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Hybrid Sales Manager Global Sweet Specialties - Benelux (Lebbeke-Wieze, BE, 9280) bei Barry Callebaut

Barry Callebaut · Lebbeke-Wieze, Belgium · Hybrid

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About the role

 

  • The Sales Manager is responsible for profitably growing the Sweet Specialities portfolio in Benelux. The reports to the VP Sales Lead - Global Sweet Specialities

  • 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).

  • 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 growth

  • 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

  • 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)

  • 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 specialties

  • The role also supports operational customer-related topics to ensure high-quality and timely answers to customer needs

New customer acquisition

  • 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..)

  • Based on the agreed strategy, identify, engage and win new customers, both via direct and indirect Route To Market

  • Deeper penetration in relevant segments

Grow share and new applications at existing customers (cross- and upselling)

  • Grow share of wallet with existing customers

  • In line with aligned strategy, manage and execute contract/business negotiations in cooperation with account team for existing supply and new projects

  • Manage existing Route-To-Market for Specialties 

Meet internal governance needs with high efficiency and effectiveness

  • Forecasting

  • Salesforce.com as a tool to drive growth and streamline customer information sharing

 


About you

 

  • At least 6-8 years of proven track record and commercial experience a B2B environment with value in use / technical offering

  • 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

  • Strong Segment insight (market, consumer, customer, retail) and B2C experience (e.g. Chain accounts) 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 route to market settings

  • 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

  • Strong knowledge of Specialties portfolio and applications

  • Master in Economics/Business/Food Engineering or equivalent

  • English (full proficiency), Dutch & French (native language / ability to handle complex negotiations).

  • Outstanding commercial skills, value & solution selling, negotiation

  • Strong project and change management skills

  • You 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 sites

 

Jetzt bewerben

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