Head of Chinese Category Sales

Location:

London, Manchester, Birmingham, Leeds or Bristol

Leading a team of Chinese Category Field Sales Executives nationally. 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.

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 manage a team of Field Sales Executives, ensuring that they hit their sales targets. This role involves direct support in-the-field signing the best local restaurants in deals that require compelling proposals and complex negotiations, translating local knowledge to your team’s priorities, and supporting Regional managers to translate local knowledge to 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 two‑way feedback.

• Managing 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 their region with regular reviews.
• Understand and succinctly communicate Deliveroo’s value proposition to support 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, work with recruitment and then manage onboarding – role‑modelling best practices and embedding tools, processes and rules of engagement.
• Strictly manage 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 your teams work the market including efficient routing. Track competitor moves and surface market insights that inform broader sales strategy.
• Act as 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.

• 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 on their sales performance.

• 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 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…