Head of Key Accounts - 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 83 million registered users and 206,000 active partners across 19 countries, have together already saved 400 million meals from going to waste - avoiding almost 609,000 tonnes of CO2e!

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.

YOUR MISSION

You will play a pivotal role in the launch of Too Good To Go Japan and the fight against food waste by using knowledge of the Grocery & Foodservice sector to develop and grow partnerships with prominent retailers in Japan.

YOUR ROLE

We are seeking an experienced and dynamic Head of Key Accounts to build our Key Accounts capabilities and lead the Key Accounts team  in Japan. This role requires a strong background in working with Japanese consumer retail Key accounts and ideally experience with launching a new business into the Japanese market. This position will be reporting directly to our Country Director in Japan. 

Your primary responsibility is to win new key accounts within Japan’s largest Grocery & Foodservice 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. 

The role will include:

• Leadership: Ultimately you will be leading a team of experienced enterprise sales experts and empower them to deliver high quality results for the company.
• Strategy: You will build a clear tactical plan to achieve results with the potential chains where our solutions add value to their business. 
• 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
• Negotiation: Independently leading negotiations with enterprise customers to a successful end.
• 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 accounts: 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

• Solid commercial and network experience working in the supermarket/grocery/technology sector, foodservice/restaurant sector or in food supply chain manufacturers. You should have some knowledge and understanding of Japanese retailers in this role.
• Experience working with enterprise sized customer is a strong plus
• 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. 
• Leadership capabilities and a track record of working with a medium to large sized team and delivering results through engaged and high performing teams.
• Ability to create and deliver high impact pitches that lead to effective negotiations and a high rate of closed deals​​
• 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
• Business level of Japanese and English fluency
• 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

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 1,400+ 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.