Sales Manager Global Sweet Specialties - Benelux
Location:
Lebbeke-Wieze, BE, 9280
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
1. The Sales Manager is responsible for profitably growing the Sweet Specialities portfolio in Benelux. The reports to the VP Sales Lead - Global Sweet Specialities
2. 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).
3. 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).
4. Focus, resilience, change management, project management, influence management (internally and externally), hunting spirit and creativity are the main engines that fuel growth
5. 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
6. 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)
7. Therefore, the role is about engaging colleagues across functions, project managing, in complex situations and ownership.
8. 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
9. The role also supports operational customer-related topics to ensure high-quality and timely answers to customer needs
New customer acquisition
10. 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..)
11. Based on the agreed strategy, identify, engage and win new customers, both via direct and indirect Route To Market
12. Deeper penetration in relevant segments
Grow share and new applications at existing customers (cross- and upselling)
13. Grow share of wallet with existing customers
14. In line with aligned strategy, manage and execute contract/business negotiations in cooperation with account team for existing supply and new projects
15. Manage existing Route-To-Market for Specialties
Meet internal governance needs with high efficiency and effectiveness
16. Forecasting
17. Salesforce.com as a tool to drive growth and streamline customer information sharing
About you
18. At least 6-8 years of proven track record and commercial experience a B2B environment with value in use / technical offering
19. 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
20. Strong Segment insight (market, consumer, customer, retail) and B2C experience (e.g. Chain accounts) is a plus
21. 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
22. 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
23. Strong knowledge of Specialties portfolio and applications
24. Master in Economics/Business/Food Engineering or equivalent
25. English (full proficiency), Dutch & French (native language / ability to handle complex negotiations).
26. Outstanding commercial skills, value & solution selling, negotiation
27. Strong project and change management skills
28. You are familiar with salesforce.com and use it effectively to drive profitable growth and customer intimacy.
29. You are motivated to travel >60% of your time across your territory and related BC sites