Change Please is an award-winning social enterprise. Since launching from a single cart in Covent Garden in 2015, we have grown into an international business operating across four countries.
Through the sale of our coffee to large national and global organisations, we generate profit to fund barista training, living wage employment and holistic support for people experiencing homelessness. Our work enables individuals to access housing, therapy, financial wellbeing support and onward employment opportunities.
We exist to do business better, partnering with organisations to turn social value commitments into measurable impact.
As we continue our national expansion, we are seeking a commercially driven National Account Manager to accelerate wholesale growth and strengthen long-term partnerships.
Role Objective
To drive sustainable revenue growth across the wholesale division by securing new national business opportunities and developing profitable, long-term client partnerships aligned to Change Please’s commercial and social impact ambitions.
This is a growth-critical role within the business.
Location
London-based with some national travel*
* Travel will typically entail site visits to customer premises to facilitate meetings, deliver presentations or barista training. We will endeavour to be as flexible as possible particularly around family commitments.
Reporting
The role will report to our Head of Wholesale with regular contact and interaction with all members of the Wholesale team as well as the extended business.
Key Responsibilities
1. Strategic Account Growth
- Own and develop a portfolio of national and regional accounts
- Deliver structured account plans to drive revenue and margin growth
- Identify cross-sell and range extension opportunities
- Strengthen Head Office relationships across contract catering and multi-site partners
- Collaborate with clients on social impact initiatives and employment partnerships
2. New Business Development
- Proactively identify, prospect and convert new national and regional wholesale opportunities
- Build and manage a robust, qualified pipeline of prospective clients
- Lead the full sales cycle from initial outreach through negotiation and onboarding
- Prepare and submit tenders, proposals and commercial agreements
- Negotiate pricing structures aligned with margin targets
3. Commercial Performance & Reporting
- Maintain accurate forecasting and pipeline reporting within CRM systems
- Deliver monthly performance reporting against revenue and margin targets
- Manage P&L performance across allocated accounts
- Contribute to annual wholesale revenue growth targets
4. Brand Representation & Collaboration
- Represent Change Please at industry events, cuppings and trade shows, new business pitches and presentations
- Support client launches, including hosting tastings and activations, delivering training where required
- Work cross-functionally to ensure exceptional service delivery
Commercial Performance Expectations
This role has been created to accelerate wholesale growth. Performance will be assessed against clearly defined commercial milestones, including:
- Establishment of a qualified new business pipeline within the first 90 days
- Securing new national or regional contracts within the first 6 months
- Measurable contribution toward the wholesale division’s annual incremental revenue growth target within the first 12 months
- Delivery of agreed gross margin targets on new accounts
- Accurate forecasting and commercial discipline
Performance reviews will be conducted at regular intervals throughout the first year to assess progress against these objectives.
Skills, Experience & Attributes
- Minimum 2 years’ experience managing and securing national foodservice or contract catering accounts, preferably in the coffee industry
- Demonstrated success in generating new business revenue
- Strong commercial acumen with P&L management experience
- Experience within the coffee industry desirable
- Confident negotiator with strong influencing skills
- Strategic thinker with entrepreneurial mindset
- High level of personal accountability and resilience
- Strong written and verbal communication skills
- CRM experience essential
- Ability to work autonomously while collaborating cross-functionally
- Hands on approach to deliver tastings, training and represent at presentations and industry events
- Excellent relationship building and networking skills
Package
- Job Types: Full-time/Permanent
- Salary: £40,000 - £44,000 per year
- Schedule: Monday to Friday (variable hours)
- Work Location: In person at our office in Peckham.
A note about Change Please Job Descriptions
A job description is an outline of this role, setting out the main responsibilities and the skills, knowledge and experience required. It is not intended to be a complete detailed account of all activities involved. We would encourage anyone who has experience that would match this role and wants to join our movement to get in touch.
Change Please is a fast moving, developing business so roles need to be flexible, and we need flexibility from our latest Changemaker!
Change Please is an equal opportunities employer and, as such, we would encourage anyone, from any background, who feels they can excel in this role to come forward. We would always encourage applications from individuals from diverse backgrounds or underrepresented communities.
Application Process
As part of the application process, candidates are required to answer three short screening questions related to this role.
There are no right or wrong answers, we are simply interested in understanding your experience, your approach, and what motivates you to work with Change Please. Please answer honestly and in your own words.
Job Types: Full-time, Permanent
Pay: £40,000.00-£44,000.00 per year
Benefits:
- Employee discount
- Enhanced maternity leave
- Flexitime
- Health & wellbeing programme
- Sick pay
Application question(s):
- Describe a national or multi-site account that you successfully won or developed.
What was your approach to identifying the opportunity, how did you build the relationship, and what commercial results did you achieve?
- Change Please is a social enterprise that reinvests profits into training and employment for people experiencing homelessness.
Why does working for a purpose-led organisation matter to you, and how would you communicate our social impact to potential corporate clients when pitching our coffee?
- If you had to win your first national client for Change Please within the next 6 months, which organisation would you target first and why?
Work authorisation:
- United Kingdom (required)
Work Location: In person