JOB DESCRIPTION

Barry Callebaut is a global organization poised for growth; a company which has embraced the vision to delight its customers, while out-performing its competitors, a business which 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.

Assigned to a specific geography and or segment, the Gourmet Sales Manager is responsible for achieving sales targets – volume and margin – and execution of other strategic initiatives.  The Sales Manager represents the entire range of company products and brands (chocolate, compounds, and cocoa) and services to the customer set, while also leading the customer account planning activities.  This includes driving BC’s portfolio growth and end-user penetration using existing and new product innovation. 

The Sales Manager is to maintain existing and grow new relationships within their customer base, influencing functions within the customer’s organization (Procurement, R&D, Quality) to prefer, purchase, and use Barry Callebaut products.  You have responsibility for a book of business with revenue/volume targets and profit responsibility.
 
MAIN RESPONSIBILITIES & SCOPE

●    Responsible for the development of multiple chocolate brands & customer segments within your geography/segment to include large foodservice operators and regional foodservice chains.  
●    Maintain and grow volumes for accounts meeting annual sales volume and margin goals; increasing percent share of chocolate and cocoa buy with each key account.
●    Maintain a strong business relationship, build continuity and ongoing representation with key decision makers and senior management at each account.
●    Research customer needs and educate team members to optimize existing products, new specialty products, manufacturing capabilities, and other aspects that are important to the customer
●    Work cross functionally with internal support to provide customers with pricing, contracts, marketing campaigns, market intelligence and other assets. 
●    Create and deliver sales presentations, including top to top reviews, and explore and close sales opportunities effectively.
●    Develop and maintain strategic territory and account plans.
●    Use Salesforce to log opportunities, forecasts, and monitor and manage contract obligations.
●    Use company platforms, apps and tools effectively to monitor sales, gaps in volume vs. plan and other activities related to territory management.

Scope: 
●    The scope of the role is US, West Coast.  Candidate to be based in California. 
●    As this is a field position, must be willing to be on the road visiting customers up to 80% with overnight travel up 50%.

ADDITIONAL CONSIDERATIONS OR COMMENTS 
●    Travel requirements:
Available for overnight travel up to 50% depending on business need within California and some adjoining states. 
Must have reliable transportation and be in the field calling on customers up to 80% of the work week. 
Must attend regional shows and national meetings. 
●    Others: Ability to prioritize and manage deadlines in a changing environment.

EDUCATION & QUALIFICATIONS

●    Bachelor’s Degree required.
●    5 -7 years of Sales/Marketing experience in a food related industry, developing and managing larger foodservice account opportunities and regional foodservice chains. Experience working with and leveraging broadline and specialty distributors.
●    Chocolate industry, sweet ingredients, dessert or bakery knowledge is preferred.
●    Experience with Salesforce.com is preferred.