Client Partner, Editions

Location: London - The River Building HQ

Employment Type: Full time

Department: Deliveroo Cost Center Hierarchy, Europe, UKI, Regional Growth UKI, Regional Growth - Core London & Editions

The Team: Editions is Deliveroo’s global network of delivery-only kitchens, offering restaurant partners a flexible platform for expansion and giving customers greater choice and a seamless delivery experience. We work with some of Deliveroo’s most exciting partners and are the market leader in delivery-only kitchens.

The Role: As an Editions Client Partner, you will be on the UK Editions leadership team, alongside one other Client partner, reporting into the Head of Editions. You will be responsible for leading an arm of our UK Editions business with full accountability for our (Sales / Account Management) function as well as managing a team of Commercial Managers to deliver on three key areas of responsibility:

• Commercial: manage the ever growing portfolio of high value partners
• Business Development: own the sales pipeline & deliver complex multi site deals
• Strategy: define & deliver the UK Editions commercial strategy

Retention: Lead the account management function to drive partner growth, leveraging the full suite of Editions marketing tools to boost sales and profitability. Ensure the team delivers expert guidance to partners and minimises churn through strong performance management and support.

Sales: Leading our Editions sales function, ensuring that our team is consistently expanding market defining partners through our network of kitchens, keeping occupancy rates high. You will manage the process end-to-end from building the pipeline, coaching the team to perfect their sales pitch and tracking on our progress. Creating joint business plans with key restaurant groups in your team’s portfolio, identifying key business challenges, defining mutual goals and finding compelling ways to solve them. You will be responsible for our relationship with national clients and will be comfortable working with C-level executives and founders to deliver mutual value for both businesses.

Owning complex contract negotiations and discussions with relevant internal teams where necessary to agree favourable terms. Creating a commercial value proposition for your team’s portfolio of restaurants, identifying opportunities to deepen, expand and grow in a way that is mutually beneficial to restaurant partners and Deliveroo alike. Managing and motivating your team of Commercial Managers, helping them to develop both personally and professionally. Tracking and reporting progress against your personal and team goals and your contribution towards Editions UK goals to the Head of Editions and Regional Sales and UKI Leadership team. Becoming a trusted advisor to your key restaurant stakeholders, delivering core business performance whilst providing strategic insights, opinions and guidance about Deliveroo, restaurant competitors and the industry as a whole.

Requirements: The role is well suited for an accomplished commercial leader with strong analytical skills and management experience, and with a track record of exceeding financial targets as well as:

• Experience working in client facing, partner or vendor management roles
• Managed medium-sized account management teams
• Worked with sales teams on effective pipeline management, track record of closing complex multi-site deals and exceeding targets
• Comfortable handling negotiations with business owners or C-level executives. Ideally experience working with nationally scaled multi-site brands and accounts
• Strong business acumen with ability to simplify complex problems
• Good understanding of P&L and experience in making tough decisions based on multiple inputs
• Self-starter, hard worker and well-organised
• Effective relationship-building and communication skills at all levels
• Delivery-only kitchen experience preferred, but not essential

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. We are a technology-driven company at the forefront of the most rapidly expanding industry in the world. We are still a small team, making a very large impact, looking to answer some of the most interesting questions out there. We move fast, value autonomy and ownership, and we are always looking for new ideas.

Workplace & Benefits: At Deliveroo we know that people are the heart of the business and we prioritise their welfare. Benefits differ by country, but we offer many benefits in areas including healthcare, well-being, parental leave, pensions, and generous annual leave allowances, including time off to support a charitable cause of your choice. Benefits are country-specific, please ask your recruiter for more information.

Diversity: At Deliveroo, we believe a great workplace.