Sales Director Distribution & Artisans
Location:
Barcelona, ES, 8007
At Barry Callebaut, we are on a journey to transform the cocoa and chocolate industry. As the world’s leading manufacturer of high-quality chocolate and cocoa products, our actions truly shape the future of our industry. We are a business-to-business company, serving the entire food sector, from the cocoa bean to the finest chocolate product. We are a company with a purpose, we believe in doing well by doing good and reinvesting in the communities we operate. We have a long-standing commitment to sustainability and our goal is to shape a sustainable cocoa and chocolate future. We are headquartered in Zurich, and have more than 12,000 passionate Employees working in more than 40 countries worldwide. We are very proud of who we are and what we do. And of course, we are always looking for talented people to help us have a positive impact on our industry and beyond!
Barry Callebaut Ibérica is looking for a Distribution & Artisans Sales Director !
Reporting to Cluster Managing Director, the D&A Sales director is responsible for the Distribution & Artisan customer types. Responsible for the
execution of the Gourmet Distribution sales strategy. Delivery of the business performance indicators: volume, margin and control over the D&A budget. Leading a dislocated sales team of account managers and technical sales.
KEY RESPONSABILITIES
1. To realize a set of agreed budgeted volume and profit objectives on a yearly basis.
2. Accountable for the business performance of Distributors and Artisan
3. To define and execute the distribution Push & Pull strategy: Optimize distribution platform (segment and create specific value proposition for
every distributor type), product category action plan, Segment penetration, Portfolio management
4. Create an annual sales plan and co-create the activation plan. Ability to foresee demand needs and communicate upfront to the demand
planning team to deliver accurate business forecast to guarantee perfect service.
5. To remain fully aware of the market environment: competition, market trends, consumer trends and any relevant change in the market.
6. To provide ongoing analysis of performance against budgeted objectives. Anticipate risks and create contingency plans
7. Collaborate with Global and European D&A community to implement best practices and apply general business strategy
8. Direct and Indirect management responsibility sales team via PM, Sales meeting and Review procedures
9. Ensuring Utilization of resource within key KPI and Budgets and optimization of Commercial Benefits
10. Collaborate with key stakeholders as Trade Marketing, Academy, R&D, and the rest of cross functional team
11. Ensuring link to other aspects of business. Represent GM in the local leadership team
12. Manage and grow the talent available in the team. Securing a sustainable growth of future leaders
REQUIRED ACADEMIC & TECHNICAL QUALIFICATIONS
13. Degree in business administration or Food Engineering
14. Proven track record in commercial roles in distribution environments.
15. 10+ of experience in Sales in the B2B food business
16. Knowledge of the specific ingredient distribution environment
17. Strong Segment insight (market, consumer, customer, retail) is a must.
18. Excellent Spanish and fluent in english
19. Leadership and communication skills
ADDITIONAL CONSIDERATOINS
20. Travel across the country, 50% of the time
21. Based in Barcelona, Madrid or other city with international airport
ESSENTIAL EXPERIENCE & KNOELEDGE
22. Experience in creating mid and long term business growth strategies based on market insight
23. Deep knowledge of the B2B food industry, desired experience in the Gourmet channels.
24. Proven track record of delivering tangible results, engaging cross functional teams
25. Experience in leading teams and bring them to next functional level
26. Ability to convince stakeholders engaging cross functional teams
27. Expertise into products and applications in the priority segments
28. Understanding of the full manufacturing chain of the products
29. Technical background in food is a nice to have
30. Understands of operational challenges of the target customer
TECHNICAL COMPETENCIES
31. Strong business acumen
32. Extensive leadership experience
33. Translating market and consumer insights into appealing concepts and actionable plans
34. Analytical skills
35. Communication skills
36. Creativity and passion for food
37. Personal usage and experience in leveraging CRM tools / salesforce.com