The Role

We are seeking a commercially accountable Workplace Catering Account Manager responsible for both revenue generation and growing and retaining our key workplace accounts. 

This is a 40/60 split role covering:

New Business Development – securing new profitable workplace catering contracts

Key Account Management – driving revenue growth, margin performance and client satisfaction & retention

This role carries clear ownership of sales targets, account profitability, margin control, customer experience standards and accurate commercial administration.

Core Responsibilities

• Commercial & Revenue Performance
• Deliver against individual monthly and annual revenue targets
• Maintain and grow a healthy new business pipeline with accurate forecasting
• Negotiate pricing structures that protect and enhance company margins
• Own gross margin performance across your account portfolio
• Regularly review costings, pricing models and client spend to ensure profitability
• Identify and implement upselling and cross-selling opportunities
• Drive incremental revenue through events, seasonal activations and premium offerings
• Provide accurate weekly/monthly sales forecasts and performance reporting 

Business Development

• Identify and secure new profitable workplace catering contracts across London
• Lead proposal development including financial modelling and margin analysis
• Conduct client presentations and commercial negotiations
• Ensure all new contracts meet required margin thresholds
• Accurately document pricing, scope and contractual agreements within CRM / knowledge management system

Account Management & Growth

• Act as the commercial lead for assigned accounts
• Conduct structured quarterly business reviews focused on revenue, margin and service performance
• Analyse account data to identify revenue expansion opportunities
• Lead on the menu planning process ensuring monthly menus meet client specific requirements for variety / dietaries and quality.
• Retain accounts through proactive relationship management and measurable performance delivery

Customer Experience & Service Standards

• Take ownership of the overall customer experience across your account portfolio
• Regularly gather structured client feedback through review meetings, surveys and informal check-ins
• Monitor satisfaction levels and identify trends impacting retention or growth
• Work closely with operations and site teams to ensure service standards are consistently delivered
• Address service concerns promptly, implementing corrective action plans where required
• Track service KPIs including response times, order accuracy and presentation standards
• Use feedback insights to improve menus, processes and service delivery
• Escalate recurring issues and collaborate cross-functionally to implement sustainable improvements
• Ensure client expectations are clearly defined, documented and consistently met

Admin & order management

• Ensure all orders are processed accurately and costed correctlon
• Raise accurate quotes aligned with agreed pricing structures
• Ensure purchase orders, invoicing and billing are completed correctly and on time
• Maintain CRM accuracy including pipeline value, probability and revenue tracking
• Track spend against contract value and proactively close revenue gaps
• Support budgeting and annual account forecasting processes

About You

Essential:

• 5+ years’ experience in catering, hospitality or food service sales
• Demonstrated track record of hitting revenue targets and protecting margin
• Strong commercial acumen with experience in pricing, costings and negotiations
• Experience managing customer service standards within hospitality environments
• Highly numerate and confident analysing sales and margin data
• Exceptional organisational and administrative accuracy
• Strong relationship builder with a proactive, solutions-focused mindset
• A genuine love of food.

Desirable:

• Managing pipelines in Hubspot
• Managing corporate sales processes and navigating B2B decision making

Key Performance Indicators (KPIs)

• New business revenue secured
• Gross margin percentage across accounts
• Account revenue growth (YoY / quarter-on-quarter)
• Upsell revenue contribution
• Forecast accuracy
• Client retention rate
• Customer satisfaction scores
• Service standard compliance & order accuracy rate

What we offer:

Base salary: £40-45k per annum

Annual performance related bonuses

31 days annual leave (including 3 mandatory days at Christmas and bank holidays)

NEST pension

Dedicated personal learning allowance

Free food and drink at work

Find out more about working at arch at arch.charliehr.com/careers