About the roleThe Sales Manager is responsible for profitably growing the Sweet Specialities portfolio in Benelux. The reports to the VP Sales Lead - Global Sweet SpecialitiesThe 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 growthIt is a great opportunity to be part of the team that underpins one of Barry Callebaut strategic growth initiativesKey responsibilities include :Cross-functional commercial leadershipAs 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 specialtiesThe role also supports operational customer-related topics to ensure high-quality and timely answers to customer needsNew customer acquisitionDevelop 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 MarketDeeper penetration in relevant segmentsGrow share and new applications at existing customers (cross- and upselling)Grow share of wallet with existing customersIn line with aligned strategy, manage and execute contract/business negotiations in cooperation with account team for existing supply and new projectsManage existing Route-To-Market for SpecialtiesMeet internal governance needs with high efficiency and effectivenessForecastingSalesforce.com as a tool to drive growth and streamline customer information sharingAbout youAt least 6-8 years of proven track record and commercial experience a B2B environment with value in use / technical offeringYou 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 segmentsStrong Segment insight (market, consumer, customer, retail) and B2C experience (e.g. Chain accounts) is a plusProven 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 settingsKey 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 relationshipsStrong knowledge of Specialties portfolio and applicationsMaster in Economics/Business/Food Engineering or equivalentEnglish (full proficiency), Dutch & French (native language / ability to handle complex negotiations).Outstanding commercial skills, value & solution selling, negotiationStrong project and change management skillsYou are familiar with salesforce.com and use it effectively to drive profitable growth and customer intimacy.You are motivated to travel 60% of your time across your territory and related BC sitesAt Barry Callebaut, we are committed to Diversity & Inclusion. United by our strong values, we thrive on the diversity of who we are, where we come from, what we’ve experienced and how we think. We are committed to nurturing an inclusive environment where people can truly be themselves, grow to their full potential and feel they belong. #oneBC - Diverse People, Sustainable Growth.If you want to learn more about Barry Callebaut, please find further information .Were you missing anything in this job ad? Please share your feedback with us by clicking .
