Retail Channel Sales Director - Greece & International Markets

Reporting to Commercial Director

At Kafea Terra, coffee is at the heart of what we do. With a strong presence in the Greek coffee market and growing international ambitions, we combine deep category expertise, strong brands and a genuine passion for coffee with the ambition to keep evolving, innovating and growing.

As we enter the next phase of our development, we are looking for a senior commercial leader to drive the growth and transformation of our Retail business in Greece and selected International Markets.

Reporting to the Sales Director, the role combines commercial leadership, P&L ownership, customer development and business transformation. The successful candidate will be responsible not only for delivering strong commercial results, but also for building the capabilities, processes and ways of working required for a more strategic, data-driven and customer-centric Retail organization.

Key Responsibilities

• Define and lead the Retail strategy for Greece and support International Markets.
• Deliver profitable growth across sales, margin, market share, distribution and customer performance.
• Own the Retail P&L, ensuring the right balance between revenue growth, gross margin, trade investment and profitability.
• Lead strategic relationships, annual negotiations and Joint Business Planning with major retail customers, distributors and commercial partners.
• Strengthen commercial capabilities in Key Account Management, Category Management, Revenue Growth Management, pricing, promotions and customer profitability.
• Improve trade investment effectiveness and establish stronger commercial discipline across customer agreements and promotional activities.
• Drive stronger sales forecasting, performance management, business reviews and data-driven decision-making.
• Identify and develop international Retail opportunities, assess priority markets and support the development of appropriate route-to-market models.
• Build scalable relationships with distributors, importers and retail partners in international markets.
• Lead the transformation of the Retail organization by introducing stronger processes, tools, analytics and technology-enabled ways of working.
• Partner closely with Marketing, Finance, Supply Chain, Operations and International Sales to ensure integrated commercial execution.

Lead, coach and develop a high-performing Retail Sales team and strengthen the organization’s commercial capabilities for future growth.

Requirements

• 10+ years of progressive commercial and sales experience, preferably within FMCG or consumer products.
• Strong experience in Retail, Modern Trade and Key Account Management.
• Proven track record in managing major customers and complex commercial negotiations.
• Strong understanding of P&L management, pricing, promotions, trade investment and customer profitability.
• Demonstrated ability to deliver profitable growth and improve commercial performance.
• Experience in commercial transformation, capability building or upgrading sales processes and ways of working.
• International markets, distributor management or export development experience will be considered a strong advantage.
• Strong analytical mindset, commercial judgement and ability to translate data into business decisions.
• Proven people leadership experience and ability to build high-performing teams.

We are looking for a leader who can combine strategy with execution, challenge established ways of working and create a stronger standard of commercial excellence.

For someone who shares our passion for coffee, growth and building strong commercial organizations, this is an opportunity to make a meaningful impact on the next chapter of Kafea Terra.