Vacancies

Strategic Partner - CH&CO

Job Introduction

About the role:

The Strategic Partner is responsible for the retention and growth of key client relationships, known as Strategic Alliance Group (SAG) accounts, ensuring customer satisfaction and maximising contract retention in CH&CO – (Vacherin, G&G, Company of Cooks) 

Your accounts will represent approximately 80% of the sector PBIT and will be a maximum of 35 accounts.

Reporting the Director for Strategic Account for CH&CO the role entails developing and executing strategies to retain high-value contracts, negotiating profitable renewal terms, and collaborating with internal teams to meet client needs.

It is crucial in this position that you can build and maintain relationships with several stakeholders including: strategic director, multiple clients, our operations teams across the brands and SME's in the business such as culinary.

Key Responsibilities

1. Retention Strategy

• Develop sector-specific plans with commercial and financial objectives using SAG processes (WITY).
• Engage with clients proactively to ensure needs are met, and CH&CO – (Vacherin, G&G, Company of Cooks) continue to deliver value.
• Monitor retention pipelines, collaborating with Regional and Site Managers to prioritise contracts at risk.

2. Relationship Management

• Act as the independent point of contact for SAG clients, ensuring that their needs are understood and met.
• Conduct regular client reviews to maintain strong, long-lasting relationships.
• Collaborate with operations and sales teams to drive new business initiatives and innovation, using the Termly Business Review as a vehicle to engage.
• Manage contract renewals and pre-empt contract extensions through strategic interventions.

3. Re-tender Process for SAG Accounts

• Lead the re-tender process for major accounts, ensuring the crafting of winning strategies and coordination with operations teams.
• Oversee the bid management process and ensure the proposal meets the client’s Critical Business Issues (CBIs) and WITYs (What’s Important To You).
• Direct the presentation team and all related activity for a successful re-tender outcome.

4. Analysis & Reporting

• Collect and analyse client feedback, from third party organisations and WITY conversations, identifying areas for improvement in services and processes.
• Track retention activities and assess their effectiveness, using CRM data for reporting.
• Implement targeted strategies for at-risk clients based on early warning signs identified through data analysis.

5. Sales & Growth Opportunities

• Maintain and update CRM systems regularly for all accounts, including non SAG.
• Identify and pursue organic growth opportunities, collaborating with operations and sales teams to drive new business.
• Identify potential for cross sell through additional services i.e. Vending through Amplifi.

6. Master of Sales Funnel

• Use WAMS tools to support retention efforts.
• Coach the operations team in using WAMS effectively

Competencies & Skills

• Customer-Centric Mindset: A commitment to understanding client needs and delivering win-win solutions.
• Commercial Acumen: Strong financial understanding and ability to negotiate contracts that ensure profitability.
• Relationship Building: Ability to build and maintain relationships with internal and external stakeholders.
• Resilience: Capable of handling setbacks and remaining focused on goals.
• Negotiation & Problem Solving: Experienced negotiator with the ability to resolve conflicts and develop solutions.
• Time Management & Organisation: Ability to prioritise tasks effectively in a fast-paced environment.
• Communication: Excellent verbal and written communication skills in English.

Qualifications / Experience

• University degree in Marketing, Business Administration, Economics, or related fields is preferred
• Minimum of 3 years of experience in operations, preferably in Hospitality, Food Catering, or Retail sectors.
• Proficiency in CRM software and Microsoft Office Suite.

Person Specification

Essential:

• Flexibility
• Customer Focus
• Resilience
• Goal Achievement
• Problem Solving
• Conflict Management
• Planning & Organisation
• Interpersonal Skills
• Influencing Others

Desirable:

• Developing Others
• Continuous Learning
• Empathetic Outlook
• Creative Thinking

• Personal Development and Training opportunities 
• Company-funded APMP membership and professional certification training to support continued development
• Life assurance scheme 
• Pension scheme 
• Holiday allowance 
• Access to Healthcare Support App which includes Annual health check, Digital GP, Mental Health Consultations, Nutritional Consultations, Second Medical Opinion
• Eye care 
• A great wellbeing strategy – including access to our Employee Assistance Programme, salary finance 
• Family friendly support 
• Regular social events and communication with our leaders 
• A holiday purchase scheme 
• Volunteering days 
• Professional subscriptions 
• Recognition schemes and people awards 
• Long service awards 
• Access to some great high street discount vouchers