The Role

As a Sales Manager (H/F), you will report to the Head of National Key Accounts & Editions France and you will be part of the France commercial team. You will be in charge of leading the sales and occupancy strategy Editions business (delivery-only kitchens) in France but also source and negotiate contracts for Core Top partners. This is a senior individual contributor role.

What you'll do

• Pitch and secure new restaurants in Editions and Core business, following a structured approach and negotiating commercial proposals
• Leading negotiations: building commercial proposal in line with scorecard and support rationale with P&L forecast
• Creating joint business plans with restaurant partners, identifying growth and profitability opportunities and challenges, defining mutual goals and finding compelling ways to solve them (menu optimization, radii, staff, logistics…)
• Defining order volume and revenue forecast
• Onboard restaurant partners: coordinate with operational, account management and marketing teams to ensure successful launch for restaurant partners
• Act as a sales leader for each region 
• Partner with City Managers in each region to develop a comprehensive hyperlocal sales strategy (lead allocation, channel allocation etc.)
• Collaborating with account management and restaurant marketing teams to propose efficient launch and marketing pack
• Manage and oversee project execution, including B2B communication and cross-business unit workshops
• Propose process optimization and automation: Deliveroo is a very fast-growing company, you will participate in improving processes to scale and grow
• Become a trusted advisor to your key restaurant stakeholders, delivering business performance whilst providing strategic insights, opinions and guidance about Deliveroo, restaurant competitors and the industry as a whole.

For Editions specifically: 

• Develop and implement the Editions commercial scorecard for new kitchens (profitability check with financials P&L guidelines, launch package, site specificities.) ensuring both restaurant partners and Deliveroo profitability, ensuring process are enforced within the team
• Strategize and execute plans to achieve occupancy targets, including securing signed contracts within specified timelines.
• Lead the sales process, monitoring the performance of Editions sales managers and conducting regular occupancy and sales reporting ( velocity, sign-to-live, weekly sales meeting etc.)
• Drive the lead generation process, prospecting and mapping new restaurants for expansion towards Editions sites based on regional knowledge and data (high potential restaurant, food type need,...), transversally pilot other commercial stakeholders (SDR) to qualify lead interest
• Drive new revenues: identifying Ancillary prospects and negotiating commercial conditions to generate revenue for Editions sites 
• Represent Deliveroo and Editions as an ambassador to top restaurant partners, building and maintaining strong relationships

Requirements

• Minimum 4 years of experience in commercially focused roles.
• Proficient in sales and negotiation processes.
• Strong analytical skills.
• Demonstrated ability to balance strategy and execution.
• Comfortable engaging in negotiations with business owners and C-suite operators.
• Excellent relationship-building and communication skills across various channels.
• Adaptable and comfortable working in a rapidly changing environment.
• Proactive and creative problem solver.
• Effective collaborator with internal and external stakeholders.
• Self-motivated and eager to learn about all aspects of Deliveroo and the industry.
• Strong team player, willing to share best practices and propose innovative solutions.
• Entrepreneurial mindset with a passion for food and operations.
• Willingness to travel based on business needs.
• Fluency in French and English is required.

Why Deliveroo?

Our mission is to be the definitive food company. We are transforming the way the world eats by making food more convenient and accessible. We give people the opportunity to eat what they want, as they want it.

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

Workplace & Diversity

At Deliveroo we know that people are the heart of the business, and we prioritise their welfare. We offer many great benefits in areas including health, family, finance, community, convenience, growth, time away and relocation.

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 startups in an exciting space.

À compétences égales, ce poste est ouvert aux travailleurs et travailleuses en situation de handicap ou assimilés au sens de l’article L5212-13 du Code du travail. Deliveroo s’engage en faveur de la diversité, l’égalité professionnelle, l’emploi des travailleurs handicapés.

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