Key Account Manager Portugal


Barcelona, B, ES, 08007

Job Type: 

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!

Job Summary:  

The Account Manager is responsible for building strong customer relationships to grow sales, market share and profit for all gourmet brands, managing the direct business: Semi industrials and distributors. To develop the Push & PUll action plan to deliver the growth ambitions in all segments & customer types.



∙ Drive distribution of all gourmet brands in assigned geographical area (multibrand approach) focusing in the core basket per priority segment

∙ Prospect, convert, manage and develop the Semi Industrial business in the area 

∙ Support other customer types: Direct Artisans, Cash&Carry and Chain accounts

∙ Deliver volume growth and contribution margin against agreed KPI’s 

∙ Develop & execute Push & Pull activation Plan. Distribution: annual account plans for all partner distributors in the region by segment ∙ Implement activity plans for key distributors, in alignment with trade marketing and pull team. ∙ Explore opportunities to expand business to achieve / exceed KPIs by enlarging and/or renewing the distribution network, if needed. 

∙ Work collaboratively and proactively with internal teams (Technical sales Reps, Trade Marketing, Chocolate Academy, Sales Support and Customer Service) to ensure market activities are executed to the highest standards. 

∙ In collaboration with technical team (Pull): Train and support distributors sales force 

∙ Organize customer events 

∙ Provide on-going market intelligence on competitor activities, pricing and new product launches 

∙ Ensure accurate forecasts for managed customers to secure timely flow of product to the customers 

∙ Use Sales Force to manage and report activity 


∙ Minimum 6 years experience in account management working with Distributors ∙ Proven ability to negotiate and influence sales agreements with existing/new customers and distributors 

∙ Proven and consistent track record of meeting and exceeding sales targets ∙ BAPA and/or Horeca background 


∙ Experience is the food&beverage market, ideally in Chocolate, Bakery & Pastry

∙ Team player with hands on and positive attitude 

∙ University degree in BA or related studies 

∙ Portuguese native, fluent in English & Spanish 

∙ Microsoft office and CRM (Sales force preferred) command 

∙ Able to prioritise workloads and adhere to deadlines 

∙ Ambitious, independent & self motivated. High performant under pressure.

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.

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