Sales Manager - Thailand


Bangkok, 10, TH, 10110

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 11,000 passionate Employees working in more than 35 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

  • Thailand is a key market in Southeast Asia at about 1000T of business for BC and where we have grown well historically (about 30% growth). However, there is much more opportunity to grow where we estimate that Freyabadi has about 50% share of the open market (vs 30% for BC), in addition to outsourcing opportunities.
  • The objective of the role is to drive growth by placing a sales representative on the ground in Thailand to hunt for new FM NCA opportunities, deepen share of wallet through new customer projects as well as further build relationships and eventually “crack” Thai captive players.


Key responsibilities include

  • Hunt for new customer opportunities
    • Proactively identify, engage and win new and currently unknown customer opportunities
    • Develop clear customer and competitor market map – clarity on volumes, who buys what from whom, price points, etc.
  • Develop new projects with existing customers
    • Grow share of wallet with existing customers by proactively proposing and executing on new projects, which could be new innovations or improvements on their existing products
  • Large captive accounts
    • Create significant growth opportunities by building regional relationships with and eventually cracking significant volume opportunities or even outsourcing
    • Key captive accounts have regional businesses across SEA/APAC will require a tightly coordinated approach working with supervisor
  • Work with customer service and pricing team on pricing, fulfillment and other customer issues
    • Address day to day pricing, fulfillment, and other customer issues in close coordination with customer service and pricing team
  • Internal Stakeholders
    • Sales team: Work with the regional sales team (direct supervisor Caroline + VP Shuoyen) to develop new customer opportunities and projects
    • Customer service and pricing team: Coordinate with customer service and pricing teams on pricing, fulfillment, customer issues, etc.
    • PD team Coordinate with PD team on product development
    • Marketing team: Work with the marketing team on customer innovation days
  • External Stakeholder
    • Customers: Hunt for new customers and develop new projects with existing customers
    • Distributors: Build constructive and effective relationships with existing distributors (Winner Group) with the end objective to drive greater sales
    • Market insights and Competition: Be aware of the specific market trends/activities and govt policies that will have an impact on the chocolate industries, and regular competition analysis


About you

  • Strong Bachelors or above
  • Advantage: Top Thai university graduate e.g. Chulalongkorn University, Thammasat University or top tier overseas university
  • Direct experience in B2B sales in the industrial food ingredient space e.g. Cargill,  Kerry Ingredients, Flavour House (e.g. Givaudan, IFF) to large Thai industrial buyers such as Chomthana, Monde Nissin Thailand, United Food, etc.
  • Experience in B2B industrial sales in the Thailand and effective relationship builder, with pre-existing relationships with major potential customers. Experience working effectively and constructively with industrial segment distributors.
    • [Note: This is a different segment from foodservice sales (restaurants, hotels, cafes)
    • Note: Chocolate sales are NOT bulk commodity sales. The sales manager needs to have experience dealing with long sales cycles, high product customization working with R&D and marketing teams, etc]
  • The sales manager needs to have experience dealing with long sales cycles, high product customization working with R&D and marketing teams, pitching customized innovations, etc – not just “price list” sales of standardized products.
  • The advantage would be direct knowledge of compound/chocolate business or alternatively understanding of major components (e.g. fats) that go into our compounds
  • Mature self-starter capable of operating independently and proactively on the ground with a strong drive to sell
  • Potential to grow in the job  - strong analytical and strategic thinking skills; ability to prioritize opportunities effectively; capable of articulating benefits of BC innovation and quality; ability to put together complex “outsourcing” proposals
  • Native Thai speaker a must
  • Fluency in English a must
  • Advantage: Fluency in either Vietnamese (potentially to cover Vietnam market) or Japanese (to cover Japanese customers in Thailand)




If you want to learn more about Barry Callebaut, please find further information here.

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