About The Role
The Sales Manager is responsible for managing and driving profitable growth of the Sweet Specialties portfolio in Iberia and all Chain Business in Western Europe. This involves developing a strong value solution-oriented proposition by combining trend knowledge, standard portfolio, and services. The role requires collaboration across functions with chocolate and cocoa sales colleagues to generate long-term value for customers. The position reports to the VP Sales Lead - Global Sweet Specialties.
KEY RESPONSIBILITIES
Cross-functional commercial leadership
* Collaborate with BC commercial teams and indirect channels to deliver end-to-end solutions (E2E).
* Engage with colleagues across functions (sales, pricing, supply chain, quality, R&D, etc.) to develop and deliver differentiated solutions to the market.
* Work closely with the customer account team, especially the chocolate account manager, the chocolate specialties sales manager, and cocoa sales manager, to present a unified BC face to the customer.
Hunt for new customers
* Develop and implement a profitable growth strategy for your scope/territory through customer and competitor market mapping.
* Identify, engage, and win new customers via direct and indirect route to market.
* Increase penetration in relevant market segments and chains in Western Europe.
Grow share and explore new applications at existing customers
* Proactively propose and execute new projects to increase share of wallet.
* Manage and negotiate contracts/business deals with the account team for existing and new projects.
* Evaluate and optimize Route-To-Market performance regularly.
Meet internal governance needs efficiently
* Forecasting
* Working capital management (A/R, inventories)
* Utilize Salesforce.Com to drive growth and streamline customer information sharing.
About You
* 6-8+ years of proven commercial experience in a B2B environment with a focus on value-in-use or technical offerings.
* Master’s degree in Economics, Business, Food Engineering, or equivalent.
* Fluent in Spanish (native or advanced negotiation skills) and English;
additional languages are a plus.
* Segment insight and B2C experience in BAPA, Ice Cream, Horeca, Dairy, Biscuits, and Chains are advantageous.
* Proven success in growing profitability across various customer types in direct and indirect channels.
* Strong Key Account Management skills and ability to build relationships across stakeholder levels.
* Deep knowledge of the Sweet Specialties portfolio and a curiosity to learn quickly.
* Excellent commercial, solution selling, and negotiation skills.
* Strong project and change management capabilities.
* Experience with Salesforce, maintaining pipelines, account plans, and visit reports.
* Experience with winning/core portfolio concepts and successful implementation to drive market penetration.
* Team-oriented, inspiring leader capable of translating vision into action.
At Barry Callebaut, we value Diversity & Inclusion. We foster an inclusive environment where everyone can be themselves, grow, and feel a sense of belonging. #oneBC - Diverse People, Sustainable Growth.
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