Manager, Sales - Gourmet 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 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 Manager, Sales is responsible for planning and implementing sales for major accounts for the Central region of the United States. The Manager is expected to cultivate relationships, identify opportunities, and utilize account management skills.

Key responsibilities include: 


  • Develop territory sales plan aligned with annual brand business plans and region objectives
  • Manage direct accounts according to established sales and revenue goals
  • Develop effective relationships with key end-user accounts to drive distribution volume
  • Maintain effective sales forecasts 
  • Research new leads and targets for market development via Distribution for Restaurant Chains, Grocery Bakeries and Manufacturing.
  • Maximize contribution margin according to established goals with aggressive price and promotion management, contract management, monitoring/assisting with A/R balances, clearing deductions, production and supply chain resolutions, and new product development projects.
  • Create and deliver sales presentations, business reviews, and product recommendations effectively.
  • Develop and manage sales expense budget.
  • Ensure that a high professional level of customer service is maintained via resolution of complaints, troubleshooting product supply chain problems, client visits, industry networking, participating in trade shows, gourmet chocolate training to distributor’s sales network, etc.
  • Maintain up-to-date awareness of activities and industry trends and technical developments that effect target markets with the In-store Bakeries, Distributors, Restaurant Chains and Industrial Bakeries. 

About you:


  • Bachelor’s degree preferred
  • 7 to 10 years of sales experience in a gourmet food related industry, including Food Service Distributors, Grocery Bakeries and Industrial Manufacturers.
  • Proven creativity in prospecting, opening and growing account base.
  • Business acumen and demonstrated quantitative skills
  • Ability to work independently and as an effective team member
  • Exercise professional conduct and sound judgment in all related areas
  • Strong communication skills
  • Teamwork and Cooperation – genuine intention to work cooperatively with others.
  • Has proficiency in sales and full knowledge of the product line and its applications.
  • Impact and Influence – builds support for ideas, adjusts approach and style to suit customer audience.
  • Customer Service Orientation – meet the customers’ needs
  • Organizational Commitment, Achievement Orientation – know how the organization functions and work well competing against our standard of excellence
  • Special Knowledge Expertise, Flexibility – mastery of the gourmet market body of job-related knowledge and adapts to and works effectively with a variety of situations, individuals, or groups
  • Self-confidence, Relationship Building – believe in your capability to accomplish sales while building or maintaining friendly warm relationships with customers
  • Initiative – preference for taking action before being requested; does more than what is required or expected


What you can expect from Barry Callebaut:


  • Competitive salary and comprehensive benefits package
  • 12 paid holidays, generous PTO, 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.

Nearest Major Market: Chicago

Job Segment: Sales Management, Supply Chain Manager, Product Development, Manager, Sales, Operations, Research, Management