VP, National Sales - US Grocery Channel

About the Role:

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.

Main Responsibilities:

• 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 Channe