Foodservice Manager


Milano, 25, IT, 20143

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!

Job Summary:

The Food Service Manager leads the implementation and execution of the commercial strategy for food service business in Italy.

The FSM is responsible for the growth & development of Horeca, direct and indirect business making sure that the Core Basket is listed in the major national accounts

The FSM builds strong business relationships with Account Manager and is responsible for the Foodservice Distribution route to market. They align the segment development plan and make sure that all opportunities are captured directly or via distribution channels.

The FSM is part of the Italy Gourmet Team and reports directly to the Italy Sales Manager



  • Lead of the food service business in Italy
  • Create customer sales strategies in alignment with sales goals.
  • Build strong working relationships with top customers and leverage brand portfolio with key customers and distributors.
  • Lead Concept selling: Understand customer needs, present unique solution to be delivered through our product range and production capabilities
  • NPI project manager for personalized products (ingredients & decoration) working closely with R&D team and decorations technical sales
  • Develop & implements annual account plans for key customers
  • Lead Chain account team, in collaboration with Foodservice BDM, technical sales, chefs & academy
  • Manage trade investment budgets (butterfly approach)
  • Collaborate with Trade-Marketing, Chocolate Academy and Sales Support to define activity plans, sales campaigns and technical support to secure target achievement and serve customer needs.
  • Support sellout with Cash&Carry  defining concepts, applications & promotions pack
  • Alignment with the distribution sales team to optimize Route to Market to maximize their sales efforts.
  • Support segment marketeer in defining adequate assortment and basket for the food service segment as well as the design of the Horeca Activation Plan.
  • Forecast sales and special projects
  • Organize customer events
  • Provide on-going market intelligence on competitor activities, pricing and new product launches
  • Attend Fairs and Events to promote business development
  • Use salesforce to manage and report activity



  • Master degree in business management
  • +7 years of previous account management, sales, experience within the Horeca Channel.
  • A marketing background would be a plus
  • Results oriented with strong strategic sales approach
  • Concept selling: Understand customer needs, present unique solutions to be delivered through our product range & capabilities
  • Negotiation skills; Strong negotiation capabilities. Persuasion and endurance
  • Team player and leadership capabilities
  • Excellent communication skills, verbal and written, as well as strong presentation skills
  • Effective project management skills and strong organization/time management
  • Understands the importance of category insights and category management conceptual selling
  • English Proficiency level
  • Microsoft Office and salesforce advanced user

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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