Regional Key Account Manager 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 

As our new Regional Key Account Manager for Germany, you’ll be the driving force behind Tony’s growth in one of Europe’s most exciting and complex retail landscapes. You’ll take full ownership of our regional EDEKA business - all seven regions - and help us grow from, on listing, promotion and killer relationship at a time. You’ll also steer our private reseller universe (95% of the base!) and shape project-led OOH partnerships with travel, hotels and more. You’ll be part of a small but mighty team that loves data as much as it loves doing good. You’ll turn customer plans into real-life impact, bring our brand to life at every POS and help us shake up in the biggest category in confectionery with a disruptive, mission-led brand. And yes - there’s room to grow, experiment, fail fast, succeed big and literally take over one of our biggest customer in Germany. 

All wrapped up, in this role you will:   

• Own, grow and future‑proof our EDEKA regional business across seven regions - from listings to pricing to promotions to negotiations. 

• Build strong, long‑term relationships with key decision makers, especially MBUs, driving visibility and perfect execution in-store and online. 

• Deliver on our KPIs as part of the EDEKA business and manage large revenue from OOH + reseller customers. 

• Create sharp, insight-driven customer plans grounded in data (Nielsen/GfK) and turn them into negotiations, promotions, shippers and CPIs. 

• Forecast, report and plan like a pro - partnering closely with Finance, Operations, Marketing and the wider DACH Commercial team. 

• Build Tony’s visibility wherever chocolate is sold: best‑in‑class POS, strong distribution, powerful NPD launches and flawless execution. 

• Track performance, monitor sell-out and manage category management elements including costs, allowances and customer profitability. 

• Be an outstanding team player, supporting cross-functional projects and sharing your knowledge with the DACH team daily. 

Requirements

Our Ideal New Flavour: 

• You have around 2+ years of Regional KAM or 5+ years of Field Sales experience in FMCG, ideally with EDEKA or other regional grocery players. 

• You’re a natural relationship builder - credible, energetic, curious and respected by buyers, MBUs and cross‑functional teams alike. 

• You’re analytical and commercially sharp - turning data into insights, decks and compelling customer stories. 

• You know retail inside out: listings, promotions, distribution, CM, execution and the magic that happens at POS. 

• You're fluent in German + English, with strong negotiation skills and experience leading smaller customer negotiations. 

• You’re comfortable with sales tools, data analytics (Nielsen/GfK), Excel, PowerPoint and modern planning systems - and you communicate in a clear, convincing way. 

• You’re ready to take ownership, ready to grow and ready to help us make the chocolate industry fairer - one region, one buyer and one promotion at a time. 

• Believe wholeheartedly in Tony’s purpose. You live our core values: outspoken, in it together, entrepreneurial, raise the bar and makes you smile. 

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 €54k - €68k, an annual company bonus and a company car or car allowance. 

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!