Head of Key Accounts at Too Good To Go

Posted on:
February 23, 2023

🔭 Our mission & vision

Job Description

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

Why do we need to do that? Because more than 1/3 of the 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!

As the world’s largest food waste-fighting app, we connect stores that have unsold, surplus food with consumers who buy and enjoy it. But we’re more than an app: we are a certified B Corporation and our mission is to inspire and empower everyone to take action against food waste, so we’re doing all we can to create educational tools, make our knowledge as accessible as possible, find new business solutions and even change legislation to reduce food waste.

We’re growing fast, with our community of 70 million users in 17 countries saving more than 190 million meals from going to waste - we are incredibly proud of this, but there’s still a lot more we want to achieve.

That means 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 Head of Key Accounts to join us in our Milan office.


Your mission

As Head of Key Accounts, you will play a pivotal role in the growth of Too Good To Go by strategically leading initiatives and driving the success of the Key Accounts function. You will be directly responsible for managing all Key Account Managers as they drive their teams in acquisition and development of partnerships across all verticals, which include: supermarkets, restaurants and bakery chains. 

As the Head of Key Accounts you will report into the Country Director and will be responsible for driving the targets of each region; ensuring cross functional collaboration and developing the annual strategy for the team, as well as closing your own national accounts. 


Your role

Management of the Key Account department, with a heavy focus on strategic oversights to grow Key Accounts success in the region.

Coach, train, and mentor our team of 12 Key Account Managers focusing on their personal and professional development 

Stakeholder management with C- Level

Acquisition and retention of Key Account stores, with strong focus on account growth, ensuring the relationship is strong and business KPIs are met, to increase the number of meals saved. 

Lead proactive business development and relationship building: ensuring there is a robust and healthy pipeline and portfolio of leads to close your own national accounts and lead by example.

Maintain strong connections with the Key Account Stakeholders, specially within the Organised Retailing and Distribution segment.

Being the owner of the KA strategy and working closely with the Country Director to fuel KA growth & vision in line with customer & users requests.

Implement, drive, and track the success of innovative techniques for increasing account growth, opportunity research, planning and forecasting, and the support of global key chain roll-outs to help the KAM teams scale up



Extensive experience gained within a Key Account Management or Business Development focused role. Experience with GDO will be an advantage. 

Bring an in-depth knowledge and understanding of national commercial accounts such as supermarkets, convenience stores, grocery stores or discount food stores.

Experience in leading a Sales team through the team leads, ideally within an enterprise, scale-up or fast-growth business.

You are fully proficient in English and Italian

Communication skills: Able to mentor the team to have strong presentation skills across c-suite stakeholders.

Negotiation skills: ability to train employees on how to oversee complex negotiations and create and deliver high impact pitches.

Forecasting and business Planning, to plan and project manage effectively throughout the Key Account acquisition and retention process.

Ability to work closely with other departments, specially with our marketing team to develop unique value propositions for our accounts.

You are a self-starter,who is extremely efficient and able to manage your own workload, while also being approachable and enjoys working with others in a growing team.

You are based (or willing to relocate) in Milan

You have a true passion for sustainability and fighting food waste is a MUST - you understand the urgency of action for the planet.


What we offer

A rare opportunity to work in a social impact company (and certified B Corporation) where you get to wake up every day knowing you’re achieving positive change.

The experience of being part of an international company with +1350 enthusiastic and highly talented teammates across 17 countries – always ready to share knowledge and support!

Strong personal as well as professional development in a thriving, high-growth scale-up environment.

An open company culture where you have the independence and room to unleash your creativity.

A strong team culture where successes are celebrated together.


How to apply

We take recruitment very seriously, so please carefully read everything we have written above. Please also check our website and international media in order to get a good overview of Too Good To Go.

Submit your CV and Cover letter in English.

Please note that we only accept applications coming through our platform. No CV or Cover Letter will be accepted by email or Linkedin direct messaging.

The selection process consists of an interview with People & Culture, followed by a conversation with the Hiring Manager and a case study. 

Too Good To Go is an equal opportunity employer

Job Ref - #LI-CR1


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.

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