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Selecta

Fully managed self-serve coffee, meals, beverages

Strategic Partnerships & Media Lead

Business Development & PartnershipsConfirmed live in the last 24 hours
Full-timeHemel Hempstead, UK

About the Job

Requirements

  • Proven track record of originating, negotiating and delivering commercial partnerships with measurable financial results.
  • Experience of senior-level prospecting, pitching and closing agreements with external partners.
  • Track record of turning signed agreements into delivered value by coordinating implementation across commercial, operational, finance and technology teams, where direct line authority is limited.
  • Experience building business cases and working with Finance on benefit validation.
  • Strong commercial and financial acumen, including investment appraisal, supplier funding, revenue sharing and gross profit, with the ability to understand Selecta’s machine and customer economics quickly.
  • Strong business-development skills, including building a pipeline, pitching at senior level and closing.
  • Skilled negotiator, able to structure agreements that balance partner value with Selecta’s commercial, operational and contractual obligations, including volume, exclusivity and service commitments.
  • Understanding of advertising and media commercial models, inventory pricing, campaign delivery and measurement, or the ability to build this quickly.
  • Ability to translate an opportunity into a clear proposition for partners and customers.
  • Confident communicator able to present concise, numbers-led recommendations at senior level and represent Selecta credibly externally.
  • Working knowledge of the contractual, data-protection and brand-safety considerations relevant to partnerships and advertising.
  • Self-starting originator who opens doors and builds a pipeline without waiting for opportunities to be passed on.
  • Commercially entrepreneurial approach to building new income streams while applying discipline to which opportunities are pursued.
  • Delivery-led approach, judging success on deployed, live and finance-validated outcomes rather than signed agreements or activity.
  • Hands-on approach, with comfort doing analysis, writing proposals and leading negotiations personally.
  • Collaborative approach to working with Commercial, Account Management, Procurement and Category, and sharing success on joint results.
  • Rigorous and transparent approach to reporting results accurately and flagging risks early.
  • Resilience and persistence to sustain momentum through long partner negotiations and cross-functional implementation.
  • Customer-aware approach to protecting customer relationships and the on-site experience when introducing advertising or referral activity.

Responsibilities

  • Originate opportunities across strategic brand and supplier partnerships, advertising and media, and strategic referral partnerships by identifying target brands, suppliers, advertisers, media partners and referral partners, and initiating senior-level discussions.
  • Develop compelling propositions that show partners the value of Selecta’s national machine estate, customer base and digital-screen inventory.
  • Lead negotiations personally and take agreements to final terms for review and approval by the Finance Director UKI, progressing opportunities from first conversation through approved, signed terms to delivery.
  • Progress existing partnership opportunities while building a wider pipeline.
  • Grow successful relationships through regular performance reviews, renewals and expanded scope, with renewal and expanded-scope terms reviewed and approved by the Finance Director UKI.
  • Agree priorities and supporting resources with leadership, focusing effort on the highest-value opportunities across the three areas.
  • Develop commercial collaborations with FMCG, beverage, coffee and fresh-food brands that create shared value through supplier investment, co-funded equipment, joint promotional activity and brand visibility across the estate.
  • Secure supplier investment and supplier-funded equipment that supports profitable machine deployment and reduces Selecta UK’s capital requirement.
  • Negotiate brand and supplier agreements, align terms with supplier and category plans, and submit final terms to the Finance Director UKI for review and approval before signature.
  • Coordinate the deployment of funded equipment with Operations and Commercial, tracking commitments through to installed, trading machines.
  • Monitor partner delivery against agreed terms and manage reviews, renewals and underperformance, with renewals or changes to agreed terms reviewed and approved by the Finance Director UKI.
  • Own advertising sales end to end by prospecting advertisers and media agencies, building the advertising sales pipeline, delivering commercial pitches, negotiating campaigns and renewals with terms reviewed and approved by the Finance Director UKI before booking, and delivering advertising revenue directly or through media partners.
  • Assess the machine and digital-screen estate to establish saleable advertising inventory, including screen capability, site profile, connectivity, content management and available audience data.
  • Work with Commercial and Account Management, as owners of host-customer relationships, to secure site permissions consistent with contract terms and the customer experience.
  • Define the advertising proposition and routes to market, including direct brand sales, supplier-funded campaigns and media or retail-media partnerships.
  • Propose pricing, packaging and revenue-sharing models between Selecta, media partners and host customers where applicable, for review and approval by the Finance Director UKI.
  • Coordinate campaign delivery with Operations, IT / BI and Marketing, covering content scheduling, technical deployment, content standards and brand-safety controls.
  • Report campaign results to advertisers, including delivery against booking, audience reach and sales impact where data allows, to drive renewals and repeat bookings.
  • Identify and approach complementary business service providers, such as waste management, energy, cleaning, security and facilities management, with overlapping customer bases and compatible service standards.
  • Define partner qualification criteria covering customer fit, service quality, reputation, commercial terms and data-protection requirements.
  • Negotiate reciprocal lead-generation arrangements for review and approval by the Finance Director UKI, including the customer proposition, qualification standards and hand-off to Commercial and Account Management for conversion.
  • Launch controlled pilots with selected complementary business service providers before wider roll-out, once pilot terms have been reviewed and approved by the Finance Director UKI.
  • Track referrals given and received, qualification, pipeline, conversion and reciprocity for each partnership.
  • Recommend scaling, re-scoping or exiting referral partnerships based on pilot results and ongoing performance, for review and approval by the Finance Director UKI.
  • Maintain a single partnership pipeline across all three areas, prioritised by financial value, deliverability, strategic fit and risk.
  • Ensure every agreement has a business case assessing value after volume, exclusivity or other obligations, and is reviewed and approved by the Finance Director UKI, with legal review, before signature.
  • Report signed commitments, deployed equipment or live inventory, and realised financial benefit separately.
  • Agree benefit-attribution rules with Finance so supplier funding, capex avoidance, advertising income and referral-generated gross profit are each counted once, and submit claimed benefits for Finance validation before reporting them as delivered.
  • Pass partner-generated vending, coffee and food opportunities to Commercial and Account Management and work with them to maximise conversion.
  • Work with Procurement and Category so partnership agreements and existing supplier terms reinforce each other.
  • Agree delivery plans with Operations, IT / BI and Marketing for equipment deployment, campaign delivery and data, while retaining clear accountability for partnership outcomes.
  • Provide concise, evidence-based updates and recommendations to the UK Managing Director, Finance Director UKI and Commercial leadership.

Desired Qualifications

  • Experience selling or commercialising advertising, media, retail-media, out-of-home or digital-screen inventory.
  • Experience developing referral, channel or partner programmes.
  • Experience in vending, foodservice, FMCG, beverage, retail, convenience or a similar multi-site B2B environment.

About the Company

Selecta

Fully managed self-serve coffee, meals, beverages

Selecta provides fully managed self-serve food and beverage solutions across Europe, operating smart fridges, vending machines, coffee systems and micro markets in workplaces and public spaces. It designs, stocks and services these units through a route-based distribution network and a mix of digital tools and on-site teams, allowing people to access meals, snacks and drinks on demand. The company stands out by offering end-to-end managed service at scale with a strong focus on sustainability through EcoJoy, responsible sourcing and circular solutions backed by a large network of service technicians. Its goal is to create millions of moments of joy every day by delivering convenient, self-serve experiences while advancing sustainability.

Company size
1,001-5,000
Company stage
Debt Financing
Total funding
$418M
Headquarters
Cham, Switzerland
Founded
1957

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