Change Please
National Account Manager
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Change Please
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
The National Account Manager plays a key role in driving the continued growth of Change Please’s wholesale business. The postholder will secure new national partnerships, grow existing strategic accounts and develop commercially successful relationships that generate sustainable revenue while creating meaningful social impact.
Working closely with internal teams and external partners, the role will identify new opportunities, maximise account performance and help position Change Please as the partner of choice for organisations seeking both commercial excellence and measurable social value.
Location
This is a London-based role, with a primary base across our Peckham office and WeWork Aldwych, alongside regular travel to customer sites across the UK.
Travel will include client meetings, presentations, product tastings, barista training and supporting customer activations.
The role is expected to be office or client-site based for a minimum of three days per week, with flexibility depending on business needs. We recognise that flexibility matters and are committed to supporting colleagues to balance work with family and other caring responsibilities wherever reasonably possible.
Reporting
Reporting to the Head of Wholesale, the National Account Manager will work closely with colleagues across Commercial, Marketing, Operations, Impact and Finance to deliver an exceptional customer experience and maximise commercial opportunities.
Key Responsibilities
Strategic Account Growth
- Manage, retain and grow a portfolio of key national and regional wholesale accounts, building trusted long-term partnerships.
- Develop strategic account plans that align customer objectives with Change Please's commercial and social impact goals.
- 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.
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New Business Development
- Proactively identify, prospect and win 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.
- Lead the preparation of tenders, proposals and commercial presentations.
- Negotiate pricing structures aligned with margin targets.
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.
- Monitor market trends, competitor activity and customer insight to identify opportunities for continued growth.
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
- Significant 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.
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Package
- Salary: £48,000–£50,000 per annum, depending on experience
- Contract: Permanent
- Hours: Full time, 40 hours per week
- Location: London
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!
Equality, Diversity & Inclusion
At Change Please, equality, diversity and inclusion are not side projects; they sit at the heart of who we are and why we exist. As a social enterprise supporting people with lived experience of homelessness into employment, we see first-hand how systemic barriers, stigma and inequality can affect opportunity. We believe everyone deserves the chance to thrive, not just survive.
We are committed to building a workplace where people feel safe, respected and empowered to bring their whole selves to work. We actively encourage applications from candidates of all backgrounds, particularly those from communities that are under-represented in our workforce or who may have experienced barriers to employment.
We are committed to creating an inclusive recruitment process and working environment. If you require any reasonable adjustments during the recruitment process, please let us know and we will be happy to support you.
Safeguarding Statement
Change Please is committed to safeguarding and promoting the welfare of all clients, many of whom may be adults at risk.
All roles require a commitment to safeguarding, and the successful candidate will be expected to uphold safe working practices at all times.
This role may be subject to appropriate pre-employment checks, including references, right to work verification, and Disclosure and Barring Service (DBS) checks where applicable.
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