Associate Director of Key Account Excellence

Too Good To Go

Too Good To Go

Copenhagen, Denmark
Posted on Wednesday, July 19, 2023

More than one third of the food produced in the world is wasted. And that has a huge impact on the health of our planet, with 10% of greenhouse gas emissions coming from food waste.

At Too Good To Go, we have an ambitious goal: To inspire and empower everyone to fight food waste together. We are the world's #1 app for fighting food waste and we work with thousands of restaurants and food retailers to make their surplus food available to local consumers. The magic of Too Good To Go has expanded rapidly across Europe, the US, and Canada, with over 240 million meals saved across our 17 countries to date.

We’re proud of what we’ve achieved so far, but did we mention the issue is huge? We always want to raise the bar and that’s where you come in.

Your Mission

As our Key Account Excellence Associate Director, you will be responsible for setting the direction and priorities for Key Account Excellence at Too Good To Go in order to develop a world-class key account sales organisation.

The Key Account organisation is embarking on a transformational journey. We are moving from a context where our 17 countries worked in very independent ways, to a matrix organisation where implementing a global toolbox (frameworks, metrics, ways of working) will be the way forward. We are moving from a ‘get big fast’ mentality to a profitable growth mindset.

Role Description

Reporting to the Global VP of Key Accounts & Go To Market, you will lead a team of Key Account Excellence Managers and partner closely with the Key Account Enablement team. You will be part of our Global Commercial team working across all of our 17 markets, impacting thousands of partner relationships and millions of consumers. You will be expected to regularly engage with senior leaders across the company on key account and commercial topics, collaborating closely with Country Directors, the Cluster Key Account Directors, and market Heads of Key Accounts.

Key responsibilities include:

  • Setting the ambition and priorities for the Key Account function, including development of commercial processes, tools, and frameworks
    (e.g., segmentation, incentive structures, input to CRM system and reporting, sales teams cadences, and capability frameworks)
  • Overseeing project progress and the approach, goals and structure, coordinating stakeholders where necessary, and leading problem solving efforts
  • Developing implementation timeline with Key Account Enablement team, and ensuring thorough implementation of change programs
  • Developing scalable strategies for Key Account acquisition, retention, and growth, which can be followed across geographies
  • Establishing key performance indicators (KPIs) to track and measure the effectiveness of sales initiatives. Regularly monitor sales metrics, revenue targets, market share, and customer satisfaction to identify areas for improvement.
  • Evaluating the existing sales processes to identify areas for improvement. Streamline sales procedures, enhance efficiency, and identify opportunities to accelerate the sales cycle.
  • Contributing to the training and community building activities of the Key Account organisation
  • Involve the Key Account organisation in co-creation of sales practices
  • Provide feedback to Go-to-Market, Marketing and Product functions on the features and assets developed for Key Accounts
  • Reporting progress and facilitating decision making with the global management team on key initiatives and strategies


  • Excellent commercial acumen developed through extensive experience in commercial excellence, key account management, or similar commercial leadership roles.
  • Leadership and people management skills with demonstrated experience in leading commercial teams.
  • In-depth knowledge of sales methodologies and CRM systems
  • Excellent stakeholder management, with proven ability to work with the most senior parts of an organisation.
  • Strong project and change management skills, with a track record of delivering projects through complex organisational structures.
  • A structured problem solving approach using an analytical and solution-oriented mindset.
  • Ability to multitask, prioritise, and meet deadlines in a dynamic and fast-paced environment.
  • Excellent communication skills that allow you to effectively collaborate with all levels of the organisation.

Our Values

  • We win together: Food waste is a big beast to fight. We can do it if we win together as Waste Warriors with no ego. We believe in a #oneteam.
  • We raise the bar: We always push for more. We work smart, smash barriers and elevate one another.
  • We keep it simple: Our ambitions are bold but our solutions are simple.
  • We build a legacy: We’re proud of the change we’re driving.
  • We care: We always look out for each other. Caring is also about the way we do business. We do the right thing.

What we have to 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 1200+ enthusiastic and highly talented teammates across 17 countries (and growing).
  • Strong personal as well as professional development in an intense and 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

Submit your CV and cover letter in English.

Job Ref: #LI-RS1

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.