Global Accounts Director CE

About the role:

• The Global Corporate Accounts Director ensures volume delivery in the cluster. He plans, organizes, directs, coordinates and controls all sales activities for the global account customers in order to achieve short- and long-term overall objectives within the global business unit strategy.
• The goal of this role is to ensure BC consolidates and expands a profound relation with our global accounts and grows the top and bottom-line business with them, thanks to a customer focused approach, a profound knowledge of our global accounts as well as of Barry Callebaut, high customer proximity and a good business sense.
• The Global Corporate Accounts Director establishes, builds and strengthens relations with VPs, Account Managers of all global accounts with the aim to identify top line opportunities which can be developed locally while ensuring smooth execution of global strategy. He/she is the glocal BC representative in the cluster for global corporate accounts. This person ensures internal support, which is exemplary for our customers, which strengthens a competitive edge in the daily cooperation with accounts, during co-creation sessions, strategizing workshops and best practice sharing sessions. He/she contributes to global customers and their local/regional development which should reflect NPS growing score. 

Key responsibilities:

• Act as the main link between the organization and the customer for the CE portfolio,
• Having a full understanding of the customers’ strategies, their brands & categories in order to enable the offering of relevant solutions and identify future opportunities with the customers,
• Conduct active contract management in direct communication with the customers,
• Coordinate and act as liaison across Barry Callebaut to ensure maximum efficiency and success 
• Contribute to negotiations and closing multi-year agreements in order to drive value for both Barry Callebaut and the customers,
• Ensure compliance with the terms and conditions of the long-term supply agreements, support HQ with all important changes in legislation and new factors appearing in the cluster which may impact cooperation between BC and the customers, 
• Initiate contacts with local management to create opportunities which will increase turnover with the customers, will build trust and will encourage the customers to increase the share of BC in their business,
• Direct and actively support the implementation of customer relationship management in the relevant segments and networks,
• Keep abreast of critical trends and evolutions within the area of responsibility in order to be able to react properly and timely,
• Drive innovation and productivity projects together with Global and European Business Developers and Supply Chain team,
• Ensure constant follow-up on commercial goals and achievements in order to meet/exceed objectives,
• Ensure through constant and direct cooperation with various internal stakeholders that short- and medium-term objectives in terms of volume, margin and market share are met / exceeded,
• Create multifunctional customer teams for particular customers in CE cluster to ensure smooth execution of the global/regional agreements, strong cooperation on the local level which will improve NPS score at the appointed customers,
• Monitor competitive activity in the region and ensure that appropriate response strategies are formulated and communicated.

About you:

• Proven track record of sales success with large customers in a B2B, FMCG organizations in the food and beverage industry,
• Proficiency with Microsoft & Google applications, Salesforce, Power Bi,
• Language: Polish and English essential, additional languages will be an advantage,
• 10+ years of experience in a commercial B2B or FMCG environment,
• Master Degree in Commercial Engineering, Economics, Business Administration, Finance or similar,
• Experience in selling to large corporations in a B2B food environment or in FMCG cooperating with large international companies, retailers,
• Strong in navigating complex matrix organizations, both internally and externally,
• Analytical skills in sales, marketing and financial, logistics environment,
• Strong business acumen,
• In-depth knowledge of the industry’s offering in terms of capabilities, products, innovation, as well as understanding the key players, customers and competitors, in the world of chocolate,
• Navigate easily through complex matrix structure, and collaborate well internally,
• Excellent stakeholder management and indirect leadership skills -> to ensure alignment and prioritization in other departments working for the same customers: Marketing, R&D, Supply, Pricing, Finance, Forecasting,
• Being able to manage complexity and end-to-end thinking: to manage the customer throughout the entire organization,
• Working with multi-disciplinary teams and experience of working in a multinational business context with matrix structure,
• Feeling confident in being exposed to experienced stakeholders and build strong relationships with them,
• Well-developed listening, communication and interpersonal skills,
• Strong Commercial mindset and proven track record in achieving ambitious growth targets paired with strong negotiation ability,
• Creating a culture of collaboration and achieving results together,
• Strong ambassador of the BC values: passion, team spirit, customer focus, entrepreneurship, integrity.