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