Sales Manager Global Sweet Specialties - IBC & Dings Décor Location: Heule-Kortrijk, BE, 8501 At 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 + The Sales Manager Global Sweet Specialties - IBC & Dings Décor is responsible forprofitably growingthe specialties business in his/her territory + This is best done by driving a strong valuesolution-orientedproposition combining trend knowledge,standard portfolio and services, working across functionstogether with chocolate and cocoasales colleagues to generate long-term value for our customers + The brief is both to profitably grow withexistingcustomersandto acquirenew customersacross all market segments, deploying a suitable Route-to- Market (direct or indirect). + The key metrics are the delivery ofvolume,penetrationof 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 spiritand creativity are the main engines that fuel your growth + The role focuses on Benelux with a global scope via export and reports to the VP Sales Lead - Global Sweet Specialities + It is a great opportunity to be part of the team that underpins1of the 4BC Next Level key strategic pillars: “Scale up specialities 2x”, generatinghigh profitabilityand demonstratingsolution sellingcapabilities. 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 impliesworking with and through other BC commercial teamsandindirect channel(distribution) to deliver End-to-End solutions (E2E) + Therefore, the role is aboutengagingcolleaguesacross functions(sales, pricing, supply chain, quality, R&D etc…) to develop anddeliver E2E solutionsto the customer where Sweet Specialties contribute to differentiation in the market. Engaging means (not exhaustive): motivating, training, empowering, supporting, driving with impact,project managing, helping the team to find the path to success, especially in ambiguous orcomplex situations: leading by example onownership + Crucially, the role willwork hand in hand with the customer account team, in particular the chocolate account manager, the chocolate specialities sales manager and cocoa sales manager, in order to implementONE BC face to the customer. + It is also critical toidentify the right stakeholders at customers, who may be different from chocolate or cocoa buyers. + To deliver value to customers and be part of the customer account team, it is important tobecome a deep expert in the relevant portfolio, products and applications as well asbe familiar with chocolate specialties, in the spirit of delivering Barry Callebaut solutions + The role also supportsoperationalcustomer relatedtopics(e.g. pricing, fulfillment and other customer issues in close coordination with other functions (Pricing, CSD (Customer Supply Development) Team etc…) to ensure high quality and timely answers to customer needs + Ultimately,customerswho are happy with BC come back and grow with us (higher stickiness), thus an improvement of customer Net Promoter Score (NPS) is a key metric of success in the role Hunt for new customers + Develop andalign a profitable growth strategythrough 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 andwin new customers, both via direct and indirect Route To Market + Deeperpenetrationin Gourmet, Semi-Industrials and Export + Expansionin segments or customers which are less seasonal Grow share and new applications at existing customers (cross- and upselling) + Grow share of walletwithexisting customersby proactively proposing and executing new projects, which could be new innovations or improvements on their existing products (e.g. Design To Value), in conjunction with chocolate and cocoa commercial colleagues + In line with aligned strategy, manage andexecute contract/business negotiationsin cooperation with account team for existing supply and new projects, engaging relevant internal and customer stakeholders to yield major incremental and profitable volume increase + ManageexistingRoute-To-Market forby regularly evaluating performance and drive for changes/adjustments as needed Meet internal governance needs with high efficiency and effectiveness + Forecasting + Working capital management (A/R, inventories) + Salesforce.comas a tool to drive growth and streamline customer information sharing + Push back / ask for help early in case higher customer focus is required from the organizatio About you + Master in Economics/Business/Food Engineering or equivalent + English, Dutch (full proficiency and ability to conduct complex negotiations). Any other language (French) is a plus + Outstanding commercial skills, value & solution selling, negotiation + Strong project and change management skills + You are familiar with salesforce.com and use it to effectively keep the rest of the organization informed and aligned on customer activities. You keep your growth opportunities pipeline, account plans and visit reports up to date in salesforce.com at all times. + You are motivated to travel >60% of your time across your territory, enhancing relationships with existing customers, developing new customers (e.g. at trade events) and deepening your knowledge about the market landscape and growth opportunities. + At least 6-8 years of proven track record and commercial experience aB2B environmentwith value in use / technical offering + Strong experience with export markets is a serious advantage + B2C experience in food / ingredient markets is a plus + Proven track record ingrowingprofitablydifferent types of customers(fromArtisanstoDistributors, 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 Sweet Specialtiesportfolio/ ability & curiosity tolearnitquickly + You are familiar with winning/core portfolio concept and have successfully implemented it in your career to drive penetration + As a person you are ateam player, an inspiringleaderfor cross functional group of peers, persistent in translating vision intoaction, agile, thriving whendriving change + You are comfortableworking through others, keeping in mind the ultimate goal to provide customers with the best One BC experience, and knowing when to be in second line and when to take ownership and lead/step in + You have a positive mindset and you are able to deal withambiguity + You combine hands-on mentality with a strong strategic view + You caninfluencewith impact peers & colleagues across functions, in particular, Supply Chain, Pricing, R&D, Quality + You are comfortable atcommunicatingacross a wide range of stakeholders concisely and timely,adaptingyourstyleto the situation and audience + You arereliable, attentive to detail and excellence inexecution The incumbent willcooperate closelywith theChocolate Specialties sales teamto optimize internal processes. Alignment with main account managers (usually chocolate sales team) and cocoa sales colleagues is alsocriticalto ensure aseamless customer experience At 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 here. Were you missing anything in this job ad? Please share your feedback with us by clickinghere (https://app.talenthub.io/feedback/ad81b0fb66d2416990060452e7511e45?default\_lang=en) .