tier upgrades
• Establish the governance rhythm for the function: OKRs, performance cadences, KPI tracking, and reporting frameworks that give leadership real visibility into channel health
• Own the enablement layer e.g. partner-facing documentation, onboarding playbooks, internal training for Channel Managers and local AMs to ensure the function operates with consistent standards across markets
• Oversee the support orchestration model: triage flows, SLA definitions, and escalation paths; own resolution of critical integration issues with strategic partners
• Track and drive improvement on key integration quality metrics e.g. Vendor Fail Rate, new API development by the vendors, menu sync accuracy, etc.

Qualifications

• 6–9 years in partnerships, channel management, or commercial roles in a tech, SaaS, or food-tech environment
• Proven track record of owning a cross-market commercial programme or building a new function 
• Comfortable operating at the intersection of commercial and product to be able to write structured product requirements, engage credibly with engineering and product teams, and translate technical constraints into commercial decisions
• Strong stakeholder management across internal (commercial, product, tech) and external (POS and middleware partners) audiences; experience working with central or global teams a strong plus
• Data driven to turn channel performance data into actionable insights to drive consistent growth
• Hands-on understanding of API-based integrations and POS/middleware ecosystems to engage credibly with POS partners, review integration specs, and identify quality issues without relying on engineering to translate
• Entrepreneurial mindset of being comfortable with ambiguity, able to build structure where none exists, bias for action

Additional Information