Blue Light Card. Individually great, together unstoppable

The Role and the Team

We’re looking for an experienced Head of Partnerships to join our Grocery vertical, where you’ll lead the strategy, develop standout partnerships, and drive commercial performance. As Blue Light Card continues to grow, we’re investing in the partnerships that help our members save more on everyday essentials. Grocery is a key part of that journey, and one of our biggest growth opportunities.

Reporting into the Commercial Director, you’ll work closely with teams across Marketing, CRM, Product and Data to deliver member-first partnerships that also drive meaningful revenue growth. This is a senior individual contributor role with end-to-end ownership of the Grocery partnership strategy, and the opportunity to build a small team as the vertical continues to scale.

What You’ll Do

• Own and deliver the Grocery partnership strategy, including performance targets and growth plans

• Manage and develop relationships with new and existing key Grocery retailers and FMCG brands, acting as the senior category lead to ensure long-term satisfaction, performance, and retention

• Negotiate and optimise commercial agreements, balancing member value with strong business outcomes

• Report and share insight on pipeline activity, KPIs, and revenue performance, using data to inform decision-making and spot opportunities

• Collaborate with partners and internal teams (Marketing, CRM, Product) to design and deliver joint campaigns that increase engagement and uptake

• Use data and market insight to identify opportunities, improve propositions, and stay ahead of category trends

• Coach and support wider partnerships team members, embedding strong commercial discipline and partnership best practice

What You’ll Bring

• Strong experience in partnerships, account management or commercial roles within a tech business, working with or for Grocery retailers or FMCG/CPG brands (e.g. marketplaces, retail media or loyalty ecosystems)

• Strong commercial acumen with a track record of negotiating high-value agreements and achieving growth through partnerships

• Strategic mindset, with confidence shaping category plans and building new propositions from the ground up

• Experience working closely with product and technology teams to shape and deliver digital solutions that enhance member experience and partner performance

• A data-informed approach, using insight and KPIs to guide decisions and identify opportunities for improvement

• Developed interpersonal skills, with the ability to build trusted, collaborative partnerships, and work cross-functionally to deliver results

Our Culture

Our mission is simple – make heroes happy. Our members are the real-life heroes who keep us all safe, cared for, and thriving. It’s what gets us up in the morning and pushes us to go further, think bigger, and create something that truly matters. By focusing on their happiness, we create amazing experiences, deliver unrivalled discounts, innovative products, and world-class service.

We don’t just follow the usual path - we look for smarter, bolder ways to deliver real impact. We take ownership, move fast, and work shoulder to shoulder to build something special.

We’re committed to building a diverse and inclusive team where everyone feels they belong. Different perspectives and experiences help us grow, innovate, and better reflect the communities we serve.

We promote hybrid working, and value in-person collaboration so encourage time in our offices, where you can make the most of our fully stocked snack drawers – either the HQ in Leicestershire, or London, Holborn office. The frequency and office location will vary depending on the role and team. We aim to be flexible, but we aren’t able to offer fully remote working.

What We Offer

• Hybrid working and flexible hours

• Free parking and EV charging onsite at HQ

• 25 days annual leave plus an additional day off for your birthday, and a buy and sell holiday scheme of up to 5 days

• A company bonus scheme

• Your own Blue Light Card and exclusive access to thousands of discounts

• Generous funded BUPA medical insurance covering pre-existing conditions

• Group auto-enrolment pension plan

• Enhanced parental leave and absence leave

• Healthcare cashback plan

• Employee assistance programme (including mental health support) and mental health first aiders

• Great social events e.g., festive party, summer party, team socials, sports matches

• Regular company-wide recognition events e.g. monthly Light’s Up and annual Shine awards

• Relaxed dress code and modern office space (games area, chill-out areas, book club, free drinks/snacks)

• Onsite gym at HQ (including access to free HIIT & stretch classes)

• Strong learning and development culture and personal growth fund

#LI-Hybrid