ABOUT THE ROLEThe Sales Manager is responsible for the management and profitable growth of the Sweet Specialties portfolio in Iberia, as well as all Chain Business in Western Europe. This is achieved by driving a strong, value solution-oriented proposition that combines trend knowledge, standard portfolio, and services, working collaboratively across functions 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 RESPONSIBILITIESProvide cross-functional commercial leadership by working with BC commercial teams and indirect channels (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 that differentiate our market offerings.Collaborate closely with the customer account team, including the chocolate account manager, chocolate specialties sales manager, and cocoa sales manager, to present a unified BC face to the customer.Hunt for New CustomersDevelop and align a profitable growth strategy for your scope/territory through formalized customer and competitor market mapping.Identify, engage, and win new customers via direct and indirect Route To Market, based on the strategy.Increase penetration in relevant market segments and chains within Western Europe.Grow Share and New Applications at Existing CustomersIncrease share of wallet with current customers by proactively proposing and executing new projects.Manage contract and business negotiations in cooperation with the account team for existing supply and new projects.Regularly evaluate performance of existing Route-To-Market and implement necessary adjustments.Meet Internal Governance Needs EfficientlyForecast accurately.Manage working capital, including A/R and inventories.Utilize Salesforce.Com effectively to drive growth and streamline customer information sharing.ABOUT YOUAt least 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.Native Spanish speaker with full proficiency in English;
additional languages are a plus.Segment insight into markets, consumers, customers, retail;
B2C experience in BAPA,ice cream, Horeca, dairy, biscuits, and experience with chains is advantageous.Proven track record in growing profitably across various customer types in both direct and indirect routes to market.Strong Key Account Management skills, engaging stakeholders from operational to executive levels.Deep knowledge of the Sweet Specialties portfolio and a curiosity to learn quickly.Exceptional commercial, solution selling, and negotiation skills.Strong project and change management capabilities.Experience with Salesforce, maintaining pipeline, account plans, and visit reports.Familiarity with the winning/core portfolio concept and successful implementation to drive market penetration.Team-oriented, inspiring leader, persistent in translating vision into action.
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