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Head of Key Accounts

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Job Description

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 82 million registered users and 205,000 active partners across 17 countries, have together already saved 274 million meals from going to waste - avoiding almost 685,000 tonnes of CO2e!

This year, Too Good To Go also reached 7th place among the most downloaded Food & Drink Apps worldwide, in the H1 2022 Apptopia ranking.

Your mission

We are looking for an experienced and dedicated Head of Key Accounts, with a passion for tackling food waste, partner expansion and relationship management. This role plays a pivotal role in the growth of Too Good to Go in Portugal 🇵🇹

You will ensure to maximize the impact of our Key Accounts in the market, through a combination of your excellent commercial acumen, sector knowledge and leadership skills, in order to acquire, enhance and retain partnerships within the largest and most prominent Retail and Horeca chains in Portugal.

You will lead and inspire a team of 4+, report to the Country Manager in Portugal and join the Portuguese Management team. You will also take part in our international excellence forums, where best practices and learnings are shared across borders between Heads of Key Accounts from other Too Good To Go countries 🚀

Role description


  • You will work with your team to define an ongoing strategy, with a strong focus on navigating complex business structures to building rapport with stakeholders to accelerate the expansion of new brands, and also to optimise growth in existing partnerships.
  • You will inspire and empower your team, by setting the vision, the ambition and making sure your experts have everything they need to run their own area of ownership. You lead with trust and by example, sharing our values in your ways of working. You remain accessible to all and keen on celebrating the collective success.
  • You will build and develop a productive, efficient and autonomous Key Accounts team, ensuring the relationship is strong and business KPIs are met, to increase the number of meals saved. You develop and challenge your team members, through training, experience sharing, coaching and raising the bar. You will encourage cross-team work (no silos within the KA team, within the local team, within the cluster and global team).


  • Develop a Key Account strategy: identify and prioritize the market depending on the potential and development of opportunities. We want to go as big and as fast as possible.
  • Develop relationships with Key Account partners and represent Too Good To Go in key meetings. We want to be a “must have” key partner.
  • Find how to crack new chains we don’t have yet and expand the impact. We want to be everywhere.
  • Set up and expand sales and partnerships with national and international chains in Portugal. We want to continue leading the path on our Key accounts deployment.

Retention and Growth

  • Optimize the impact of chains we have as the potential is huge. We want to capture 100% of the food waste in store.

Structure and strategy

  • Work closely with Marketing to develop a coherent and strong sales strategy for Portugal
  • Collaborate, develop and share your expertise on the food chains & retail industry with both the local and Cluster/Global sales teams
  • Impact the development of the whole company with a key role in the Management team beyond the Key Account scope. We will build the company we want.


  • You are experienced in the Food Retail industry, ideally having experience dealing and negotiating with Hyper and Supermarket Chains or other relevant related areas. You have in-depth knowledge of the Supermarket sector, market trends and competitor landscape.
  • You have strong experience with Sales and Key Account acquisition (5+ years). You should have an excellent commercial acumen, being comfortable working within long sales cycles and with the ability to lead difficult negotiations skilfully. Important to have a track record of unlocking opportunity, overcoming commercial and operational challenges, and delivering value and growth.
  • Strong team leadership and people management experience, ideally leading sales teams in a scale-up or fast-growth business. You have the ability to motivate and create individual and team objectives in order to drive performance and achieve the goals.
  • You are result-oriented and you take data-driven decisions. Data Analysis and MS Excel skills are important to create performance reports and projections, to identify and understand trends, opportunities and issues.
  • You are creative, resilient and solution-oriented, always full of ideas to implement new things and boost performance from different triggers.
  • You are highly organized and with strong project management skills, continuously documenting and improving processes to meet business needs.
  • You are a first-class and inspiring communicator and are able to draw on those skills to set the bar high and get team members to perform at their absolute best.
  • You have a true passion for sustainability - you understand the urgency of action for the planet.

Our values

  • We win together
  • We raise the bar
  • We keep it simple
  • We build a legacy
  • We care

What we have to offer

  • Being part of a company with a strong mission, full of passion, and with the ambition to change the world.
  • The chance to do something that matters. As a certified B Corporation, we’ve been recognized as a business that uses profit and growth as a force for good.
  • The experience of being part of a great international team and participating in the Portugal Key Accounts strategy set up.
  • Strong personal as well as professional development in an intense and high-growth scale-up environment.
  • Flexible hours with autonomy in how you work.
  • An open company culture where you have the independence and room to unleash your creativity.
  • Health Insurance is fully paid by the company for you
  • Time off: 5 additional holidays on top of the mandatory leave (22 days)
  • Parental Leave: 4 additional weeks on top of the mandatory parental leave, paid by the company.
  • Coffee, snacks, and fresh fruit at the office every day, with the occasional food gathering sponsored by the company.
  • A vibrant office in Portugal, in the center of Lisbon, and pet-friendly
    • bring your dog!

Too Good To Go is an equal opportunity employer.


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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