Director, Cocoa Sales Global CPG NA

Job Description

The Director Cocoa Sales Global Corporate Accounts North America is a senior cocoa products sales management role within the Cocoa North American organization, with a reporting line to the Vice President, Cocoa North America. The Director has ownership of the cocoa sales relationship for the GCA’s (incl. subsidiaries) in North America*. 
The position requires intensive (internal & external) customer interaction with senior stakeholders.

Key Responsibilities

Driving Third Party cocoa sales:
•    Accountable for setting, implementing, driving and delivering TP cocoa products sales targets among the GCA’s in NA. 
•    Leads & supports the GCA sales team in region North America on cocoa products (liquor, butter, powder) to meet/exceed commercial TP cocoa products targets. 
•    Organizes, controls and coordinates all cocoa products related activities linked to GCA’s in NA to achieve short and long term overall cocoa products business objectives. 
•    Actively proposes, sets, participates and supports the Cocoa GCA NA sales strategy for TP cocoa products and their application. 
•    Actively supports the GCA NA sales team as cocoa products expert for the region. 
•    Acts as a center of excellence (“Hub of expertise”) for commercial cocoa products related questions. 
•    Develops and maintain regular relationships with strategic internal & external stakeholders for BC GCA TP cocoa products business in NA. 
•    Coordinates and controls all interactions with all relevant cocoa functional areas (R&D, quality, supply chain, pricing, production/availability for sale, sales operations) to maximize the impact of all the company’s strength and resources in support of the GCA’s in North America. 
•    Constantly investigate & map new TP cocoa products business potential among GCA’a in NA in line with overall BC Cocoa NA mid-long-term strategy. 
•    Coordinates global cocoa product tenders at regional level. 
•    Ensures consistent approach within the other BC regions and ensure cross regional learning/link with global GCA management. 
•    Leads account managers for cocoa topics, including pricing, annual budgeting, forecasting and contracting with customers. 
•    Actively supports & drives TP cocoa products contract execution. 
•    Supports the productivity and R&D agendas. 
•    Works with the Trading, sourcing & risk management team to develop proactive risk management strategies related to cocoa futures market structure and switch and carry cost optimization. 
•    Ensures supply chain continuity, and that customer OTIF target are reached. 
•    Accountable for cocoa topic at regional quarterly customers’ steercos. 

Enabling chocolate sales: 
•    First and main cocoa contact person for regional VPs responsible of Mondelez, Unilever, TMICC & Hershey. 
•    Regional cocoa commercial lead for cocoa pricing, open costing/combo models. 
•    Ensure consistency between regional cocoa product manufacturing footprint and commercial offer. 
•    Act as a center of expertise for all technical cocoa related questions. 
•    Proactively propose solution (customer related) to support BC combine ratio position optimization.

Qualifications

•    University degree (commercial background). 
•    10+ years commercial experience in cocoa products (Liquor, butter & cake/powder) sales. 
•    English language fluency. 
•    Experience in sustainability cocoa programs and certifications (a plus). 
•    Experience in cocoa beans/trading (a plus). 
•    Regional/key account sales management (8+ years). 
•    Strong analytical skills. 
•    Knowledge of commodity futures and their use in pricing physical cocoa products. 
•    Experience working in multi-functional teams (R&D, Operations, Supply Chain, Marketing, finance). 
•    Project management experience. 

What you can expect from Barry Callebaut:
•    Salary Range of $160,000 - $180,000, depending on factors such as experience and location, plus annual bonus and our comprehensive benefits package
•    PTO, Paid Holidays, Flex Days
•    Environment that welcomes workplace flexibility and hybrid environment•    An atmosphere where diversity is embraced, and inclusivity is second nature. We call it #OneBC! Just ask our champions with the Americas Women’s Forum and the Racial Equality Forum!
•    Ability to grow personally and professionally within an organization that values development and internal career growth
 
Be part of our mission in making sustainability the norm through Forever Chocolate with priorities centered around prospering farmers, zero child labor, carbon and forest positive, and creating 100% sustainable ingredients in all our products.