Director of Sales - Foodservice

Tony's Chocolonely • New York, NY

3d • $120,000 - $136,000 • Remote

About The Position

Tony’s Chocolonely is seeking a driven and strategic Foodservice sales leader to accelerate sustainable, profitable growth across the U.S. market. This role involves owning and executing the Foodservice sales strategy, with a focus on expanding distribution, growing national accounts, building brand awareness, and advancing the company's mission with customers and partners. The position requires developing long-term partnerships with distributors, brokers, and key national accounts, while managing trade investment, customer presentations, events, and sampling initiatives. Additionally, the role involves identifying and unlocking new growth opportunities across various channels served through Foodservice distribution, including colleges and universities, business and industry, hospitality, entertainment venues, and group purchasing organizations.

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.

Responsibilities

• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed