About the role:
Barry Callebaut is a global organization poised for growth; a company that has embraced the vision to delight its customers while out-performing its competitors, a business that is committed to sustainability, has innovation in its DNA, is a leader in complex manufacturing and supply chain solutions and is focused on being a best-in-class employer. Barry Callebaut seeks diverse and passionate people who thrive in a dynamic environment, focused on continuous learning, living BC’s Values, and of course, loving chocolate.
The Senior Sales Manager plans and implements sales activities, products and programs to select accounts in the East Region of the United States. Strategic relationships, opportunity identification, and proactive account management skills are critical in this role.
The Senior Sales Manager, reporting to the Senior Director FM Sales, East, will be responsible for achieving FM sales targets – volume and margin – and assigned strategic account objectives. The Manager represents the entire range of company products and services to the customer set, while also leading the customer account planning activities. The Manager is responsible for, but not limited to: driving portfolio growth, R&D development ambitions including new products seeded for development, and management of the other scope of services offered (technical services, supply chain/planning, marketing, etc.). The Senior Sales Manager works within a cross functional team environment to achieve their objectives.
Key responsibilities include:
Develops and implements strategic sales plans, programs and forecasts to achieve objectives for products and services; responsible for the sales operating budgets including volume and margin. Develops account plans for customers to deliver annual volume and margin targets, and strategic initiatives to drive the highest possible wallet share and create a strong supply relationship; develop new business opportunities including strategic volumes and close deals. Drives the new business activities for volume and margin growth through product development by developing relationships with customer R&D stakeholders; manage the project management activities for key projects and steer internal R&D efforts. Establishes and maintains relationships with customer stakeholders including procurement, R&D, QA, marketing, etc.; pursues higher level relationships within the account. Direct sales forecasting activities to ensure forecast KPI adherence; support the supply chain and planning activities in support of customer volumes and projects, and enabling footprint initiatives. Represents company at trade events to promote the company when needed and relevant with account. Support account managers with account management and business development and opportunity identification; participate in global or regional strategic account governance, and negotiating agreements, where needed. Coach/mentor direct reports; prioritize development of personal and sales development and training.
About you:
Advanced degree with 10+ years of direct sales/commercial or account management experience in the food industry. Master’s degree is a plus but not a requirement. Experienced sales manager, influencing cross functional stakeholders. Direct sales experience in developing account relationships with strategic customers; demonstrated results in growing business with customers and delivering margin growth. Demonstrated quantitative skills; ability to quickly learn in a very fast paced business environment. Ability to work independently and also as an effective contributor to the sales team. Exercise professional conduct and sound judgment in all areas. Travel is expected and required to meet the essential job function. Travel is expected to be up to 50%. Business Acumen including quantitative analysis, and financial understanding. Communication Proficiency – outstanding communication styles and to different audiences and levels. Customer/Client Focus – champion customers to achieve business goals but demonstrate balance for BC needs. Leadership - build support for ideas, and projects; leveraging influence within team and cross functional partners Presentation Skills – outstanding oral communication and written, including effective PowerPoint skills Problem Solving/Analysis – define problems and identify solutions quickly; capable of implementing by oneself. Results Driven – takes personal initiative and demonstrates a bias for action Strategic Thinking – define a roadmap for customer growth linking customer priorities with BC capabilities. Technical Capacity – learn products, pricing, etc. Ability to leverage this knowledge intelligently with customers.
What you can expect from Barry Callebaut:
Competitive salary and comprehensive benefits package Paid time off, plus generous holiday time Environment that welcomes workplace flexibility An atmosphere where diversity is embraced, and inclusivity is second nature. We call it #OneBC! Just ask our champions with the Americas Women’s Forum and the Racial Equality Forum! Ability to grow personally and professionally within an organization that values development and internal career growth Be part of our mission in making sustainability the norm through Forever Chocolate with priorities centered around prospering farmers, zero child labor, carbon and forest positive, and creating 100% sustainable ingredients in all of our products.