Director of Sales - Foodservice
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.
We’re looking for a driven and strategic Foodservice sales leader to accelerate sustainable, profitable growth across the U.S. market. In this role, you’ll own and execute Tony’s Foodservice sales strategy, with a focus on expanding distribution, growing national accounts, building brand awareness, and advancing our mission with customers and partners.
You’ll develop long-term partnerships across distributors, brokers, and key national accounts while managing trade investment, customer presentations, events, and sampling initiatives. You’ll also identify and unlock new growth opportunities across colleges and universities, business and industry, hospitality, entertainment venues, group purchasing organizations, and other alternative retail channels served through Foodservice distribution.
What you will do:
Develop and execute the U.S. Foodservice strategy to deliver profitable revenue growth by expanding distribution, strengthening key national accounts, and converting high-potential customer opportunities.
Manage the Foodservice P&L and trade investment in partnership with the Sr. Director of Natural & Foodservice, ensuring spending is strategically allocated, efficient, and aligned with profitable growth priorities.
Increase brand awareness and customer demand by representing Tony’s at priority distributor meetings, customer events, sales kickoffs, trade shows, and targeted sampling activations.
Lead and develop broker partners through clear objectives, training, tools, and performance expectations. Hold partners accountable for expanding awareness, distribution, and sales across the Foodservice channel.
Requirements
5+ years of experience in Foodservice sales and national account management.
Proven success managing broker networks and major Foodservice distributors, including Vistar.
Experience managing account P&Ls, trade spend, pricing, and promotional investment to deliver profitable growth.
Strong capability in forecasting, pipeline management, customer analysis, and translating performance data into account plans.
Skilled in developing persuasive sales presentations, leading line reviews, and negotiating agreements with senior customer stakeholders.
Takes ownership, acts with urgency, and consistently delivers against ambitious sales and distribution goals.
Builds trusted partnerships and turns customer needs into mutually beneficial growth opportunities.
Anticipates opportunities, sets clear priorities, and translates insights into effective account plans.
Aligns internal teams, brokers, distributors, and customers through clear communication and constructive influence.
Navigates ambiguity, removes obstacles, and finds practical solutions in a fast-moving environment.
Sounds like you?
Are you passionate about making a difference in the world? Look no further! If you're ready to take the chocolate industry to new heights with us, we'd love to hear from you! Please send your direct application, no agencies. We can't wait to hear from you!
Everybody is welcome to apply. From classics to limited editions, we know that different flavors make life more inspiring. And not just in our chocolate assortment. At Tony’s, we welcome everyone with equal enthusiasm – regardless of race, color, age, gender, sexual orientation, nationality, disability, or parental or veteran status.
Tony's Chocolonely is a chocolate company dedicated to making 100% Exploitation Free chocolate the norm worldwide. The company fights for equality and fairness in the chocolate industry, addressing exploitation issues at a global scale while producing their own chocolate products. They are passionate about chocolate quality while maintaining serious commitment to ethical practices and people-centered business operations. The company operates across multiple distribution channels including foodservice, retail, and alternative channels, working with distributors, brokers, and national accounts to expand their mission-driven market presence.
