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