Manager, Sales North America

3 weeks ago

Chicago, United States Barry Callebaut Full time

Manager, Sales North America

**Location**:Chicago, US, 60654At 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**:

- 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.
- 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
- Strong Segment

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