Key Account Manager - Enterprise

Whereby; Greater London; Hybrid; GBP 60,000 - 90,000; Full time

Benefits offered by this job

Hybrid working

Private health insurance

25 days annual leave

Bonus potential

Job summary

Too Good To Go is seeking an experienced Key Account Manager for its UK office in London. You will own relationships with major brands and a diverse set of Irish partners, driving growth, store coverage and bags saved across portfolios.

You will collaborate with Store Operations, Marketing, ESG and other teams to execute joint business plans and scale opportunities while embedding food waste reduction into partner relationships.

Qualifications

• Strong KAM experience with large national chains
• Ability to build rapport and trust with partners
• Data-driven approach to growth and forecasting

Responsibilities

• Manage a portfolio of large national chains and drive KPIs
• Develop account strategies with cross-functional teams
• Grow store coverage and bags saved across partner portfolios
• Analyze data to identify opportunities and create action plans
• Forecast and report performance to internal teams
• Advocate food waste reduction with partners

Skills

Key Account Management

Stakeholder management

Data analysis

MEDDIC knowledge

Presentations & storytelling

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.

• 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