What are the responsibilities and job description for the Key Account Team Lead - Enterprise Sales position at Too Good To Go?

Mission : 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, which has a huge impact on our planet - 10% of greenhouse gas emissions to be exact.

Product : Too Good To Go operates the world's largest marketplace for surplus food, where we connect food businesses with consumers who can buy and enjoy it at 50% off retail value. Alongside our app, we operate an end-to-end surplus food management solution, and influence legislation to reduce food waste.

Scale : We’re growing fast : Our community of 113 million registered users and 245,000 active partners across 19 countries, have together already saved 419 million meals from going to waste - avoiding over 1.1 Million tonnes of CO2e! We partner with some of the industry’s biggest names like Whole Foods Market, Circle K, and Tim Hortons to drive social and climate impact.

Impact : We are a certified B Corp social impact company. In 2023, Too Good To Go was recognised on Fortune's acclaimed 'Change the World' list, named as one of Deloitte's 'Best Managed Companies' and won a coveted 'Cultural Impact Award' at the annual Apple App Store Awards.

Your mission :

As an Enterprise Sales Team Lead, you will lead a team of Enterprise Account Executives (known as Key Account Managers) in addition to a Business Development Executive. Your market knowledge, network and managerial experience will play a major role in the growth of Too Good To Go US.

Your role

Your focus will be to lead the US Enterprise KAMs to identify, develop and launch partnerships with key accounts (70 locations partners). It is up to you to develop a high-performing team that focuses on driving New Supplying Stores (NSS) to save food with Too Good To Go. You are ultimately responsible for the pipeline, forecast and overall results of the enterprise KAM team for Key Accounts in the US. You help the team make the right choices through effective coaching and management. You also focus on the market to identify new potential key account opportunities and create a strong action plan with the team.

Critically, you will know what is going on with partners so you can play a role in defining and optimizing processes. In addition, you present and speak easily in large groups and you function as a proud ambassador of our mission to partners. As an Enterprise Sales Team Lead, you report directly to the Head of Key Accounts (US) and contribute to the strategy driving our market penetration.

We're looking for proactive individuals who demonstrate skills in the following areas :

Sales Leadership : Leads, inspires, and drives a high-performing sales team.

Customer Decision-Making : Identify and coach customer indecision, guiding teams to overcome status quo bias and launch new partners.

Sales Strategy : Develops and implements sales strategies that drive success within the Enterprise segment.

Sales Acumen : Deep understanding of sales tech, processes and frameworks.

Effective Communication : Clear and persuasive with stakeholders and team.

Data-Driven : Uses data to inform decisions and drive outcomes.

Adaptability : Navigates uncertainty and solves problems effectively.

Client-Centric : Focuses on understanding and meeting the needs of Enterprise customers.

Performance-Oriented : Committed to driving results and surpassing targets.

Organizational Skills : Manages priorities with attention to detail.

Coaching Ability : Develops team through effective mentoring via skill / will and MEDDICC frameworks.

Executive Presence : Represents the company and its mission proudly.

Requirements

The ideal candidate will have several years of experience in sales management, with a significant portion in B2B sales.

Proven track record of achieving and exceeding sales targets.

Experience with Salesforce (or CRM) preferred; accountability and demonstrated ability to effectively manage and meet key performance indicators (KPIs).

Ability to analyze sales data, market trends, and performance metrics to inform decisions.

Polished, detail-oriented professional with a humble and collaborative attitude.

Enthusiasm for sustainability, food waste reduction, and environmental issues.

Experience with value-based selling and / or MEDDICC methodology (preferred).

Experience with or understanding of The Jolt Effect (preferred).

Bachelor's degree in business, marketing, sales or a related field (preferred).

Our values :

We Win Together

We Raise the Bar

We Keep It Simple

We Build A Legacy

We Care

What we offer

OTE of $230,000 - $270,000

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 1,300 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 socialize with colleagues that care to offer.

Benefits

WORK FLEXIBLY :

Enjoy hybrid working from our great offices, and at home.

Extra parental leave and days off beyond local legislation and the option to take an extra week of unpaid leave.

100% Employer paid health coverage options for employee (Includes medical EPO plan, dental, and vision).

50% employer paid health coverage options for your family.

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.

How to apply

Please submit your CV and cover letter in English. A member of our Talent Acquisition team will be in touch within a few weeks. We look forward to reading your application!

Ref : #LI-LO1

Certain US states / jurisdictions require Too Good To Go to include a reasonable estimate of the salary range for this role. A reasonable estimate of the range for new joiners for this role in the United States is a base salary of $130,000 - $145,000 and an OTE of $230,000 - $270,000. Actual salaries may vary and may be above or below the range based on various factors, including, but not limited to an individual's assigned work location, experience and expertise.

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Salary : $130,000 - $145,000

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