LaFourchette is hiring a

Key Account Manager EMEA H/F

Paris, France

Part of TripAdvisor, LaFourchette is the leading European restaurant booking platform, providing an online and mobile service to internet users to find, select and book restaurants.

LaFourchette also provides its restaurant partners with an integrated SaaS.

This software helps restaurants maximize bookings, secure online bookings, compile customer records and ultimately reach their customers in a far more personalized manner.

LaFourchette, headquartered in Paris with over 500 employees, is operating in 12 countries (France, Spain, Switzerland, Belgium, Italy, Netherlands, Sweden, Denmark, Turkey, Portugal, Brazil and Australia) under the brands LaFourchette, Eltenedor, The Fork, MyTable, Iens, Seatme, Dimmi.

In parallel, TripAdvisor Restaurant Solutions is a business unit of TripAdvisor, which aims to help restaurants owners to lever TripAdvisor to improve their business and grow their revenue. With over 100 million unique visitors/month on the restaurants pages, more than 4 million restaurants listed, and 600 K registered restaurants owners, the ambition is to convince more than 100 K restaurants in the coming years to use TripAdvisor Restaurant Solutions Premium services.

We are always looking for passionate, data driven, user oriented and humble colleagues, ready to change an industry.

We are looking for a Key Account Manager to prospect and sell our products in the EMEA region.

Your role is to prospect and sell to international (EMEA-focused) key accounts: restaurants chains, Food & Beverage business units of hotel chains, …

The products that you will have to sell are the following (initially):

  • TheFork Electronic reservation book (ERB), which allows restaurants to receive and manage their reservations.
  • Being reservable on TheFork and on TripAdvisor, in exchange for commissions on reservations that we send to restaurants. (Our classic model).
  • TripAdvisor Restaurants Solutions Premium, which allows restaurants to enhance their TripAdvisor page, access priority support and statistics, among other things.
  • In addition, you may be asked, in the beginning, to conduct and sign a few partnerships with EMEA-based players.

    Your tasks:

  • Prospection of the main restaurant chains in EMEA to sell our products.
  • Management of the relationship with key accounts.
  • Negotiate and manage deal with third party distribution channels.
  • Goal is to sign 5 k restaurants in the 2 coming years through key accounts.
  • Coordinate with the product and technical teams in order to ensure soundness and feasibility of deals, and to ensure their proper completion and delivery.
  • Coordinate with countries where the key accounts restaurants are located.
  • Participate with the product teams to the roadmap definition in order to increase the value of the products for restaurants
  • You will work alongside a North-America-focused Key Account Manager, who will be your peer, and in coordination with local Group Account managers in Spain, France and Italy, who are focused on key accounts that are primarily based within these countries.

    You will report initially to the Global Head of B2B Business, and then to the Director of Sales Development.

  • Proven experience in key accounts acquisition/retention within sales at a leading company.
  • Excellent prospecting, negotiation and sales skills.
  • Ability to organize yourself in order to be efficient and professional in your relationship with customers.
  • Accomplished candidates with 6-10 years of experience in account management, search marketing and and/or e-commerce.
  • Ability to coordinate with other parts of the organization. (Countries, Product, Technical, …)
  • Target driven and proven self-starter with ability to deliver without constant supervision.
  • Solution engineering capable, you will help your customer create more value and the team built better products
  • Able to leverage contacts in the restaurant community– restaurants chains, Professional organizations, representation companies, third party resellers and other hospitality businesses, etc.
  • Work together with rest of sales teams and cross functional teams in the pursuit of excellent results and flawless execution
  • Experience in project management in order to make sure that every sales is followed by a smooth implementation
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