ABOUT THE ROLEThe Sales Manager is responsible for management and profitable growth of the Sweet Specialties portfolio in the Iberia as well as all Chain Business in Western Europe. This is best done by driving a strong value solution-oriented proposition combining trend knowledge, standard portfolio and services, working across functions together with chocolate and cocoa sales colleagues to generate long-term value for our customers. The position reports to the VP Sales Lead - Global Sweet Specialties.KEY RESPONISBILITIESCross-functional commercial leadership* Work with and through other BC commercial teams and indirect channel (distribution) to deliver End-to-End solutions (E2E)* Engage with colleagues across functions (sales, pricing, supply chain, quality, R&D etc…) to develop and deliver E2E solutions to the customer where Sweet Specialties contribute to differentiation in the market.* Work hand in hand with the customer account team, in particular the chocolate account manager, the chocolate specialties sales manager and cocoa sales manager, to implement ONE BC face to the customer.Hunt for new customers* Develop and align a Sweet Specialties profitable growth strategy for your scope/territory through a formalized customer and competitor market mapping* Based on the agreed strategy, identify, engage and win new customers, both via direct and indirect Route To Market* Deeper penetration in relevant market segments* Deeper penetration of Chains in WEGrow share and new applications at existing customers (cross- and upselling)* Grow share of wallet with existing customers by proactively proposing and executing new projects* In line with aligned strategy, manage and execute contract/business negotiations in cooperation with account team for existing supply and new projects* Manage existing Route-To-Market for Sweet Specialties by regularly evaluating performance and drive for changes/adjustments as neededMeet internal governance needs with high efficiency and effectiveness* Forecasting* Working capital management (A/R, inventories)* Utilize Salesforce.Com as a tool to drive growth and streamline customer information sharingABOUT YOUAt least 6-8 years of proven track record and commercial experience a B2B environment with value in use / technical offeringMaster's degree in Economics/Business/Food Engineering or equivalentSpanish (native language / ability to conduct complex negotiations) and English (full proficiency). Any other language is a plusSegment insight (market, consumer, customer, retail) and B2C experience in BAPA, Ice cream, Horeca, Dairy, Biscuits is a plus, as well as experience with ChainsTrack record in growing profitably different types of customers (from Artisans to Distributors, Key Accounts and FMCG multinationals) both in direct and indirect route to market settings.Key Account Management:
you find energy in engaging different types of customer stakeholders, from production worker through sourcing manager to CEO, to build win-win customer relationshipsStrong knowledge of Sweet Specialties portfolio / ability & curiosity to learn it quicklyOutstanding commercial skills, value & solution selling, negotiationStrong project and change management skillsExperience with Salesforce (e.G. keeping growth opportunities pipeline, account plans and visit reports up to date)You are familiar with winning/core portfolio concept and have successfully implemented it in your career to drive penetrationYou are a team player, an inspiring leader for cross functional group of peers, persistent in translating vision into action.