Sales Sr Specialist Strategic Accounts

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 Sales Associate for Strategic Accounts is responsible for managing and coordinating key commercial processes for large, corporate customers across Mexico and the Caribbean. This role ensures the execution of critical activities such as accurate, coordination with key departments, and oversight of processes related to pricing cycles, contract coverage, safety stock monitoring, order fulfillment alignment, customer project follow-up, and Executive Committee preparation. The position also supports global corporate account requirements and ensures compliance with quality and regulatory expectations while maintaining strong customer relationships. Additionally, the Sales Associate for Strategic Accounts leverages advanced analytical and digital capabilities, including Salesforce reporting, MS Office expertise, and Power BI insights, to generate dashboards, business analyses, and strategic reports that support decision-making for the Director, Sales Strategic Accounts. The role requires strong communication, organizational discipline, and the ability to influence cross-functional teams without direct authority, ensuring seamless execution of processes that impact service levels, commercial performance, and long-term customer partnerships.

Key responsibilities include: 

• Ensure accurate and timely forecasting in coordination with Demand Planning and internal stakeholders.
• Coordinate customer interactions across procurement, operations, quality, marketing, R&D, finance, and executive leadership levels, including managing and escalating topics related to product shortages to ensure business continuity.
• Coordinate and track sales leads, monitor progress of sales activities, and provide regular updates to the Sales Director.
• Oversee internal and external follow‑up of customer projects to strengthen relationships and secure additional volume.
• Ensure sufficient contract coverage (not‑due contracts) is maintained for each customer.
• Ensure timely and accurate order fulfillment by collaborating with internal departments and facilitating issue resolution.
• Oversee the quarterly price cycle for strategic customers for both open‑book and closed‑book items.
• Ensure effective preparation and coordination for Executive Committee meetings with key internal teams (Supply Chain, Operations, R&D, Finance, Quality), delivering accurate, validated information.

About you:

• Bachelor’s Degree in Business, Marketing, Administration, Engineering, Food Science, or a related field.
• MBA or Master’s degree (preferred).
• Spanish and English advanced proficiency, Portuguese desired.
• Strong negotiation skills with the ability to lead commercial discussions, resolve objections, and reach sustainable agreements that align customer needs with business objectives.
• Proven ability to manage key accounts and long-term commercial agreements that foster partnerships, commercial growth, and customer retention.

• 12 years of experience in in strategic account management, key account management, B2B corporate sales, or the food/ingredients industry.
• Proven track record in sales growth and commercial negotiations with corporate clients.
• Experience working with pricing and commercial teams.
• Experience using research and analytical tools for food industry market analysis.

What you can expect from Barry Callebaut:

• Competitive salary and comprehensive benefits package
• 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.