Sales Director Distribution and Artisans Italy


Milano, 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!

About the role

The Sales Director is responsible for the Distribution& Artisans business sectors, responsible for the identification of the D&A Sales strategy, delivery of volume and financial business objectives and day to day management. 


Key responsibilities include

  • To realize a set of agreed budgeted volume and profit objectives on a yearly basis.
  • The development of a viable Sales Business Plan able to deliver a range of volume, margins, and profits objectives
  • To remain fully aware of competitor and market changes.
  • To provide a rigorous and unified Sales Strategy directed to the realization of the business plan
  • To provide ongoing analysis of performance against budgeted objectives.
  • To make appropriate proposals for future strategy, resources and plans.
  • To support, train and foster the Push&Pull Sales Teams, ensuring the perfect harmonization and implementation of the strategy/sales initiatives.
  • The commissioning and implementation of the Business plans.
  • The harmonization of local initiatives with broader global and European activities.
  • The creation of an over-riding Sales strategy and its application to Account specific objectives.
  • Direct and Indirect main management responsibility sales team via PMDP, Sales meeting and Review procedures.
  • Support at major meetings with key customers.
  • Ensuring Utilization of resource within key KPI and Budgets and optimization of Commercial Benefits.
  • The planning and proper utilization of facility and people.
  • Ensuring link to other aspects of business.
  • Pro-actively collaborate with Local, Regional and Global Marketing Teams and the Chocolate Academy Team (planning of the customers/prospects yearly initiatives).
  • Properly manage all the internal local and regional stakeholders (D&A Sales, Customer Care, Supply Chain, Demand Planning, R&D)


About you

Our preferred candidate meets the following requirements:

  • Master in Economics/Business/Food Engineering is nice to have
  • You have a proven track record in commercial foodservice, distribution management
  • You have at least 10y+ of experience in Sales,  Marketing or R&D
  • Experience working for a chain, ideally in food industry and with franchise models a plus
  • Strong Segment insight (market, consumer, customer, retail) is a must.
  • English (full proficiency). Any other European language is a plus.
  • Willing to travel 50% of your time across Italy
  • You hold strong stakeholder and influencing skills. You are also an inspiring and confident communicator able to build strong customer relationships
  • In your approach you are innovative  and willing to take risks
  • As a person you are a team player, an inspiring leader for cross functional group of peers, persistent in translating vision into action, agile, open to change
  • You have a positive mindset and you are able to deal with ambiguity
  • You combine hands-on mentality with a strong strategic view


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.

Were you missing anything in this job ad? Please share your feedback with us by clicking here.

Job Segment: Retail Sales, Supply Chain, Demand Planner, Facilities, Retail, Customer Service, Operations