Key Account Manager - Enterprise

Toogoodtogo; Greater London; Hybrid; GBP 55,000 - 75,000; Full time

Benefits offered by this job

Hybrid working

Health insurance

Pension plan

25 days annual leave

Volunteer time

Social/teambuilding events

Job summary

Too Good To Go in London is seeking an experienced Key Account Manager to grow and nurture our UK and Ireland partnerships.

You will own relationships with major national chains, drive store coverage, reduce food waste, and collaborate with Store Ops, Marketing and Head Office to deliver joint plans.

Qualifications

• Strong Key Account Management experience and ability to build rapport and trust.
• Experience driving growth with existing accounts and shortening long sales cycles.
• Knowledge of MEDDIC sales methodology is a plus.
• Excellent communication skills and the ability to engage multiple stakeholders.
• Data analysis skills to create performance reports and identify trends.

Responsibilities

• Own a portfolio of large national chains and ensure strong relationships and KPIs.
• Collaborate to develop strategies to grow accounts and expand store coverage.
• Understand product strategy to support partner opportunities and account plans.
• Analyse data with Store Operations to improve waste reduction and scaling improvements.
• Build reports to track performance and forecast commercial proposals.
• Advocate for food waste reduction with partners and strengthen credibility as a partner.
• Identify new opportunities by researching partner businesses and decision-makers.
• Communicate internally with Operations, ESG & Marketing to maximise joint growth.
• Lead training initiatives for Too Good To Go with key stakeholders along a defined path.

Skills

Key account management

MEDDIC sales

Data analysis

MS Excel

Presentation skills

Communication

Organisational skills

Passion for mission

Tools

MS Excel

Job description

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 significantly reduced price. 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 talented people with diverse skills and backgrounds to add to our rapidly growing team. That is where you come in: we’re looking for an exceptional Key Account Manager to join our UK office, based in London.

Your mission:

You will play a pivotal role in the growth of Too Good To Go UK and Ireland and the fight against food waste. You’ll use your prior experience of being in a Key Account Management role to grow partnerships. This is a role for an experienced KAM, who will fully own Too Good to Go’s relationship with some of the UK’s most exciting brands and a diverse portfolio of Irish partners.

Your Role:

Your primary responsibility is to drive the growth and optimisation of existing Key Account partnerships, focusing on increasing our footprint (active stores) across all sites within a partner’s portfolio, and saving more food from being wasted (bags saved). You will support these accounts by looking for ways to strengthen and grow the relationship by building rapport with key stakeholders across their business. Where applicable, you'll engage these groups with the Too Good To Go mission and aid further expansion. Reporting to the Key Accounts Lead, you will collaborate closely with our Key Account Store Operations Team, Marketing and many colleagues across global commercial functions supporting ongoing Key Account excellence.

The role will include:

• Partner stakeholder management: autonomy in managing your own portfolio of large national chains and ensuring the relationship is strong and business KPIs are achieved
• Account Strategy: collaborating with a dedicated account pod (including Store Operations Managers and Specialists) to develop strategies to grow your accounts and working with the partner to increase store coverage and overall bags supplied & saved, creating tailored, joint business plans
• Product knowledge: understanding of wider company strategy & ongoing product development to support & accelerate partner opportunities and overall account strategy
• Data analysis: working closely with the Store Operations Manager to identify opportunities and create action plans with the Head Office to improve food waste reduction, as well as identifying store improvement needs & scaling process improvements
• Commercial planning and forecasting: building reports to track performance and identify trends, create financial projections and forecasts for internal planning and commercial proposals
• Food waste knowledge: as well as strengthening the relationship, you’ll work to embed the importance of food waste reduction with partners, to reinforce our credibility as a strategic partner
• Market research & solution selling: independently search for new opportunities, learn about the businesses in depth, map the stakeholders and understand their decision-making process in order to drive success of Too Good To Go within their business
• Collaboration & communication: be the voice internally for your partners, working with Operations, ESG & Marketing teams to ensure we’re maximising joint growth opportunities
• Pipeline management: working with the partner to land new store expansion opportunities or new waste reduction initiatives, including building, scheduling & leading training of Too Good To Go to key stakeholders along an agreed critical path

Requirements:

• Strong Key Account Management experience, demonstrating an ability to build rapport, establish trust and deepen relationships
• A proven track record of achieving business growth with existing accounts & creating urgency within long sales cycles
• Excellent commercial acumen; ideally having experience of MEDDIC sales methodology
• You’re a 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.
• Data Analysis and MS Excel skills to use raw data to create performance reports and projections to identify and understand trends, opportunities and issues.
• Ability to create and deliver impactful presentations, using data-driven insights to engage partners with their food waste mission
• A passion for the mission and raising awareness of food waste & sustainability
• Strong organisational skills and ability to work independently and efficiently

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 socialise with colleagues that care to offer
• A competitive salary with opportunity for performance-related bonuses
• 25 days of annual leave, in addition to UK Bank Holidays
• Christmas Eve and New Year’s Eve off as well
• Private business health insurance, with numerous perks and well-being benefits

Benefits:

• WORK FLEXIBLY:
• Enjoy hybrid working from our great offices, at home or abroad
• Extra parental leave and days off beyond local legislation and the option to take an extra week of unpaid leave
• Health insurance and pension plans (subject to country of employment)
• 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

#LI-AS1

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.