Key Account Manager - Hospitality & Food To Go
About this role
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 the fight against food waste. You’ll use your prior experience of being in a Key Account Management role to grow partnerships with large Out of Home (hospitality and food to go) partners. This is a role for an experienced Key Account Manager, who will fully own Too Good to Go’s relationship with some of the UK’s most loved F&B chains.
Responsibilities
- 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 Out of Home Segment 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, ideally within the Out of Home sector, 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