Field Sales Manager - Ireland & Scotland

Location

Edinburgh - George St

Full time

Deliveroo Cost Center Hierarchy, Europe, UKI, Regional Growth UKI, Regional Growth - Ireland & Scotland, Regional Growth - Ireland & Scotland

About the team

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 sales team in Ireland & Scotland 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

• Sales Expert:
  Managing your team of direct reports to map, prospect, pitch and close the highest potential restaurants across your region in an organised fashion.
• Commercial Acumen: work with commercial teams to structure complex deals and negotiate effectively with restaurants to achieve the best outcomes for Deliveroo
• Sales Execution & Pipeline Management: own overall pipeline management in their region with regular reviews.
• Communication:
  Understanding and succinctly communicating 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
• People Management &
  
  Coaching:
  
  significant time in-field leading their teams on the ground - providing structure, clarity on priorities and setting clear and stretching goals.
• Hiring, Onboarding & Training: hire top-tier talent working with recruitment and then manage onboarding - role-modelling best practices and embedding tools, processes and rules of engagement.
• Performance Management: strict management of underperformance via PiPs working directly with HR.
• Process Improvements:
  Gain insight in-field into challenges and opportunities for the sales team and work with the Head of Sales to roll out improvements (eg. SF efficiencies)
• Regional Alignment and Strategic Deals: work closely alongside RMs/CMs to align on regional priorities (eg. CVP gaps) and support BDMs with deals/negotiations with key partners involving cross-functional support eg. Marketing
• Territory & Planning: optimise how their teams work the market including efficient routing. Track competitor moves and surface market insights that inform broader sales strategy.
• Problem Solving:
  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.
• Tasting:
  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
• Given our diversity of cuisines and desire to bring the best service to our partners, we value additional language abilities and would love to hear about any knowledge of Arabic, Spanish, Portuguese, Swahili, Mandarin, Cantonese, Urdu, Korean, Vietnamese, Thai,…