About the roleThe Sales Manager is responsible for profitably growing the Sweet Specialities portfolio in Benelux. The role reports to the VP Sales Lead - Global Sweet Specialities.The objective is to grow with existing customers and acquire new customers across all market segments, utilizing a suitable Route-to-Market (direct or indirect).Key metrics include volume delivery, penetration of the existing chocolate/cocoa customer base, financial targets (e.g., margin), and customer satisfaction (NPS).Main drivers of growth are focus, resilience, change management, project management, influence management (internally and externally), hunting spirit, and creativity.This role offers a great opportunity to contribute to one of Barry Callebaut's strategic growth initiatives.Key responsibilities includeCross-functional commercial leadershipSince customers are primarily focused on their chocolate/compound or cocoa purchases, growing their Sweet Specialties portfolio involves working with and through other Barry Callebaut commercial teams and the indirect channel (distribution) to deliver End-to-End solutions (E2E).The role requires engaging colleagues across functions, project managing in complex situations, and taking ownership.To deliver value to customers and be part of the customer account team, it is important to develop deep expertise in the Sweet Specialty portfolio, products, applications, and familiarity with chocolate specialties.The role also supports operational customer-related topics to ensure high-quality and timely responses to customer needs.New customer acquisitionDevelop and align a profitable growth strategy for your scope/territory through formalized customer and competitor market mapping (volumes, customer profiles, purchase behaviors, pricing, etc.).Based on the strategy, identify, engage, and win new customers via direct and indirect Route To Market.Increase penetration in relevant segments.Grow share and explore new applications at existing customers (cross- and upselling)Increase share of wallet with existing customers.Manage and execute contract/business negotiations in cooperation with the account team for existing supply and new projects.Manage the existing Route-To-Market for Specialties.Meet internal governance needs efficiently and effectivelyForecastingUtilize Salesforce.com to drive growth and streamline customer information sharing.About youAt least 6-8 years of proven commercial experience in a B2B environment with a value-in-use or technical offering.Industry experience in the chocolate or sweet specialties market, demonstrating profitable growth with the right network and customer intimacy.Strong market, consumer, customer, and retail segment insights; B2C experience (e.g., chain accounts) is a plus.Proven success in growing profitably across different customer types (artisans, distributors, key accounts, FMCG multinationals) in both direct and indirect routes to market.Key Account Management skills: engaging various customer stakeholders to build win-win relationships.Strong knowledge of the Specialties portfolio and applications.Master's degree in Economics, Business, Food Engineering, or equivalent.Full proficiency in English; Dutch and French language skills are an advantage for complex negotiations.Excellent commercial, value & solution selling, and negotiation skills.Strong project and change management capabilities.Familiarity with Salesforce.com and effective use to drive growth and customer intimacy.Willingness to travel over 60% of the time across the territory and related BC sites.
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