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 profitably growing the Sweet Specialities portfolio in Benelux. The reports to the VP Sales Lead - Global Sweet Specialities The brief is both to profitably grow with existing customers and to acquire new customers across all market segments, deploying a suitable Route-to- Market (direct or indirect). The key metrics are the delivery of volume, penetration of existing chocolate/cocoa customer base, financial business objectives (e.g. margin) and customer satisfaction (NPS). Focus, resilience, change management, project management, influence management (internally and externally), hunting spirit and creativity are the main engines that fuel growth It is a great opportunity to be part of the team that underpins one of Barry Callebaut strategic growth initiatives Key responsibilities include : Cross-functional commercial leadership As customers are usually focused mostly on their chocolate/compound or cocoa purchases, growing their Sweet Specialties portfolio implies working with and through other Barry Callebaut commercial teams and indirect channel (distribution) to deliver End-to-End solutions (E2E) Therefore, the role is about engaging colleagues across functions, project managing, in complex situations and ownership. To deliver value to customers and be part of the customer account team, it is important to become a deep expert in the overall Sweet Specialty portfolio, products and applications as well as be familiar with chocolate specialties The role also supports operational customer-related topics to ensure high-quality and timely answers to customer needs New customer acquisition Develop and align a Specialties profitable growth strategy for your scope/territory through a formalized customer and competitor market mapping (clarity on volumes, who buys what from whom, price points etc..) Based on the agreed strategy, identify, engage and win new customers, both via direct and indirect Route To Market Deeper penetration in relevant segments Grow share and new applications at existing customers (cross- and upselling) Grow share of wallet with existing customers 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 Specialties Meet internal governance needs with high efficiency and effectiveness Forecasting Salesforce.com as a tool to drive growth and streamline customer information sharing At least 6-8 years of proven track record and commercial experience a B2B environment with value in use / technical offering You come from the industry and can demonstrate profitable growth in the chocolate or sweet specialties market with the right network and intimacy in the relevant customer segments Strong Segment insight (market, consumer, customer, retail) and B2C experience (e.g. Chain accounts) is a plus Proven 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 to sourcing manager to CEO, to build win-win customer relationships Strong knowledge of Specialties portfolio and applications Master in Economics/Business/Food Engineering or equivalent English (full proficiency), Dutch & French (native language / ability to handle complex negotiations). Outstanding... Penetration Testing, Food technology, Profitable Growth, Governance, Customer Relations, Management, Delivery, Self motivated, Business, Customer Experience, Net Promoter Score, Creative work, B2B Marketing, Consumer, Projects, Contracts, Sales, Key Account, Chocolate, Networks, Leadership, Customer Needs, Growth Strategy, Negotiation, Growth Initiatives, Customer Intimacy, Concentrated, Strategic Growth, Retail Sales, Up-selling, PricePoint, Customer Base, Hunting, Cocoa, Stress tolerance, FMCG, Information Sharing, Economy, Negotiation, Engines, ISA, Forecasting, Metric, Highly responsible, Project Management, Management, Production, B2C, Project Management, Energy, Change Management, Market Mapping, Salesforce, Streamline, Distribution, Solution Selling, Sourcing Originele vacature is te vinden op StepStone.be – Maak nu een Jobagent aan op StepStone en vind je droombaan! https://bit.ly/2jPYsZC Vind gelijkaardige jobs, informatie over werkgevers en carrièretips op StepStone.be!
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