Editions Commercial Director, UK & Ireland 

The team

United Kingdom & Ireland (UKI) is the largest business for Deliveroo and is at the forefront of strategic, commercial and operational innovation. Functions include commercial, operations and marketing, and teams in the UKI partner closely with global functions such as product, technology and consumer to deliver results for our customers. Editions sits in the Regional UKI org which presents 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 potential.

Editions is Deliveroo’s global network of delivery-only kitchens, providing a flexible expansion platform to restaurants as well as a better restaurant selection and order experience to Deliveroo's customers. We are the innovation engine of Deliveroo, work with some of Deliveroo’s most exciting restaurant partners and are the market leader in delivery-only kitchens.

 

The role

Reporting directly to the VP of Regional Growth for UKI, the Editions Commercial Director is a core member of the UKI Leadership team. You will own both the strategic direction and the operational delivery of the Editions Commercial business. You will manage a growing team of Client Partners and Commercial Managers to deliver on their sales, account management, marketing and strategic responsibilities. The Editions role requires optimising the customer value proposition by signing the very best restaurants up and down the country, ensuring the Editions product attracts and retains your best restaurants and navigating the tricky balance of ensuring Deliveroo hits its goals, but restaurants hit theirs too. This role will likely suit a strategically minded individual who wants to lead their own business unit, build their people leadership skills and have direct influence on the Deliveroo P&L.

The Editions property estate is rapidly expanding this year and next, so you will need to work cross functionally with the property, construction and operations teams to deliver a significant site rollout plan. Editions is the one of the innovation engines of the company, so you will be constantly challenged to improve our business model and services to keep Editions at the forefront of the delivery kitchen industry. You will collaborate closely with other Commercial teams including regional teams such as London, Bristol, Manchester and Glasgow as well as segment teams such as National Accounts to ensure that Editions has the right plan and the right support to achieve its goals. As part of the UKI Leadership Team you will scale best practices from and into your business. You will work closely with Deliveroo central teams to provide high quality partner feedback, influence future roadmaps and ensure new product initiatives are executed with excellence in your team. As you develop in the role, you should expect to drive cross-functional and cross-business projects, and contribute to future thought leadership. 

This role has a significant impact in terms of revenue growth, restaurant expansion, P&L performance and employee engagement. It will demand excellence in analytical rigour and people leadership skills combined with Thinking Big, a results focus and a bias for action. Editions poses some specific opportunities and challenges for Deliveroo - and a key part of this role is leading the thinking as to how Deliveroo will resolve these challenges and realise the potential value. The successful candidate will have a proven-track record of delivering commercial results whilst demonstrating the key skills required for success including: people leadership, strategic thinking, customer orientation, commercial acumen, impeccable stakeholder management, and excellent operating discipline.

 

What you’ll be doing: 

  • Build, coach and lead an exceptional commercial team that is engaged, inclusive and high-performing
    • Build on the compelling vision for the UK Editions business with a strong sense of unity and desire to win together
    • Recruit and coach team members that are commercially astute with high customer and partner centricity
    • Co-develop, with the Regional Leadership Team, a targeted learning and development approach that unlock future business and personal potential for the team
    • Foster collaboration throughout the organisation, demonstrating a deep understanding of stakeholder objectives and priorities, and understanding the benefit and importance of strong central / local collaboration.

  • Define and implement the strategy for the UK Editions business to step change local customer value propositions through expanding the most loved restaurants throughout the UK&I
    • Step change the local consumer value proposition (CVP) across your Editions sites by partnering with the brands customers want to order from most
    • Work closely with the Editions Site Operations teams to drive a program of operational excellence across the portfolio that enhance customer, rider and restaurant satisfaction with the Deliveroo proposition locally
    • Support our property, finance and construction teams with location prioritisation and investment cases for new sites
    • Deeply understand the needs of a delivery-only restaurant and feed this into our Editions proposition to continually evolve
    • Manage a significant kitchen sales pipeline to ensure we keep site occupancy high with the customers’ favourite restaurants

  • Support your team in delivering deep multi-functional relationships with our top partners to be the preferred delivery provider
    • Build effective relationships with all senior leaders of our major Editions partners
    • Create 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
    • Establish review mechanisms with your teams to ensure that, whenever possible, partner issues are resolved effectively and with pace

  • Manage the P&L for the Editions business to achieve or exceed our financial objectives
    • Agree annual and quarterly plans, including resource allocation, financial budget and individual target setting for the sites and partners in your portfolio
    • Support your team in maintaining high occupancy in existing sites and signing competitive deals for new sites, driving adherence to commercial policy as regards use of tools and commission goals 
    • Support your team in negotiating commercial deals with the largest Editions partners including the negotiation of terms and investments driving adherence to commercial policy as regards deal structure and return on investment
    • Engage in regular P&L review mechanisms contributing high quality insight and driving effective remedial plans to ensure goals are achieved

 

 

Requirements:

A typical candidate would have 8+ years of relevant experience in managing high-growth consumer facing businesses with a need for locally tailored value propositions. Prior people leadership experience is highly desirable, whilst experience leading commercial teams or strategy teams and understanding retail or restaurant operations would be a definite plus.

You’ll also need to have:

  • Exceptionally strong commercial skills (notably selling and negotiation) with broad experience in business development, marketing and general management
  • Consistent track record of achieving and exceeding targets and unlocking meaningful business growth in a business
  • Excellent commercial judgement based upon a strong vision for the Editions business, backed by a rigorous and data-driven approach to identifying, prioritising and tackling opportunities
  • Outstanding ability to establish effective B2B working relationships with a wide-range of business contacts at both leadership and operational levels and the diplomatic ability to manage the different, and sometimes conflicting, needs of stakeholders within this network
  • Stellar people management skills with a history of attracting and developing exceptional talent
  • Deep analytical capability embracing a data-driven approach to problems. Strong financial acumen and understanding of P&L management and an ability to drive unit economics, develop and manage budgets
  • Confident communication skills with the ability to influence stakeholders across the organisation. Able to earn trust and respect with partner teams whilst keeping their own team and partner teams accountable to the highest standards
  • A proven track record of delivering in a rapidly changing environment, dealing with ambiguity, and in high-pressure situations working to tight deadlines
  • The resilience and resourcefulness to pursue opportunities relentlessly and with urgency.

 

Why Deliveroo? 

When you first think about Deliveroo, you probably think of getting great food to your house in less than half an hour. Awesome right? But behind the scenes is the real story. This story is one of high growth, huge challenges and an enormous opportunity ahead of us.

We want to be the definitive food company - the app you go to any time you have a hunger pang. We are transforming the way people think about food. We’re a technology driven company at the forefront of the most rapidly expanding industry in the world, so come and join us for the ride.

Benefits and Diversity 

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

In 2018 we announced our decision to give every employee equity in the company. We did this because we wanted all of our employees, regardless of location, level or role to be owners and because we believe that this is the right thing to do. We believe this helps build a culture where everyone is committed and able to share in the company’s success.

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 start-up’s around. 



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