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Key Account Manager

Location: 

Moscow, MOS, RU, 125315

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!

Accountabilities

  • Development of existing customers
  • Good knowledge of the Food Industry, end consumer’s trends and connection to BC opportunities to propose new concepts to develop further relations and increase sales volume and margin
  • You perform sales activities for a definite pool of existing and potential clients, for achievement of sales budget and targets within sales territory in order to meet commercial objectives.
  • You propose sales improvements and new ways to approach actual and potential customers in sales territory. 
  • You support and advise clients on innovations and product developments. 
  • You ensure knowledge and know-how within area of expertise is continuously updated and relevant.
  • You actively communicate frequently with sales team, SPOC, Sales Director and cross functional departments within the organization regarding targets, customers and product availability.
  • You develop and maintain new and existing customer relationships and ensure professional customer relationship management (CRM).
  • You act as project manager for more complicated requests from customers requiring cross-functional involvement on local and regional level
  • You comply with internal rules and trade legislation when negotiating and making contracts with customers.
  • You validate the accuracy and appropriateness of the data used and ensure relevance and high quality of data output e.g. reports, analysis.
  • You actively transfer information and feedback from the market/customers to Sales Director, colleagues and relevant other departments.
  • You actively improve your own professional knowledge and expertise and ensure understanding of the global Barry Callebaut’s organization.
  • You lead the projects with top-managers and owners of your customers for strategic projects incl. switching in-house production of chocolate & compound on outsourcing from Barry Callebaut (cracking captive customers)
  • You collaborate with BC global corporate accounts team
  • You build account plans for key accounts in short, mid and long-term development

 Qualifications

  • Master degree in Economics, Food technology, Finance or commerce related field,
  • 3-5 years of commercial experience,
  • only B2B segment,
  • Only food industry: dairy, confectionary, bakery, ice-cream, food ingredients
  • Specific business understanding & market know-how of the B2B food industry
  • Knowledgeable in MS Office 
  • Fluent in English and Russian

 Competencies 

  • Entrepreneurial spirit, driven and always willing to go the extra mile
  • Active listening, communication, negotiation & influencing skills
  • Relationship builder 
  • Resilient & stress resistant 
  • Result and customer oriented
  • Passionate about chocolate products
  • Strong skills in project management  

KPI’s

  • Sales volume (chocolate, compound, cocoa products, specialties and decorations) 
  • CCM -> Commercial contribution margin
  • Individual targets, incl. cracking captive customers

If you want to learn more about Barry Callebaut, please find further information here.