Director, Sales, FM Central

About the role: 

Barry Callebaut is a global organization poised for growth; a company which has embraced the vision to delight its customers, while out-performing its competitors, a business which is committed to sustainability, has innovation in its DNA, is a leader in complex manufacturing and supply chain solutions and is focused on being a best-in-class employer. Barry Callebaut seeks diverse and passionate people who thrive in a dynamic environment, focused on continuous learning, living BC’s Values and of course loving chocolate.

The Director, Sales, Food Manufacturing will be responsible for sales of chocolate and semi-finished products to Key and National accounts located in the Central Region of the U.S.A as well as managing a regional sales team. The Director sells the company’s products and services using technical, organizational, and customer knowledge to influence and assist customers in applying the products and services to their needs resulting in increased revenues.
 

Key responsibilities include: 

• Build and maintain strong relationships with key customer stakeholders, including executives, decision-makers, and influencers.
• Develop high-level strategic partnerships with major accounts to position the company as a trusted advisor.
• Represent the company at customer meetings, networking events, and trade shows to enhance visibility and foster relationships.
• Develop and implement long-term sales strategies to achieve volume and margin targets.
• Collaborate with R&D, supply chain, and marketing teams to deliver innovative products that align with customer needs.
• Create customer-centric solutions by understanding market trends, customer goals, and challenges.
• Lead the team in developing and maintaining robust sales forecasts and account plans.
• Recruit, mentor, and develop a high-performing sales team capable of navigating the complexities of the food industry.
• Provide coaching and training to build expertise in solution selling, negotiation, and relationship management.
• Foster a culture of collaboration, accountability, and continuous learning within the team.
• Develop and track key performance indicators (KPIs) to measure sales effectiveness, customer satisfaction, and margin performance.
• Oversee budget management, ensuring efficient allocation of resources to maximize ROI.
• Work cross-functionally to ensure timely delivery of products, resolve supply chain challenges, and maintain high levels of customer satisfaction.
• Renew and negotiate long-term contracts, ensuring alignment with strategic goals.
• Stay informed of food industry trends, regulatory developments, and competitive activity to identify risks and opportunities.
• Leverage market insights to guide product development, pricing strategies, and go-to-market plans.
• Advocate for customer needs within the organization to prioritize innovation and continuous improvement.
• Drive business growth by identifying and nurturing a robust pipeline of opportunities within existing and new accounts.
• Promote the adoption of new technologies and solutions to enhance customer satisfaction and operational efficiency.
• Align with sustainability and ethical sourcing trends to ensure the company remains competitive and aligned with customer values.

About You:

• Bachelor’s Degree in business administration, marketing or related field.   
• 8-10 years of sales or business development experience in a food related industry.
• Proven experience in leading teams.  
• Proven experience in account management and business development, preferably in a B2B environment.  
• Chocolate industry knowledge is preferred.  
• Commodity experience is preferred. 
• Experience with Salesforce.com is preferred.  

What you can expect from Barry Callebaut: 

• Competitive salary and comprehensive benefits package
• Paid time off, plus generous holiday time
• Environment that welcomes workplace flexibility 
• 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 of our products.