Commercial Director DACH

Why we are here  
Tony’s Chocolonely is committed to ending exploitation in cocoa. We are an impact company that makes chocolate, not a chocolate company that makes impact. With incredibly tasty chocolate, we lead by example, demonstrating that ethical practices and success can go hand in hand. Through Tony's Open Chain (TOC), mission allies like Albert Heijn, Ben & Jerry's, Jokolade, and Aldi have embraced a fairer, more transparent supply chain for their chocolate too. We’re one of the fastest-growing chocolate brands, leading the Dutch market and expanding rapidly in the UK, US, and Germany. More bars mean more beans, and more beans mean more impact! With bold ambitions, we aim to build Tony’s into a billion-dollar brand that shows good business is big business. 

What you will do 

We are looking for a new Commercial Director DACH to grow and develop our business in Germany and Austria. This is the most senior role in the region and you will have ultimate responsibility for Tony’s Chocolonely commercial P&L in the DACH region as well as leading the DACH team of around 20 teamies. You will report directly to our Chief of Markets and join a team of leaders responsible for e-commerce, UK, US and NL markets.

As Commercial Director DACH, your mission is to lead Tony’s next growth phase towards and beyond a €50 million net sales business. You’ll own the commercial strategy, inspire a high-performing team, and build our brand to maximise sales, profit, and, most importantly, impact. We first entered Germany and Austria via a distributor before setting up our own team in 2020. Since then, we’ve grown +30% annually, expanded our team, and broadened our range. But Germany is a tough nut to crack. It’s a discount-driven market, however, retailers are increasingly looking for purpose alongside price. And that’s where Tony’s stands out. We offer more than just great chocolate; we offer a powerful story that resonates with both retailers and consumers. Our mission to end exploitation in cocoa gives partners a meaningful reason to choose Tony’s, while our bold branding, delicious products, and fearless campaigns (like Faire Alternative, where we challenged the industry to do better) turn shoppers into changemakers.

With national distribution, growing brand awareness, and a mission that matters, the opportunity ahead is huge. If you’re ready to challenge the status quo, grow a purpose-driven brand, and make real impact in cocoa, this is your chance!

All wrapped up, in this role you will: 

• Lead the DACH business towards and beyond €50 million in net revenue within the next 3 years, defining and executing the regional strategy in line with Tony’s mission and brand purpose. 

• Own the P&L and drive revenue growth while proactively managing margins, costs, and forecasting with transparent reporting. 

• Shape commercial success by negotiating with top DACH retailers like REWE, Edeka, and other key partners to secure long-term, purpose-driven collaborations. 

• Drive omnichannel growth with an ambition to deliver around 25% of our total revenue from e-commerce channels, including our bespoke personalised offerings.

• Inspire, lead, and develop a high-performing team of 21 in Hamburg and elsewhere in Germany, spanning sales, marketing, and account management while fostering strong collaboration with central teams like Supply Chain, Operations, Innovation, Category Management, HR, Finance, and Brand to drive growth and impact. 

• Be a strategic leader as part of Tony’s Markets’ leadership team, shaping the company commercial strategy and championing our mission to end exploitation in cocoa.

• Bring a powerful mix of leadership, commercial acumen, and hands-on execution, combining operational excellence with strong negotiation skills, strategic foresight, and emotional intelligence to inspire and lead a high-performing team through growth and change. 
   

Our new flavour:

• Previous commercial leadership experience in FMCG with deep understanding of the German retail landscape and experience negotiating with top retailers like REWE and Edeka. 

• P&L literacy with expertise in financial analysis, target forecasting, and cost and margin optimisation to drive sustainable growth. 

• A hands-on, people-first leader who can coach, inspire, and empower a diverse, cross-functional team while fostering a collaborative and inclusive culture. 

• Sharp business and analytical skills, using data-driven insights to shape product, pricing, and forecasting strategies. 

• Exceptional stakeholder management and communication skills, building and strengthening partnerships both internally and externally to achieve ambitious goals. 

• Strategic mindset with operational excellence, setting clear objectives that align with Tony’s mission and commercial ambitions. 

• Eagerness to work in a fast-paced scaleup environment and deal smoothly with the changes that come with a growing company.

• Fluency in German and English. 

• As our DACH regional office is in Hamburg, and we are all about being more in person than apart, you are eager to work from there at least 2 days per week to connect with the team. Needless to say, you are also open to travelling frequently within Germany to connect with retails as well as to our homebase in Amsterdam.

• You believe wholeheartedly in Tony’s purpose.

Our benefits (the icing on the cake)   

At Tony's you will get the opportunity to be part of something extraordinary; first and foremost by making real impact in the world but also enjoying the nice benefits we provide as you help us succeed. We’re dedicated to enabling all Tonys to grow and develop their careers and therefore we offer training programs, regular feedback cycles, coaching and a generous L&D budget. We also offer a wide range of additional benefits, including office lunch, companywide bonus, minimum of 28 holidays, inspirational team updates, unforgettable events and unlimited chocolate. But we also know chocolate won’t cover the bills, so we’ve made sure your salary is just as rewarding, for this role that means a base salary of 150k-170k, a bonus (target 8%, same across Tony’s) and an equity component as well as a car benefit.

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, no agencies. We can't wait to hear from you!

At Tony's we are convinced that diversity of thought, background and perspectives will make us stronger (...just like the different flavors of our chocolate assortment). Our mission is founded on principles of equity and justice, and we are actively seeking candidates who bring new perspectives and life experiences, especially from underrepresented groups. We look forward to your application!