Application Guide

How to Apply for Commercial Director - UK/IE + Central Europe

at Too Good To Go

🏢 About Too Good To Go

Too Good To Go is a certified B Corp with a mission-driven business model that directly tackles food waste through its consumer app. Unlike traditional food companies, they've created a marketplace connecting consumers with surplus food from restaurants and grocery stores, making sustainability commercially viable. Working here means contributing to a measurable environmental impact while operating in a fast-paced, international scale-up environment.

About This Role

This Commercial Director role is a matrix leadership position bridging global strategy with local execution across the UK, Ireland, and Central Europe. You'll act as the commercial engine for the cluster, driving sales excellence and process efficiency while coaching Country Directors and Sales Leaders. The impact comes from unifying ways of working across diverse markets to ensure the entire cluster hits aggressive performance targets in reducing food waste.

💡 A Day in the Life

Your day might start with a virtual check-in with Country Directors in Poland and Ireland to review weekly performance metrics, followed by collaborating with the Global Commercial team on a new sales tool rollout. Afternoon could involve coaching a UK Sales Leader on enterprise negotiation strategies with a major grocery chain, then analyzing cluster-wide adoption data of new processes before joining a cross-functional meeting with Product teams to provide commercial input on feature development.

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Interview Prep

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🎯 Who Too Good To Go Is Looking For

  • Senior leader with 8+ years in high-velocity Outbound B2B sales, specifically from FMCG (like Unilever, Nestlé) or Online Marketplaces (like Deliveroo, Uber Eats), with proven P&L responsibility
  • Demonstrated success navigating complex matrix organizations where influence matters more than authority, with examples of driving change through persuasion rather than direct reports
  • Experience managing enterprise-level commercial deals with major grocery chains or restaurant groups, understanding the complexities of large-scale partnership negotiations
  • Strategic thinker with strong financial literacy who can translate global commercial objectives into actionable local market strategies while balancing sustainability and revenue goals

📝 Tips for Applying to Too Good To Go

1

Quantify your B2B sales leadership impact using metrics specific to FMCG/marketplaces: mention deal sizes, sales velocity improvements, or market share gains in percentages

2

Explicitly address matrix organization experience in your resume - include examples where you influenced senior stakeholders without direct reporting authority

3

Research Too Good To Go's specific commercial partnerships (like their work with Tesco, Costa Coffee, or Albert Heijn) and reference how your experience aligns with scaling similar relationships

4

Demonstrate understanding of their dual mission by connecting your commercial achievements to sustainability outcomes in your application materials

5

Highlight any experience with GTM strategy implementation or sales tool adoption, as this role specifically owns these areas for the cluster

✉️ What to Emphasize in Your Cover Letter

['Your experience bridging global strategy with local execution in matrix organizations, with specific examples', "How you've driven sales excellence in high-velocity B2B environments, particularly with independent businesses and key accounts simultaneously", 'Your approach to coaching and developing commercial leaders without direct reporting lines', 'Why the intersection of commercial growth and food waste reduction specifically motivates you, showing you understand their unique business model']

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🔍 Research Before Applying

To stand out, make sure you've researched:

  • → Too Good To Go's B Corp certification and their specific sustainability metrics (like 'meals saved' reporting)
  • → Their current commercial partnerships in the UK/IE and Central Europe regions - understand which retailers and restaurant groups they work with
  • → Their recent global commercial initiatives or tool launches mentioned in company blogs or press releases
  • → The competitive landscape of food waste reduction apps in their target markets

💬 Prepare for These Interview Topics

Based on this role, you may be asked about:

1 How would you align local market strategies in diverse regions (UK vs. Central Europe) with global commercial objectives?
2 Describe a time you successfully implemented a new sales tool or process across multiple teams without direct authority
3 How would you approach coaching a Country Director who is missing performance targets while maintaining a 'critical friend' relationship?
4 What metrics would you prioritize to measure commercial success in this cluster, and how would they balance revenue with mission impact?
5 How have you previously navigated the complexities of enterprise deals with large grocery or restaurant chains?
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⚠️ Common Mistakes to Avoid

  • Focusing only on direct sales experience without demonstrating matrix leadership or influence skills
  • Treating this as a generic commercial role without addressing the specific food waste reduction mission
  • Presenting as purely execution-focused without showing strategic thinking about balancing global vs. local needs
  • Using generic sales metrics instead of FMCG/marketplace-specific KPIs like sales velocity, average deal size, or partner retention rates

📅 Application Timeline

This position is open until filled. However, we recommend applying as soon as possible as roles at mission-driven organizations tend to fill quickly.

Typical hiring timeline:

1

Application Review

1-2 weeks

2

Initial Screening

Phone call or written assessment

3

Interviews

1-2 rounds, usually virtual

✓

Offer

Congratulations!

Ready to Apply?

Good luck with your application to Too Good To Go!

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