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 Sales Manager is responsible for profitably growing the Sweet Specialties portfolio in North America. The role covers North American countries and reports to the VP Sales Lead - Global Sweet Specialties, with a dotted line to the Senior Director Technical Sales PDI North America. This person will drive 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 responsibilities will be to grow profits with existing customers and to acquire new customers across all market segments, deploying a suitable Route-to-market (direct or indirect).

Key responsibilities include: 

●    Grow the Sweet Specialties portfolio by working with and through other BC commercial teams and indirect channels (distribution) to deliver End-to-End solutions (E2E). 
●    Engage colleagues across functions (sales, pricing, supply chain, quality, R&D) to develop and deliver E2E solutions to the customer where Sweet Specialties contributes to differentiation in the market.
●    Motivate, train, empower, support, drive with impact, project management, help the team on the path to success, especially in ambiguous or complex situations: lead by example on ownership
●    Work hand in hand with the customer account team, in particular the chocolate account manager, the chocolate specialties sales manager and the cocoa sales manager, to implement ONE BC face to the customer.
●    Identify the right stakeholders at customers, who may be different from chocolate or cocoa buyers.
●    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 (e.g. Gertrude Hawk, American Almond, ASM, LMN, DDO, IBC), products and applications as well as be familiar with chocolate specialties, in the spirit of delivering Barry Callebaut solutions.
●    Support operational customer-related topics (e.g. pricing, fulfillment and other customer issues in close coordination with other functions (Pricing, CSD (Customer Supply Development) to ensure high-quality and timely answers to customer needs. 
●    Improve the customer Net Promoter Score (NPS) is a key metric of success in the role
●    Develop and align a Sweet 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..)
●    Align the strategy to identify, engage, and win new customers, both via direct and indirect Route To Market
●    Deepen penetration in target segments beyond ice cream (e.g. baked business)
●    Expand in Mexico, Latin, and South America 
●    Grow share of wallet with existing customers by proactively proposing and executing new projects, which could be innovations or improvements on their existing products (e.g. Design To Value), in conjunction with chocolate and cocoa commercial colleagues
●    Manage and execute contract/business negotiations in cooperation with the account team for existing supply and new projects, engaging relevant internal and customer stakeholders to yield major incremental and profitable volume increase 
●    Manage existing Route-To-Market for Sweet Specialties by regularly evaluating performance and driving for changes/adjustments as needed

About you:

●    Bachelor in Economics/Business/Food Engineering or equivalent (Masters is a plus)
●    6-8 years of commercial experience a B2B environment with value in use / technical offering
●    English (full proficiency and ability to handle complex negotiations).
●    Any other language (Spanish, French, Portuguese) is a plus
●    Outstanding commercial skills, value & solution selling, negotiation
●    Strong project and change management skills
●    You are familiar with salesforce.com and use it to effectively keep the rest of the organization informed and aligned on customer activities. You keep your growth opportunities pipeline, account plans and visit reports up to date in salesforce.com at all times.
●    Strong Segment insight (market, consumer, customer, retail) in ice cream segment is a must
●    B2C experience with retailers and chains in confectionary, Bapa, or Horeca is a plus
●    Experience in growing business outside of North America (e.g. Mexico, Brazil) 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 routes to market settings
●    Key Account Management: you find energy in engaging different types of customer stakeholders, from production workers to sourcing managers to CEO, to build win-win customer relationships
●    Strong knowledge of Sweet Specialties portfolio/ability & curiosity to learn it quickly

What you can expect from Barry Callebaut:

●    Competitive salary and comprehensive benefits package
●    Paid time off, plus 12 paid holidays, plus your birthday off
●    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.