Head of Chinese Category Sales

Location: London, Manchester, Birmingham, Leeds or Bristol

Leading a team of Chinese Category Field Sales Executives nationally.

About the team:

The United Kingdom & Ireland (UK&I) is the largest market for Deliveroo and is at the forefront of strategic, commercial and operational innovation. Our partner-facing commercial teams present one of the biggest growth opportunities available to Deliveroo and we are building a team of commercially savvy, entrepreneurial and ambitious individuals to help us fulfil our partners' potential in key categories.

About the role:

Reporting directly to the Head of Sales and working closely with the Regional Directors and their leadership teams, the Regional Sales Managers will be responsible for the Chinese category sales team across UKI and its performance. You will be managing a team of Field Sales Executives, ensuring that they hit their sales targets. This will involve direct support in-the-field signing best local restaurants in deals which require compelling proposals and complex negotiations. You will also be supporting the Regional managers to ensure we translate local knowledge to your team’s priorities and work closely with the Regional Directors to ensure your team delivers the Regional strategies. You will role model best-in-class behaviours in Salesforce and support the roll-out of training programmes developed by the central sales organisation and Head of Sales in addition to providing 2-way feedback.

What you’ll do:

• Manage your team of direct reports to map, prospect, pitch and close the highest potential restaurants across your region in an organised fashion.
• Work with commercial teams to structure complex deals and negotiate effectively with restaurants to achieve the best outcomes for Deliveroo.
• Own overall pipeline management in your region with regular reviews.
• Understand and succinctly communicate Deliveroo’s value proposition to support the sell-in to restaurants (physical visits, emails, calls, and social media).
• Keep senior internal stakeholders informed of the sales progress within your region.
• Significant time in-field leading their teams on the ground – providing structure, clarity on priorities and setting clear and stretching goals.
• Hire top-tier talent working with recruitment and then manage onboarding – role-modelling best practices and embedding tools, processes and rules of engagement.
• Strict management of underperformance via PiPs working directly with HR.
• Gain insight in-field into challenges and opportunities for the sales team and work with the Head of Sales to roll out improvements (e.g., SF efficiencies).
• Work closely alongside RMs/CMs to align on regional priorities (e.g., CVP gaps) and support BDMs with deals/negotiations with key partners involving cross-functional support (e.g., Marketing).
• Optimise how their teams work the market including efficient routing.
• Track competitor moves and surface market insights that inform broader sales strategy.
• The first point of escalation for the RSM team, resolving local issues quickly and keeping their region aligned with wider sales and cross-functional priorities.
• Sample food from a variety of high-quality establishments and attend restaurant and food meet-ups.
• Enjoy the restaurant scene and have an interest in new and different cuisines.

Key Goal: Number priority restaurants signed each month in your Region. Additional goals include: Onboarding excellence and upsells - e.g. maximising commercial opportunity, selling-in marketing packages at launch, menu completeness at go-live. Time spent giving feedback and training to more junior team members of the team on their sales performance.

Requirements:

• Be comfortable with targeting new business and have sales experience.
• 5+ years of sales and commercial experience.
• Time spent managing a team and ensuring that they hit targets.
• Negotiator able to structure win-win deals for restaurants and for Deliveroo.
• Commercially knowledgeable who understands the economics of food delivery – for restaurants and Deliveroo.
• Be able to demonstrate product and industry knowledge to clients.
• Aspiring leader able to influence colleagues to achieve team goals.
• Capable of managing cross-functional initiatives to improve ways of working.
• Take ownership and work within demanding targets.
• Have an interest in all things food and restaurants.
• Be tenacious and motivated.
• Live within assigned region.
• UK Driving Licence and a car.
• Fluent in Mandarin.

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. 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 is one that represents the world we live in and how beautifully diverse it can be. That means we have no judgement when it comes to any one of the things that make you who you are – your gender, race, sexuality, religion or a secret aversion to coriander. All you need is a passion for (most) food and a desire to be part of one of the fastest-growing businesses in a rapidly growing industry. We are committed to diversity, equity and inclusion in all aspects of our hiring process. We recognise that some candidates may require adjustments to apply for a position or fairly participate in the interview process. If you require any adjustments, please don’t hesitate to let us know. We will make every effort to provide the necessary adjustments to ensure you have an equitable opportunity to succeed.

A competitive and comprehensive compensation and benefits package.

Compensation:

We aim to pay every employee competitively for the role they are performing in their respective location. Depending on role and location, some employees may be eligible for an annual cash bonus, sign-on bonus or relocation support. Up to 5% matched pension contributions.

Equity:

Some roles may be eligible for share awards, giving them ownership in Deliveroo and a share in our success.

Food:

Free Deliveroo Plus: free delivery and access to special offers. Team lunches from the best local restaurants.

Time away:

25 days annual leave plus bank holidays, increasing with length of time spent working at Deliveroo. One day of paid leave per year to volunteer with a registered charity.

Work Life:

Maternity, paternity and maternity and shared parental leave, eligible from day one of employment. Excellent kit to enable working from home and a parent-friendly working culture. Access to free mortgage advice. Cycle to Work Scheme or Season Ticket Loans, depending how you wish to travel. Excellent learning and development opportunities and access to RooLearn, our learning platform, packed with high-quality training and content. Regular Employee Resource Group (ERG) led social events – examples include dinners, dance lessons and in-office yoga sessions.

Funded single cover healthcare on our core plan, with the option to add family members at own cost. On-site gym (HQ), discounted external gym membership. Access to wellbeing apps such as LesMills+, Strava, Headspace, Yogaia via GymPass. Discounted dental insurance and a range of other flexible benefits, such as critical illness cover, partner life cover, travel insurance, health assessments. Life assurance.