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Country Manager DACH

On-site, Hybrid

Job description

Tony’s Chocolonely is dedicated to making 100% slave-free chocolate the norm. We are an impact company that makes chocolate, not a chocolate company that makes an impact. 

On the impact front, we are steadily building a robust, independently verified evidence base to demonstrate that our 5 sourcing principles effectively raise living incomes and significantly reduce child labor rates—an endemic issue in West African cocoa, where 1.5 million children are involved in child labor. Through our Tony’s Open Chain (TOC) initiative, we are expanding our impact through a coalition of partners, including Ben & Jerry’s, Waitrose, and Albert Heijn. 

Looking at raising our own bar (literally), we are one of the fastest-growing chocolate brands worldwide. We have achieved the number one market share in bars in the Netherlands and have launched successfully in the UK, US, Germany, and other markets in recent years, experiencing rapid growth and enthusiastic consumer engagement globally. Our commercial success drives our impact: more bars mean more beans, which translates into greater impact. 

We have ambitious plans and significant potential to scale Tony’s into a billion-dollar brand with substantial influence on achieving living incomes in West African cocoa production. Our business proves that good business can be big business. 

Your role at Tony’s 

As the Country Manager for the DACH region, your #1 goal will be to lead the region in the next phase of our growth towards and beyond a €50 million Net Sales business. You will be fully responsible for the commercial strategies, inspiring and leading a high-performing team, building Tony’s brand in the region, managing performance, tactics and targets. All to maximise our sales, profit, and primarily impact, in the region.  

We initially entered Germany and Austria via a distributor, before putting our own team on the ground in 2020.  Since then, we have grown consistently by over 30% a year, adding new members both to our team and to our product range.  While we have national distribution and increasing brand awareness (from campaigns like the recent Faire Alternative) the opportunities are endless. 

If you are passionate about making a difference in the world, driving growth, and reshaping the cocoa industry, this opportunity is perfect for you. 

Here is what you will do: 

  • Develop the strategy and leading the DACH business towards and beyond a €50 million in net revenue within the next 3 years.  
  • Full regional leadership, making sure that the DACH strategy aligns with Tony's Chocolonely’s mission and brand purpose.  
  • Manage the full P&L, including forecasting targets, growing revenue, tracking performance, transparent reporting and proactively managing margin and costs. 
  • Ensure that the costs associated with our e-commerce channels, including bespoke personalised offerings, remain within 25% of the total net revenue.  
  • Foster engagement and nurture a strong and talented team by providing support, guidance, and growth opportunities. 
  • Partner and collaborate with stakeholders across our matrix structure and building relationships and influencing central functions including supply chain and innovation and driving the business in line with the total company values, ambition, and strategy.  
  • Being a strategic leader and member of the Tony’s Chiefs and Country Managers leadership team, you will also have the broader responsibility to shape the total group strategy and lead by example every day.  

Job requirements

We are looking for an ambitious and hands-on Country Manager who has a mix of operational excellence, the negotiation and collaboration skills needed to bring out the best from our retail partners, the strategic thinking required to set us up for long-term success, and the emotional intelligence desired to lead and inspire a team of people through change.  

  • Minimum of 10 years of experience in commercial leadership or country management roles, within the FMCG industry, and working with big German retailers. Demonstrated experience in driving growth and delivering results is essential. 
  • Demonstrated expertise in P&L management, financial analysis, target forecasting, and cost and margin optimization is a fundamental requirement. 
  • Ability to lead, coach and inspire a diverse team across multifunctions, fostering a collaborative and inclusive work environment. Strong people-leadership skills are crucial for effectively managing the region and accelerating growth.  
  • Excellent business analytical skills – use of data to drive product and pricing strategies, and their impact on production forecasts.   
  • Strong interpersonal and relationship-building skills to drive partnership within and outside Tony’s to achieve desired outcomes. 
  • Ability to plan and align - sets objectives to align with broader organizational goals.   
  • Fluent German and English (Dutch a plus)   
  • As our DACH regional office is based in Hamburg, it is necessary for you to be able to work from there at least 2 days per week and prefer in-person presence rather than remote work. Needless to say, a willingness to travel frequently is essential. 
  • Strong belief in Tony's mission and wholeheartedly embody our core values: outspoken, willful, entrepreneurial, and always bringing a smile. 
  • Last but not least, you can deal smoothly with the challenges that come with a growing company, and positively contribute to team Tony's performance. 

Sounds like you?  

Are you passionate about making a difference in the world? Look no further! If you are ready to take the chocolate industry to new heights with us, we would love to hear from you! Please send your direct application by sharing your resume and answering our application questions, Laura Voorsluijs will contact you soon. No agencies. We can't wait to hear from you!  

Everybody is welcome to apply. From classics to limited editions, we know that different flavours make life more inspiring. And not just in our chocolate assortment. At Tony’s, we welcome everyone with equal enthusiasm – regardless of race, colour, age, gender, sexual orientation, nationality, disability or veteran status. Crazy about chocolate, serious about people. 

  • Amsterdam, Netherlands
  • Hamburg, Germany
+1 more


  • Amsterdam, Netherlands
  • Hamburg, Germany
+1 more