Head of Key Accounts

The Head of Key Accounts France is a senior role within Deliveroo France commercial organisation.

You will work in our Paris office, report directly to the France Commercial Director and will be a key member of the France Commercial leadership team. You will oversee a large commercial segment, define the strategy and execute it across the Key Accounts tier (quick service restaurants, global and national accounts).

You will lead a team of ca. 32 employees and will manage the relationship with all key accounts, piloting their strategic development and driving Deliveroo's continued growth in the restaurant space across the country. You will own the P&L of those accounts and the decision-making around which brands, segments and areas are scaled, how and when.

Main Responsibilities

• Manage P&L for the key accounts segment of the French market.
• Develop commercial strategies in cooperation with the multifunctional team locally and with the central teams in HQ and cascade it into a hyperlocal execution action plan.
• Achieve business growth following targets and market opportunities:
• Define goals, designing action plans for the KA team and monitoring the performance of commercial activities
• Create commercial relationships and local commercial execution and account management across the KA scope
• Close deals with large partners, and negotiate terms for both new business contracts and existing contract extensions.
• Understand restaurant insights and needs by segments, defining and implementing commercial policies to profitably grow the business while improving partners' satisfaction and retention.
• Lead a high-performing team, and create a compelling vision.
• Foster collaboration throughout the organisation contributing to efficient ways of working between diverse teams (marketing, operations, finance, people, and customer service locally and in a matrix environment)

Requirements

• COMMERCIAL Experience :
• You have 10+ years of commercial background with broad experience in business development and key accounts management.
• DELIVERY:
• Experience exceeding targets and unlocking meaningful business growth in a business already at scale.
• Best practice performance management framework and routines to ensure goals are met.
• TEAMS
• Stellar people management skills with a history of growing talent across both their team and wider function
• Experience leading teams in consumer-facing, technology-led or FMCG/Durable Goods/Retail companies.
• PROBLEM SOLVING AND STRATEGIC THINKING
• You can identify commercial opportunities and issues in complex situations and translate through to clear commercial choices that resolve trade-offs between competing business and financial priorities
• You have an approach to problems pointing to the right metrics and numbers to back up decision-making. Quick to understand and dissect complex problems and often unclear and evolving opportunities
• You have financial experience and P&L management and an ability to guide unit economics, manage budgets.
• COMMUNICATION, INFLUENCE AND COLLABORATION
• You have a structured and engaging communication and can work with partners across and beyond the organisation.
• You are a trusted advisor to senior partners and teams around the business and with senior external stakeholders
• You are team-oriented, a team player who collaborates cross-functionally and will sponsor or lead France plans that create an engaged, diverse and successful organisation
• MINDSET :
• You will pursue opportunities with urgency.
• You will excel in a not always clear environment, and can deal with high-pressure situations.
• OTHER :
• Strong knowledge of marketplace businesses/experience in a growing business environment is a plus
• Fluency in both French and English is required.
• Hybrid work is allowed (up to 2 days of working from home per week)

Workplace & Diversity & Benefits

At Deliveroo we know that people are the heart of the business, and we prioritise their welfare. We offer many great benefits including health insurance, family support, finance, community, growth, paid leave 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 love for (most) food and a desire to be part of one of the fastest growing startups in an exciting space.

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. Deliveroo France was scored 99/100 on the Gender Equality Index 2023, demonstrating our commitment to diversity and equal opportunities. All you need is a passion for food and a desire to be part of one of the fastest growing companies 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 personnes en situation de handicap.