Director, Sales - Central & Key Accounts


Chicago, IL, US, 60654

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:


Barry Callebaut is a global organization poised for growth; a company that has embraced the vision to delight its customers, while out-performing its competitors, a business that 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.

Barry Callebaut is searching for a dynamic Director of Sales to plan and implement sales activities, products, and programs to select accounts. Strategic relationships, opportunity identification, and proactive account management skills are critical in this role.


The Sales Director, reporting to the VP of Gourmet Sales & Marketing is responsible for achieving Gourmet sales targets - volume and margin - and assigned strategic account objectives. The Director represents the entire range of company products and services to the customer set, while also leading the customer account planning activities. The Director is responsible for, but not limited to driving portfolio growth, R&D development ambitions including new products seeded for development, and management of the other scope of services offered (technical services, supply chain/planning, marketing, etc.). The Director works within a cross functional team environment to achieve his/her objectives.

Key responsibilities include:

  • Develops and implements strategic sales plans, programs and forecasts to achieve objectives for products and services; responsible for the sales operating budgets including volume and margin.
  • Develops account plans for customers to deliver annual volume and margin targets, and strategic initiatives; develop new business opportunities including strategic volumes and close deals.
  • Drives the new business activities for volume and margin growth through product development by developing relationships with customer R&D stakeholders; manage the project management activities for key projects and steer internal R&D efforts.
  • Establishes and maintains relationships with customer stakeholders including procurement, R&D, QA, marketing, etc.; pursues higher level relationships within the account.
  • Direct sales forecasting activities to ensure forecast KPI adherence; support the supply chain and planning activities in support of customer volumes and projects, and enabling footprint initiatives.
  • Represents company at trade events to promote the company when needed and relevant with account.
  • Support account managers with account management and business development and opportunity identification; participate in global or regional strategic account governance, and negotiating agreements, where needed.
  • Coach/mentor direct reports; prioritize development of personal and sales development and training.


About you:

  • Bachelor's degree with 10+ years of direct sales/commercial or account management experience in the food industry.
  • Experienced in managing direct reports, and influencing cross-functional stakeholders.
  • Direct sales experience in developing account relationships with strategic customers; demonstrated results in growing business with customers and delivering margin growth.
  • Demonstrated quantitative skills; ability to quickly learn in a very fast-paced business environment.
  • Ability to work independently and also as an effective contributor to the sales team.
  • Exercise professional conduct and sound judgment in all areas.
  • Experience working with national distributors and chains.


What you can expect from Barry Callebaut:

  • Competitive salary and comprehensive benefits package
  • Paid time off, plus 12 paid holidays, plus your birthday off
  • 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. 


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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Nearest Major Market: Chicago

Job Segment: Supply Chain, Direct Sales, Sustainable Agriculture, Sales Management, Supply, Operations, Sales, Agriculture