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Account Manager, Gourmet

Location: 

Casablanca, MA, 20100

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 key account manager role is responsible to deliver sales volumes and profitability for the Gourmet Business, through managing distributors, working closely with supply chain to deliver order and with marketing/chefs to increase demand from pastries, HORECA and bakery customers. The role operates within the Business Unit Sales & Marketing strategy and within the specific market sales strategy and guidelines, in order to plan, organize, direct and control all activities of our distributors to achieve medium and short term commercial results as expressed in volumes, margins, customer profitability, market share, etc.

The incumbent is expected to be experienced, mature, have strong communication skills and ability to maneuver within a matrix organization to drive volumes and profitability.

 

KEY RESPONSABILITIES INCLUDE

 

  • Distributor management: JBP, business reviews and planning, orders placement, payment…
  • Trade spend management with the distributor
  • Identify potential portfolio, channel and country expansions
  • Be the main point of contact with distributors and in front of end customers to present solution selling ideas, value proposition and full product portfolio
  • Research and analyze market developments (including pricing, availability, quality, new products/ trends) in order to to prepare compelling customer proposals based on up to date market data
  • Work closely with Customer Service to follow up on the delivery of goods to customers, and A/R on time.
  • Manage the planning of resources (budget, forecast, expenses etc)
  • Collaborate with R&D to develop new recipes and/or adjust old recipes to optimize the portfolio to meet customer demands.
  • Communicate with internal departments (R&D, QA, production, logistics, finance, etc.) in order to assure that NPI and sales commitments can be properly executed.

ABOUT YOU

 

  • Bachelor's degree, preferably in Business Commercial subject or Food technologist or equivalent; Master degree preferred
  • 5+ years of relevant experience in a commercial B2C environment, preferably in a multinational company in food industry or FMCG; knowledge and experience of food ingredients/chocolate industry is a plus
  • Demonstrated track record of hunting and building sales portfolio 
  • Fluent in Business English; Native language in specific country is an added advantage
  • IT Skills in the MS Office and Google suite
  • Strong communication and negotiation skills
  • Solid understanding of distributor management 
  • Strong commercial acumen and understanding of basic business finance
  • Good operational experience in coordinating with cross-functional teams towards fulfilling customer needs
  • Leadership competencies
  • Proactive and entrepreneurial mindset; self-starter who takes ownership and accountability
  • Agile, flexible and comfortable with ambiguity
  • Good interpersonal skills and teamwork; able to work cooperatively and effectively across functions to achieve results
  • Strong ethics: understand ethical behavior and business practices and ensure your own behavior and the behavior of others is consistent with these standards and aligns with the values of the organization.
  • Strong customer orientation, able to anticipate, understand, and respond to the needs of customers to meet or exceed their expectations.

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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