Account Manager SI - Cape Town


Johannesburg, GT, ZA, 2021

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


Our position Account Manager SI , based in Cape Town.


The Account Manager will be responsible for promoting Barry Callebaut sales by visiting customers throughout South Africa, presenting BC value propositions and managing and acquiring New Industrial Customers and other business partners in South Africa to set and deliver the financial ambition of the strategic plan. Acquisition of new clients, Industrial distributors. Enabling further development of our positioning in the market (market intelligence, direct customer interaction). Preparing a joint business plan and marketing strategy with local stakeholders (marketing & technical). Executing the agreed action plan in the field. Managing and guiding distributors, tele sales and buyers.  


The position will report to the Head of Sales – Semi Industrial.


Key Responsibilities Include

  • Execute the Fiscal Year plan by implementing strategies pertaining to the annual sales strategies and contribute to the development of annual and longer-terms business plans, forecasts, and budgets.
  • Pursue sales leads; visit existing and new customers; assess customer needs and suggest appropriate products and services; respond to customer enquiries; negotiate prices and delivery times within limits of authority; and conclude sales orders to meet revenue targets
  • Drive the new business activities for volume and margin growth through appropriate portfolio penetration
  • Establish annual, quarterly, monthly, or weekly sales plans and prioritize and schedule own activities so these targets are met.
  • Collaboration with customer stakeholders; internally ensuring collaboration with Procurement, R&D, QA, marketing, etc.; pursue higher level relationships within the Business.
  • 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.
  • Work collaboratively with other departments to improve internal relationships and build strong external customer relationships.
  • Represent company at trade events to promote the company when needed and relevant with account (where applicable).
  • Provide guidance to Customer Service for escalated issues related to customer orders, pricing and complaints to ensure service excellence.
  • Manage cash collection process in line with KPI targets on over-due’s.
  • Utilise SalesForce to capture all customer contact report information within 24 hours of the meeting.
  • Initiate customer Academy sessions/visits.
  • Prepare customer reports and presentations as needed.
  • Maintain and manage existing accounts according to established sales and revenue goals.
  • Create and deliver sales presentations and close sales in an effective manner.
  • Ensures that a high professional level of customer service.
  • Ensure knowledge and know-how within the area of expertise is continuously updated and relevant.
  • Develop specific plans to ensure revenue growth in all company’s products (volumes / specialties / decorations / partnerships)
  • Grow Barry Callebaut’s market share in the chocolate category at Customer level.
  • Develop and maintain new and existing customer relationships, ensure professional customer relationship management (CRM).
  • Actively participate in the execution of BC South Africa strategy.
  • Responsible for the acquisition of new Industrial customers and Distributors and developing and maintaining the Industrial business
  • Conduct weekly debrief with Head of Sales regarding forecast, sales pipeline, and following weeks’ actions


About You

  • Bachelor’s degree or 5 – 10 years of key account management in a gourmet food related industry
  • Business acumen and demonstrated quantitative skills
  • Strong English communication skills
  • Proficient in SAP and Microsoft Office suite
  • Able to work remotely without constant supervision
  • Ability to work independently and as an effective team member
  • Exercise professional conduct and sound judgment in all related areas
  • Self-motivated
  • Strong collaboration and influencing skills
  • Strong negotiation skills
  • Problem solving and decision-making skills
  • Financial acumen
  • Impactful presentation skills
  • Effective conflict management skills
  • Inspiring leadership qualities
  • High level of EQ

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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