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Senior Business Development (acquisition), Japan

Tokyo Prefecture, Japan

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 ⅓ of 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 growing fast: Our community of 120 million registered users and 250,000 active partners across 19 countries, have together already saved 400 million meals from going to waste 

Too Good To Go was named in FastCompany’s March 2022 list of the World's Most Innovative Companies, and was honoured to be included in TIME’s list of the 100 Most Influential Companies of 2022.

We’re looking for an exceptional Senior Business Developer Manager to join the Key Accounts team at Too Good To Go in Japan.

 

YOUR MISSION

You will play a pivotal role in the launch of Too Good To Go Japan and the fight against food waste by developing and growing partnerships with prominent retailers in the food and beverage industry.

 

YOUR ROLE

Your primary responsibility is to win new key accounts within the top  grocery retail chains by identifying and researching new opportunities, building rapport with stakeholders and ultimately signing their business up to a partnership with Too Good to Go. You will support these accounts through the onboarding and roll out process and continue to look for ways to strengthen and grow the relationship. Reporting to the Head of Key Accounts, you will collaborate with other Key Accounts team members, and colleagues across marketing, independent sales and partner growth.

The role will include:

  • Pitching: create and deliver high quality, professional presentations to potential partners, and confidently speak about the business and food waste proposition
  • Proactive business development and relationship building: Independently and proactively outreach to gain meetings and build rapport with stakeholders and decision-makers
  • Research: Independently search for new opportunities, learn about the businesses in depth, map the stakeholders and understand their decision-making process
  • Account Management of key chains: autonomy in managing your own portfolio of chains and ensuring the relationship is strong and business KPIs are met
  • Account Growth: developing strategies to grow your accounts and working with the retailer to increase store coverage and overall supply
  • Planning and forecasting: building reports to track performance and identify trends, create financial projections and forecasts for internal planning and commercial proposals
  • Developing specific Account strategies to progress our relationship with Key Account partners and engage in Quarterly Business Reviews to ensure we stay on track.
  • Supporting roll outs: working with the team and the retailer to plan, schedule and execute store rollouts at scale

 

REQUIREMENTS - must to have

  • Solid commercial and network experience working in the supermarket/grocery sector or in food supply chain manufacturers. You should have some knowledge and understanding of Japanese retail/grocer in this sector.
  • Business Development / Sales skills, demonstrating an ability to make connections, create rapport, nurture and win business by selling a proposition to a variety of senior stakeholders. 
  • Ability to lead negotiations skilfully, and create and deliver high impact pitches
  • 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
  • Excellent commercial acumen
  • Strong organisational skills and ability to work independently and efficiently

 

REQUIREMENTS - nice to have

  • Beneficial: Data Analysis and MS Excel skills to use raw data to create performance reports and projections to identify and understand trends, opportunities and issues.
  • Beneficial: Experience working with Salesforce as a CRM tool and MEDDIC as customer qualification methodology
  • Conversational fluency in English

Our values:

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

 

What we have to 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.
  • The unique opportunity to join the pioneering team leading the expansion of a proven food surplus marketplace into Japan
  • Working alongside an international community of users, partners and 1,200+ 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.

Benefits

  • WORK FLEXIBLY: 
    • 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 

 

 

エンタープライズ法人営業（新規） Japan

 

Too Good To Goは、「食品ロスと闘うために、人々を巻き込み、行動を促す」ことを使命としています。

 

世界では生産される食品の3分の1以上が廃棄されています。これは地球環境に深刻な影響を及ぼし、温室効果ガスの約10%が食品ロス・廃棄に起因しています。

 

私たちは、売れ残りや余剰食品を抱える飲食店や小売店と、それを割安（定価の3分の1）で購入したい消費者をつなぐマーケットプレイス型アプリを提供しています。また、B Corp認証企業として、教育活動やビジネスソリューションの開発、法制度への働きかけなど、食品ロス削減に向けたさまざまな取り組みを行っています。

 

本ポジションでは、私たちのミッションに日々直接貢献いただきます。日本市場の立ち上げチームの一員として、食品ロスへの意識を高め、「Too Good To Go」ブランドを広める活動に携わっていただきます。

 

現在、19か国にわたって1億人以上の登録ユーザーと24万のアクティブなパートナーからなるコミュニティを持ち、これまでに4億食以上の食事を食品ロスから救い、100万トン以上のCO2e（二酸化炭素換算）の排出を回避してきました。

 

2023年には、「Fortune」誌の『Change the World』リストに選出され、Deloitteの『Best Managed Companies』、Apple App Store Awardの『Cultural Impact Award』も受賞しています。

 

このポジションの勤務地は東京都内になります。

 

ミッション

Too Good To Go Japanの立ち上げメンバーとして、食品業界の大手小売企業•飲食チェーンとのパートナーシップを新たに構築し、食品ロスの削減という社会的課題に挑みます。

 

業務内容

大手スーパーマーケットや食品小売チェーン、飲食チェーンを対象に、新規クライアントを開拓し、Too Good To Goとのパートナーシップ締結を推進します。見込みがある顧客のリサーチから提案、契約、導入支援、その後のリレーション構築・拡大まで一気通貫でご担当いただきます。

 

このポジションはKey Account部門の責任者にレポートし、マーケティングチームやパートナーグロスチームなど他部門とも密に連携します。

 

  • 企業へのプレゼンテーション資料の作成および提案実施。食品ロス削減のビジネスモデルについて提案活動をしていただきます。
  • 新規開拓・関係構築：意思決定者へのアプローチを自ら企画・実行し、信頼関係を構築。
  • リサーチ：ターゲット企業の調査、意思決定プロセスの理解、ステークホルダーのマッピングなど。
  • アカウントマネジメント：担当チェーンの関係維持とKPI達成を担い、主担当としてアカウント拡大まで、店舗数や供給量の拡大に向けた戦略立案と実行。
  • 計画・予測：業績分析・レポート作成、トレンド把握、予算見積、社内への提案資料作成など。
  • 戦略的アカウント運営：四半期ごとのビジネスレビューを通じて、関係深化と目標達成に向けた戦略を立案。
  • 導入支援：小売企業との店舗展開スケジュールの策定と実行を他部門と連携しながら推進。

 

応募要件（必須）

  • 食品小売／スーパーマーケット業界、飲食業界、または食品サプライチェーンメーカーでの営業または商談経験（業界知識必須）
  • 法人営業・ビジネス開発の実務経験（特に複数の意思決定者への提案・クロージング経験）
  • 商談・交渉スキル、および高品質なプレゼンテーション能力
  • コミュニケーション力（1対1でも大人数でも的確に伝える力）
  • 商業的視点と売上・利益への意識
  • 自律的にタスクを整理・推進できる高いオーガナイズ力

 

応募要件（歓迎）

  • データ分析やExcelを活用したパフォーマンス分析・数値予測の経験
  • Salesforce等のCRMツール、およびMEDDIC等の営業フレームワークの使用経験
  • 英語での会話力（会話レベル以上）

 

私たちのバリュー

Win Together（一緒に勝つ）

Raise the Bar（基準を超える）

Keep it Simple（シンプルが一番）

Build a Legacy（未来に残す）

We Care（思いやりを持つ）

 

福利厚生

  • 社会的インパクトを重視するB Corp企業で、実感できる社会貢献に携われる機会
  • 19カ国、1,350名以上の国際色豊かなチームとの協働
  • 急成長中のスケールアップ環境での自己成長機会
  • 多様性を重視したインクルーシブなカルチャー
  • 成果を称え合い、チームとして楽しむ価値観

 

応募方法

ご興味をお持ちいただいた方は、日本語の職務経歴書を提出してください。

 

選考プロセス（場合によって前後する可能性あります）

 

  • 採用チームとのビデオ面談（ショート）
  • 採用マネージャーとの面接
  • カントリーディレクター

 

Too Good To Go は、機会均等を重視する雇用主です。

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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