Sr. Director of Sales - Grocery

Sr. Director of Sales - Grocery

Tony’s Chocolonely exists to make 100% Exploitation Free the norm in chocolate. Not only our chocolate, but all chocolate world-wide! Our main mission is to fight for equality and fairness – it inherently affects how we aspire to do business. We’re crazy about chocolate & serious about people.

The Senior Director of Sales – Grocery is a pivotal leadership role within Tony’s US, responsible for driving growth in one of the most competitive and complex segments of our business. This leader must balance ambitious expansion goals with disciplined financial management, ensuring strong performance and sustainable profitability.

In addition to shaping a key strategic pillar in our 1–3‑year business plan, this role serves as the primary account owner for our national grocery partners—setting direction, strengthening relationships, and steering joint business planning at the highest level. The Senior Director also leads two direct reports who manage our East and West regional and local grocery accounts, ensuring alignment, execution excellence, and consistent performance across the full customer landscape.

This role collaborates closely with cross‑functional partners, including Marketing (Customer Programming) and Operations, and is accountable for grocery channel strategy, total and retailer-level P&L management, and the successful launch and development of new products within the grocery channel.

What you will do:

Strategic Leadership & Growth

• Lead the grocery channel strategy, aligning with Tony’s 1–3‑year business plan and long‑term growth ambitions.

• Drive sustainable revenue and profit growth while maintaining strong financial discipline.

• Identify emerging trends, competitive dynamics, and whitespace opportunities within the grocery landscape.

National Account Ownership

• Serve as the primary account owner for national grocery partners, leading joint business planning and long‑term strategic alignment.

• Strengthen senior‑level customer relationships and influence key decisions that shape category and brand performance.

• Negotiate annual agreements, promotional plans, and strategic initiatives with national partners.

Team Leadership & Regional Oversight

• Manage and develop two direct reports responsible for East and West regional/local grocery accounts.

• Ensure consistent execution, customer engagement, and performance across all regions.

• Coach and mentor team members to elevate capability, accountability, and results.

P&L and Financial Management

• Oversee total and retailer‑level P&L performance for the grocery channel.

• Optimize trade investment, pricing, and promotional strategies to deliver profitable growth.

• Partner with Finance to forecast, track, and shape financial outcomes.

Cross‑Functional Collaboration

• Work closely with Marketing (Customer Programming) to build and execute customer‑specific plans.

• Partner with Operations to ensure supply continuity, service excellence, and flawless execution.

• Collaborate with Innovation and Category teams to shape channel‑specific insights and opportunities

Innovation & Product Launches

• Lead the planning and execution of new product launches within the grocery channel.

• Provide customer and channel input to guide product development and innovation roadmaps.

• Ensure launch readiness across sales, operations, and marketing