VP, National Sales - US Grocery Channel

We have a current opening for a VP National Grocery and are actively reviewing applications.

As the VP National Grocery, you will lead Ferrero USA’s largest and most strategic channel, owning sales, profit, and volume performance across 20+ iconic brands while managing a high‑performing team of 20 associates. You will set and execute the National Grocery PS1–PS3 strategy, build best‑in‑class joint business partnerships with top retailers, and drive the transformation from a broker‑led to direct go‑to‑market model. With accountability for a $125MM trade budget, innovation launches, and in‑store execution, this role plays a critical part in accelerating household penetration, outperforming category trends, and strengthening Ferrero’s position as a preferred retail partner.

• Lead team of 20 associates that deliver sales, profit, & volume goals for the largest channel in the US across portfolio of 20+ brands on Ferrero USA (FUSA) Legacy, FMC, Keebler, Power Crunch BUs.
• Develop & implement Strategic National Grocery PS1-PS3 strategy & drive JBP partnerships with key retailers to deliver KPIs & Triple win (Customer / Consumer / Company.
• Lead Grocery channel go-to-market transition from broker to direct.
• Execute “Best in Class” innovation launches & ensure high quality in-store conditions on everyday, seasonal, & mkt tentpole business.
• Manage the deployment of Ferrero’s National Grocery Trade budget of $125MM delivering annual rate reductions while growing consumption & outpacing competitive / category trends.
• Lead / manage the communication within US Sales Leadership Team & NA Regional Board & provide updates on channel results, industry trends, & progress on driving Household Penetration.
• Build & lead a high performing team culture thru development of KPIs / sales targets & implementation of individual development plans, training, career mapping, & coaching/mentoring associates.
• Deliver consistent strong rating on Advantage Retailer Survey and “Best in Class” partnership perception with Top Grocery customers.

The VP National Grocery will report professionally to VP Core Sales, U.S. 

This role is field based, with candidates ideally located in New Jersey, Cincinnati, Chicago or Texas.

• Own National Grocery P&L and performance across FUSA Legacy, FMC, Keebler, Power Crunch and Fannie May businesses, delivering ~$400M NSV (~15% of U.S. sales) with full accountability for financial results, KPIs, forecast accuracy, trade spend, selling expenses, and channel overheads.
• Lead National Grocery channel strategy and go-to-market evolution, including HUB & SPOKE / Customer Intimacy models, direct selling transformation, broker RTM design, and omni‑channel “Fuel the Future” growth agenda spanning brick‑and‑mortar and e‑commerce.
• Translate enterprise strategy into execution, setting 50+ annual KPIs and customer-level sales targets, managing performance through weekly enterprise KPI cadence and continuous rigor across the sales organization.
• Drive aggressive growth through strategic customer leadership, owning True JBP processes, Top‑to‑Top engagement, and long‑range innovation planning with the Top 4 Grocery retailers and distributors in partnership with senior Ferrero leadership.
• Lead annual sales planning and commercial governance across 20+ brands, including PS1/PS3 development, NSV/volume/gross margin projections, CEO and Regional Board report‑outs, and Commercial Policy implementation (terms, trade harmonization, performance trade shifts).
• Develop and execute promotional and category strategies across 10K+ outlets to drive consumption and IRI growth, leveraging category management initiatives such as Front End evolution, Power SKUs, Premium Advocacy, and brand signposting.
• Oversee innovation, integration, and portfolio expansion, collaborating cross‑functionally (Brand, Trade Marketing, Finance, Supply Chain) to deliver “one degree of innovation,” speed‑to‑shelf excellence, and successful integration of acquired businesses.
• Own retail execution and coverage models, including broker store coverage, continuity and tentpole cycle planning, execution cadence, and management of over‑stocked product to mitigate obsolescence and liability risk.
• Ensure supply chain and service excellence, owning PO delivery, OTIF performance, customer supply chain scorecards, product freshness, and quality compliance in partnership with Customer Service, Supply Chain, and Quality teams.
• Operate as a senior enterprise leader, influencing Channel, Market, Supply Chain, Trade Marketing, and Finance leadership while representing Ferrero at key industry forums and customer summits.
• Build and lead a high‑performance organization, managing a team of 20+ sales associates, owning talent strategy, succession planning, performance management, and development of high‑potential leaders.
• Coach and enable Sales Directors, ensuring JBP execution, talent development, line‑manager excellence, and adoption of streamlined, cross‑functional ways of working.

• Minimum of 15 years of relevant experience in CPG/Sales
• Bachelors Degree required – Master’s/MBA  a plus
• Proven sales leader with Grocery industry expertise leading large teams, track record of delivering financial results, & building customer relationships at Sr. Levels
• Demonstrated key / national account experience & category mgmt. in Grocery channel
• Strong financial acumen in Trade Fund & P&L Management
• Strong communication skills & follow-up to influence company & brand strategies / tactics
• Expertise in customer JBP / internal sales planning
• Multi-channel CPG experience (Grocery, Alt/Specialty Markets, C-store, Mass, Dollar, & E-com )
• Strategic thinking & planning skills to anticipate trends & changing mkt conditions & take timely appropriate action
• Ability to turn insights into action to convey growth opportunities to influence Sr. Management at Customers/Brokers
• Inspirational leadership & management style that promotes teamwork, elevates associate performance, & nurtures top talent
• Excellent oral & written communication skills with the ability to build consensus & foster positive relationships.
• Excellent interpersonal skills with the ability to interact effectively with all levels of the organization & in a variety of cultures.
• Ability to collaborate & work well cross-functionally
• Field based position & requires 50-60% travel

Artificial Intelligence Disclosure

As part of our recruitment process, Ferrero may use artificial intelligence (AI) enabled tools to assist with reviewing candidate applications. These tools are used solely to support recruiters by summarizing application information and identifying potential alignment with job requirements. AI does not independently screen out or select candidates, and it does not replace human judgment. Final decisions regarding candidate progression are always made by Ferrero recruiters and hiring managers.

The base salary range for this position is $195,000 - $250,000 annually. Actual compensation will be determined based on experience, qualifications, and other job-related factors permitted by law. This range represents the anticipated salary for this position at this time.

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Ferrero began its journey in the small town of Alba in Piedmont, Italy, in 1946. Today, it is one of the world’s largest sweet-packaged food companies, with many iconic brands sold in countries all over the world. Find out more about Ferrero at ferrero.com.

Ferrero is committed to building a diverse and inclusive culture in which all employees feel welcomed and appreciated and have the same opportunities. We believe all our people are equally talented in their own way. In nurturing the curiosity and natural abilities of our employees, we provide them, generation after generation, the means to succeed personally and professionally, enabling them to craft their journey at Ferrero. The diversity of our talents is what makes our work environment multicultural, innovative, and highly rewarding.
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Ferrero is an equal opportunity employer and complies with all applicable human rights laws. Ferrero will recruit, hire, train, and promote all persons without regard to race, creed, color, sex (including pregnancy, gender, sexual orientation, and gender identity), religion, national origin or ancestry, age, disability, or history of disability (except where physical or mental abilities are a bona fide occupational requirement and the individual is not able to perform the essential functions of the position even with reasonable accommodations), citizenship, or any other protected characteristic.

Ferrero will accommodate the needs of applicants with disabilities throughout all stages of the selection process. If you need accommodation during the recruitment process, please advise the People & Organization (HR) Representative. Information relating to the need for accommodation and accommodation measures will be addressed confidentially.