Key Account Manager - Growth

At Too Good To Go, we have an ambitious mission: to inspire and empower everyone to fight food waste together.

More than 1/3 of all food produced in the world is wasted. And that has a huge impact on the health of our planet. 10% of greenhouse gas emissions come from food waste and loss.

Through our marketplace app, we connect businesses that have unsold, surplus food, with consumers who can buy and enjoy it at a discount of the retail value. We are a certified B Corporation with a mission to empower everyone to take action against food waste. Alongside our marketplace app, we create educational tools, explore new business solutions, and influence legislation to help reduce food waste.

We’re looking for an exceptional Key Account Manager to join the team at Too Good To Go to lead the US partnerships.

Your role

We are seeking a proactive and strategic Key Account Manager to strengthen and expand our relationships with key account partners and uncover opportunities to save meals. In this role, you will be the driving force behind the success of our most important client partnerships, ensuring that each relationship is managed with a consultative, data-driven approach. You will oversee the implementation and the lifecycle of client programs, working closely with Sales, Store Operations, and Marketing teams to maximize value and contribute to our mission of reducing food waste.

Your key responsibilities will include identifying opportunities to retain and expand meals saved within your client portfolio, developing and implementing strategic account plans, and conducting Quarterly Business Reviews (QBRs). You will also be responsible for cultivating and sustaining strong relationships with major and complex key account partners through HQ. This includes managing the entire account lifecycle, delivering value, driving new category adoption, and focusing on store(s) retention.

Key Responsibilities

• Drive Customer Success: Own the health and success of your customers from launch through expansion, with a focus on optimizing meals saved.
• Analyze and Manage Risks: Analyze store data to forecast meal savings accurately. Identify, communicate, and manage store risks proactively throughout the year, and lead in developing resolution strategies.
• Provide Consultative Support: Offer expert recommendations on food-saving practices and suggest additional business units to key accounts.
• Lead Client Meetings: Regularly lead and present at client meetings, both in-person and via video conference, to ensure alignment and progress.
• Onboard and Train: Oversee the execution of client programs, ensuring they are implemented effectively and deliver the expected value. Train new stores, collaborating with both store-level contacts and senior stakeholders to ensure a smooth process.
• Manage Portfolio Autonomously: Take ownership of your portfolio, maintaining strong relationships and meeting business KPIs independently.
• Map Organizational Hierarchy: Develop and maintain an account stakeholder matrix by mapping the account’s organizational hierarchy.
• Enhance Team Scalability: Contribute to the scalability of the key account team through effective documentation and process optimization.
• Advocacy and Impact: Act as the voice of the client within Too Good To Go, advocating for their needs and contributing to our mission of reducing food waste through successful partnerships.

As a proactive, organized and experienced “quarterback”, you will excel in the following areas:

• Communication: Polished and effective communication with stakeholders and team members to ensure that we deliver a high quality client engagement with our key account.
• Technical Skills: Experience with sales CRM, project management and analysis tools like.. Salesforce, Ninja, Looker, Asana, as is a high competency with google drive (sheets, docs, decks).
• Problem-Solving Skills: Critical thinking and adaptability are essential for identifying and addressing issues as they arise during the project.
• Project Management: Meeting monthly meals saved milestones is critical, so time management skills and the ability to work in multiple stages of launch for different regions is imperative.
• Organizational Skills: Effective documentation and resource management to ensure will be critical to the successful launch and continued rollout of our key partner.
• Cool Cucumber: The ideal candidate is an individual who not only loves a challenge but also thrives in the face of occasional ambiguity.

Requirements

• Previous experience in sales, customer success, business development, or account management - specifically selling into VP+. Industry experience that translates well include: food, hospitality, media and technology.
• Strong accountability and demonstrated ability to effectively manage and meet key performance indicators (KPIs)
• Master communicator, you know when to speak, you know how to listen, and you know how to engage a whole room and keep their attention.
• Strong commercial acumen and appropriate assertiveness to drive deals forward.
• Proactive, solution-focused mindset with a strong emphasis on growth and curiosity.
• Polished, detail-oriented professional with a humble and collaborative attitude.
• Data analysis skills with raw data to create performance reports and projections to identify and understand trends, opportunities and issues.
• Enthusiasm for sustainability, food waste reduction, and environmental issues.
• Experience with value-based selling and/or MEDDICC methodology (preferred).
• Bachelor's degree in business, marketing, or a related field (preferred).

Our Values

• We Win Together
• We Raise the Bar
• We Keep It Simple
• We Build A Legacy
• We Care

What We Offer

• A rare opportunity to work in a social impact company (and certified B Corporation!) where you can see real and tangible impact in your role.
• Working alongside an international community of users, partners and 1,100+ colleagues across 19 countries that are on the same important mission.
• Personal and professional development opportunities in a fast-paced scale-up environment.
• An inclusive company culture where you can bring your authentic self to work
• A strong, values-driven team culture where we celebrate successes and socialize with colleagues that care to offer

Benefits

• WORK FLEXIBLY:
• Enjoy hybrid working from our great offices, and at home.
• Extra parental leave and days off beyond local legislation and the option to take an extra week of unpaid leave
• 100% Employer paid health coverage options for employee (Includes medical EPO plan, dental, and vision)
• 50% employer paid health coverage options for your family
• Additional days off for significant life events
• CELEBRATE & SOCIALISE
• Regular social events like summer and winter parties.
• Coffee, snacks and fully-equipped kitchens.
• Get to know our community with a monthly free Surprise Bag
• Paid volunteer time through our Shareback volunteering programme
• Women in the Workplace, P.R.I.D.E., People of Colour and Functionally Diverse Employee Resource Groups

How To Apply

Please submit your CV and cover letter in English. A member of our Talent Acquisition team will be in touch within a few weeks. We look forward to reading your application!

Certain US states/jurisdictions require Too Good To Go to include a reasonable estimate of the salary range for this role. A reasonable estimate of the range for new joiners for this role in the United States is a base salary of $70,000-$95,000 with an OTE of $85,000 - $115,000. Actual salaries may vary and may be above or below the range based on various factors, including, but not limited to an individual's assigned work location, experience and expertise.

A Movement for Everyone

We want to inspire and empower everyone to fight food waste together. With that mission, it’s only natural that we want to build a diverse and inclusive team of highly capable individuals who are passionate about doing things in a better way. We strongly believe we all excel and are more creative when we’re allowed to be ourselves, and we’re committed to a culture where all of us belong.

We are an equal opportunity employer and all employment is decided on the basis of qualifications, merit and business need. If you need reasonable accommodation at any point in the application or interview process, please let us know.