Head of Key Accounts ANZ

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 126 million registered users and 253,000 active partners across 19 countries, have together already saved 483 million meals from going to waste - avoiding almost 1,304,000 tonnes of CO2e

In 2025, within our first year of operation, Too Good To Go Australia was awarded as a best place to work and we're also thrilled that we were the 2025 Winner of the "Technology for Impact" Award at the 36th Banksia Foundation National Sustainability Awards. 

YOUR MISSION

We are looking for an experienced, dedicated and mission-driven Head of Key Accounts with a passion for tackling food waste and relationship management. 

Reporting to the Country Director ANZ, you will play a pivotal role in the growth of Too Good To Go Australia & New Zealand by strategically leading this team and driving the success of the Key Account functions. 

YOUR ROLE

We are seeking an experienced and dynamic Head of Key Accounts to build out our Key Accounts capabilities and lead the Key Accounts team in Australia & New Zealand. This role requires a strong background in working with Australian and/or New Zealand consumer retail Key accounts.

Your primary responsibility is to lead a senior team of Key Account professionals focussed on partnering with new Grocery & Foodservice chains and building out the relationship and partnership with existing chains. You will lead the tactical strategy to optimise the Key Account operations to deliver an optimal impact based on the market potential.

The role will include:

• Leadership: You will be leading a team of experienced enterprise sales experts and empower them to deliver high quality results for the company. The current team size is 9 people and is set to grow further next year. 
• Team skills: applying your own experience and gaining external knowledge where needed to lift the skills of the team in all crucial areas of Key Account Management.
• 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 and supporting the team to do so with enterprise customers to a successful end.
• Account Management of key accounts: autonomy in managing your own portfolio of major chains and ensuring the relationship is strong and business KPIs are met
• 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 or in foodservice/restaurant sector. Ideally you have experience offering products or services into retail/foodservice in ANZ.
• 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
• 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

We offer you:

• 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 team leading the expansion of a proven food surplus marketplace into Australia
• 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
• Most of your time will be spent in the office with the team or out in the field talking to prospective partners but we do offer flexibility to work from home as well. 
• A strong, values-driven team culture where we celebrate successes and socialise with colleagues 

Benefits:

• 20 days of annual leave plus additional 5 days p.a. after 6 months of employment
• 10 weeks parental leave at full pay, available to all natural and adoptive parents after 6 months
• Shareback Volunteering Days: Up to 4 paid volunteering days to help tackle food insecurity
• Learning, career development and performance recognition programs because hard work should never go unnoticed
• Access to Employee Assistance Program & regular care conversations so you can bring your best self to work

A little more about us:

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.