About ezCater and what they do
So ezCater is an online marketplace for food at work. We specialize in large orders, we generally cater to the workplace. We see different types of customers, but essentially they boil down into people who buy food for others. So say a sales rep that's trying to get in with a customer, they're gonna print food. And then we also have customers to buy food for themselves. So a company wants to cater and watch for all their needs. What makes us kind of niche and what we do is we work with over 105,000 Restaurant partners nationwide, that specialize in large orders. We're many players in this space, they'll work with a lot of restaurants, but they specialize more in, you know, it's Thursday, and I'm tired, I'm just going to order a burger to get delivered to my house so I don't have to cook. Where those tend to struggle is with when you're trying to feed 30-40-50 people. And that's our ideal customer. Those are the people that we're trying to feed and those what are our restaurants sign up to feed those people through the ezCater platform.
Details on their sales team
So we have a couple of different sales teams. Our sales org is essentially divided into two large categories, we have our supply sales and demand sales. Our supply sales team work with the restaurants that are going to provide the food and supply. Our team is demand sales, which I can speak to a bit stronger. Demand sales works with the customers and people that are buying the food through the marketplace. Within demand sales, we have four different sales teams. We have our BD RS, which are doing very top of funnel prospecting type of work. We have our account executives or AES that are closing new net new business. We have our onboarding team, which receives the customers from the AES basically walks them through their first 90 days of being a customer of ezCater. And we have our account management team that owns customers in perpetuity as they go through onboarding. And their responsibility is to really grow that relationship and look for opportunities to increase share of wallet. Within all these teams, the numbers vary a bit, we are growing really fast right now. So that's how we see this, the numbers might be a little outdated. But generally we have around 14 to 16 AES, we have about 12 to 18 CDRs, that's actually going to grow pretty soon, it's about 2425 videos. On borders, we have that eight or so on borders right now. Leave our team of account management is going to be around a dozen people. And a lot of these teams are going to be growing throughout 2023.
What their typical sales process looks like
Let's start with the top of the funnel so RBDR is will receive leads from a few different places. We do a lot of ABM campaigns, it's not Account Based Marketing. We have some videos that focus on specific verticals or other PDRs or sizes into specific geographic territories. So whatever ABM campaigns that they'll help with, we have lead lists that get assigned to them. We encourage self prospecting as well. We also attend events regularly BDRs will get leads from those events. A BDR has responsibilities to set that meeting for the day. So it started with BDR. The next step for the customers to work with an ad these can also receive leads from a variety of sources including inbound leads, self prospecting DVRs, as mentioned, as well as a few others. We'll go through your typical sales cycle for an E, it can be as short as one to two calls, I'd say on average, probably around 30 to 45 days depending on the solution that you're selling. Once that's closed, one from the A E customer interacts with the onboard for 90 days. That sales process for the onboarding a lot of it early on is really just introducing ezCater, helping get users signed up within the company, walk them through how to use our platform. And then once that element is done, really start looking for upsell and cross sell opportunities. What other solutions can we provide for these customers and then into account management. Their job really is to continue that process of upselling cross selling increasing share of wallet. One of the challenges that we have there really account management solves is we don't necessarily win the entire company will win a piece of the company. And then we really rely on account management to go win the rest of the company and earn their business as well.
What to expect during the interview process
So interviewing for the role, it's, it's going to vary a bit based on, on the role that you're interviewing for. But what you will get is, you will meet with someone from our talent team first that does a phone screen with you, you will meet with a hiring manager to go over kind of high level expectations in the world, you'll meet with some peers, you know, it could be one, it could be a few really strong opportunity, I encourage any candidates use that opportunity to really investigate using care. ask those hard questions you want to know the answer to what's it really like to work here? What's the boss really like? Right? When they're not interviewing? Do I want to work for them? Right? What are the expectations? How easy is it to hit quota? How many reps are hitting quota? Right? What happens if I miss quota? I really encourage that when you're meeting with peers to ask those questions and ask those questions with the hiring manager. Right? So you can kind of compare for yourself and understand the company. So you meet with you means the hiring manager you meet with appear. Likely there'll be some sort of interactive activity. And this can vary by teams on acquisition, we tend to do role plays, where we'll put you through a roleplay situation. If you've sold before, it's common that we'll do a roleplay with what you're currently selling, will act as your customer. If you've never sold before, we'll have you sell ezCater. The reason we don't do that for everyone is I'm more concerned about of evaluating your skill sets and evaluating how quickly you can learn our solutions. Right? We'll teach you the solutions. Once you're here, I'm not worried about that. I want to know how well you can sell it's going to be easier for you to demonstrate that on something you weren't familiar with. On the onboarding and account management teams, it's going to be similar you'll meet as hiring manager, you'll meet with peers. Typically, they have more of a presentation, engagement instead of a roleplay. So we will have a presentation on how you've been successful in the past. How would you handle specific situations, things like that, you'll get all the questions given to you ahead of time. And then you'll you'll present out to an audience on how you handle the situations and they'll ask questions. It's a good interactive experience to partake in.
Why now is the ideal time to join
It is a great time to join ezCater, I joined us a kid or a little over a year ago. And what we're doing right now is a really unique opportunity really special time to get involved with the company. We are growing extremely fast. I think we added last year, we added over 50 people to our sales or last year, which is remarkable that we're continuing to grow very quickly. We promoted internally a lot of my team alone, that was promoted 10 to 12 people already very, very altruistic leadership team, right? It's yours somewhere that you want to go in your career. We're going to do everything we can do to help you get there so long as you show up every day and give it your all. And that's a promise when I hire leaders, that's one of the top things I look for is do they have altruism as part of their DNA? And for our leadership soup team here, the answer is a strong guest. Everyone here has altruism and the culture is really special. Along with the altruism of the support that you're going to get the work life balance in the workplace plan that you're gonna get. I've never seen it like this anywhere else that I've worked. You know, we have unlimited PTO, which is a cool perk, the differences we actually mean and our philosophy is your PTO has already been approved. Just give your manager a heads up that you're going to be taking, which makes us really unique and special. B. We do a lot of company holidays outside of the standard corporate holidays, we do summer Fridays. We do you know personal wellness days where we'll just shut everything down for a day and go take a day for yourself. Right make sure you're taking care of yourself. We have tons of resources available to make sure you're being taken care of. We put a lot of emphasis around dei as meaningful emphasis. It's not just the Scarecrow. It's really, really special culture here. I'd encourage anybody if you're thinking about a change. If you haven't looked at ezCater you're missing out, even if it's not exactly what you're looking for. Take a look because it's the culture that we have here is very sad. It's something I've never seen anywhere else. I've worked for my share companies
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