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.