Business Development Manager, Winnow
UK and Mediterranean, Italian Speaker
Digital tools driving improvements in kitchen production
Job no longer available
Digital tools driving improvements in kitchen production
101-200 employees
Job no longer available
101-200 employees
Company mission
To connect the commercial kitchen, create a movement of chefs, and inspire others to see that food is too valuable to waste.
Role
Who you are
- Experience in SaaS sales will be welcomed. You are proven in successfully navigating the sales cycle and in creating urgency and progression to drive sales swiftly to a close
- Experience in enterprise technology sales, with a track record of closing enterprise-wide deals with large corporates preferred
- Experience in a high-performing sales team with a proven track record of exceeding sales targets
- Experience selling to hospitality, primarily hotels and contract catering a plus
- You are likely to be degree educated
- Language requirements: fluency in English and Italian
- You are results driven and can demonstrate how you have delivered effective solutions at pace
- You can demonstrate success in collaborating cross-functionally in order to deliver the best to your customers. You value the need to build strong partnerships internally and invest time in this activity
- You are transparent and act with integrity at all times
- You are able to organise self, including effective scheduling, prioritisation and time management skills, managing multiple tasks in parallel and completing tasks to tight deadlines
- You demonstrate excellent communication skills. You are a confident and articulate presenter to audiences small and large. You communicate clearly in both written and spoken language. You listen attentively; you process and comprehend what you hear
- You have a track record of identifying and understanding complex problems, analysing options and deploying sound and sometimes tough decision-making skills
- You have strong analytical skills and are proven in using data to quickly get to the root cause of an issue from which you can start to work on a solution
- You are both passionate and measured. You carefully balance the need for quick solutions and pragmatism with the ability to step back, take in the bigger picture and build for the long term
- You are transparent in approach and enjoy healthy, respectful debate. You work hard to build open and honest collaborative relationships
- You get things done and seek to continually improve. Your customers want you on their team
- You are passionate about the value of food and are committed to the fight against food waste
- You are humble in approach and quick to pitch in if you see someone struggling
What the job involves
- Reporting to the Managing Director for Europe, this role is based in London, with some travel to customer sites
- Develop a strategy for expanding the sales of the Winnow system to food service and hospitality businesses across the UK and Ireland and Nordics
- Develop understanding of key accounts, new business opportunities and market priorities to be addressed within the assigned territories and markets
- Manage the building of a pipeline within the territory in order to expand sales penetration, and provide solutions-based sales and service offering to customers
- Deliver new business through running large scale pilots with major customers and converting them into broader rollouts across their estates
- Develop deep relationships with key influencers in the market to help build a demand for our product both with primary buyers (e.g., contract caterers, hotel chains) and their customers (e.g., major corporates, facilities services consultants)
- Develop strategies for winning and growing our business with major clients, ensuring we obtain the buy-in of the full decision-making unit
- Nurture new accounts, highlighting early successes and advocating for scaling of our technology across their business
- Expand existing accounts, building on past successes to roll out across entire portfolios
- Identify routes into our target clients and build CxO-level relationships
- Participate in events together with marketing team to create new opportunities
- Analyse and assist in the completion of request for proposals from prospects, formulate solutions and follow-up of these RFP's
- Responsible for the successful seamless transition of clients from new sales to operations
- Work alongside a driven team, dually motivated by building an exciting business and leaving the world a better place than we found
Salary benchmarks
Our take
Food waste costs the hospitality industry over 100bn annually. Kitchens can waste up to 20% of food purchased, often equivalent to their total net profits. This is because chefs too often lack the necessary tools to accurately measure and manage waste. What gets measured gets managed, and by using data intelligently, kitchens can be made more efficient. This is what Winnow has set out to achieve.
The company has developed technology to help chefs achieve greater visibility in their kitchens and make better decisions that lead to dramatically reduced food waste and costs. It does this via the Winnow Waste Monitor, a set of smart scales, and an accompanying tablet app that lets kitchen staff easily log what food is thrown away. That data is then uploaded to the cloud, analysed by Winnow’s algorithm, and disseminated so that food waste can be reduced.
The company has IKEA, Compass Group, and AccorHotels as customers, and estimates its clients are saving 4,300 tonnes of food waste annually by using Winnow. As well as helping kitchens to be more environmentally friendly, it also saves them money (restaurants are an industry where margins tend to be thin). With the growing trend towards sustainability and cutting down food waste, Winnow should have a growing market to expand into.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 6 rounds)
Jun 2023
$10m
SERIES C
Oct 2019
$12m
SERIES B
Total funding: $34m
Company HQ
Old Street, London, UK
Leadership
Mark Zornes
(Co-Founder)Graduated from INSEAD with an MBA in International Buisiness. Previously an Engagement Manager at McKinsey & Company.
Kevin Duffy
(Co-Founder)Graduated from INSEAD with an MBA in Business Administration and Management. Previously an Investment Banker at BNP Paribas, and a Consultant at Capco.
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