Manager, Sales - West Coast

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.

The Gourmet Sales Manager is responsible for achieving sales targets – volume and margin – and execution of other strategic initiatives for the West Coast territory.  The Sales Manager represents the entire range of company products and brands (chocolate, compounds, and cocoa) and services to the customer set, while also leading the customer account planning activities.  This includes driving BC’s portfolio growth and end-user penetration using existing and new product innovation. 
The Sales Manager is to maintain existing and grow new relationships within their customer base, influencing functions within the customer’s organization (Procurement, R&D, Quality) to prefer, purchase, and use Barry Callebaut products.  You have responsibility for a book of business with revenue/volume targets and profit responsibility.

Key responsibilities include: 

●    Maintain and grow volumes for accounts, meeting annual sales volume and margin goals; increasing percent share of chocolate and cocoa buy with each key account.
●    Responsible for the development of multiple chocolate brands & customer segments within your geography/segment with distributors and end-users alike.
●    Develops account plans for customers to deliver annual volume and margin targets, and strategic initiatives to drive the highest possible wallet share and create a “sticky” supply relationship; develop new business opportunities including strategic volumes and close deals.
●    Grow our customer database by prospecting and converting business to our brands by creating and delivering effective sales presentations in order to close sales opportunities effectively, with a focus  company functions and divisions.
●    Strengthen company relationships within the account by developing and maintaining a strong business relationship with key decision makers, and foster higher level connections across senior management.
●    Develop and maintain effective sales forecasting and planning, as well as managing contract balances and receivables.
●    Research customer needs and educate team members to optimize existing products, new specialty products, manufacturing capabilities, and other aspects that are important to the customer.

About you:

●    Bachelor’s Degree required.
●    5 -7 years of Sales/Marketing experience in a food related industry.
●    Chocolate industry knowledge is preferred.
●    Experience with Salesforce.com is preferred.
●    Strong business acumen and demonstrated quantitative, analytical, and reasoning skills.
●    Ability to work independently and as an effective team member.
●    Exercises professional conduct and sound judgment in all related areas.
●    Excellent proficiency in Excel and PowerPoint programs.
●    Skilled in communicating to a variety of audiences in both written and oral formats.
●    Ability to prioritize and manage deadlines in a changing environment. Well organized and works well under pressure.
●    Travel: 40-60% depending on business need.

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.