Global Sweet Specialties Sales Manager - Iberia & Chains Western Europe
Location:
Reus, ES, 43206
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!
ABOUT THE ROLE
The 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 RESPONISBILITIES
Cross-functional commercial leadership
1. Work with and through other BC commercial teams and indirect channel (distribution) to deliver End-to-End solutions (E2E)
2. 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.
3. 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
4. Develop and align a Sweet Specialties profitable growth strategy for your scope/territory through a formalized customer and competitor market mapping
5. Based on the agreed strategy, identify, engage and win new customers, both via direct and indirect Route To Market
6. Deeper penetration in relevant market segments
7. Deeper penetration of Chains in WE
Grow share and new applications at existing customers (cross- and upselling)
8. Grow share of wallet with existing customers by proactively proposing and executing new projects
9. In line with aligned strategy, manage and execute contract/business negotiations in cooperation with account team for existing supply and new projects
10. Manage existing Route-To-Market for Sweet Specialties by regularly evaluating performance and drive for changes/adjustments as needed
Meet internal governance needs with high efficiency and effectiveness
11. Forecasting
12. Working capital management (A/R, inventories)
13. Utilize Salesforce.com as a tool to drive growth and streamline customer information sharing
ABOUT YOU
● At least 6-8 years of proven track record and commercial experience a B2B environment with value in use / technical offering
● Master’s degree in Economics/Business/Food Engineering or equivalent
● Spanish (native language / ability to conduct complex negotiations) and English (full proficiency). Any other language is a plus
● Segment insight (market, consumer, customer, retail) and B2C experience in BAPA, Ice cream, Horeca, Dairy, Biscuits is a plus, as well as experience with Chains
● Track 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 relationships
● Strong knowledge of Sweet Specialties portfolio / ability & curiosity to learn it quickly
● Outstanding commercial skills, value & solution selling, negotiation
● Strong project and change management skills
● Experience 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 penetration
● You are a team player, an inspiring leader for cross functional group of peers, persistent in translating vision into action.