Head of Sales - Gourmet South Latam

About the role
The role of the Head of Sales Gourmet South Latam is key for our chocolate business in the region. This position will be responsible for the Gourmet and Beverage businesses in South Latam (Chile, Argentina, Paraguay, Uruguay and Bolivia. Being responsible for managing a comprehensive customer base, ensuring the achievement of defined goals, implementing the necessary processes, monitoring sales KPIs and visiting the market. This person will liaise between the company's departments to carry out the commercial negotiation, acting as a facilitator. It will develop sales to customers classified as Gourmet and Beverages, being responsible for growing top line sales and bottom line profit in the cluster.

Key responsibilities include: 
• Manage the Sales Forecast Process (Local & imported).
• Responsible for monthly and quarterly sales number alignment and progress (Budget vs Signoff) with MD Brazil.
• Strong cross-functional relationship with CSD and other support areas: From Pricing to Legal.
• Lead business presentations to senior management.
• Strong mindset to our Chocolate Business strategy, focused on Solution Selling & Innovation, Reliability and Leveraging Scale.
• Monitor the evolution of sales in the customer base.
• Increase the customer base by identifying lead opportunities and developing new customers.
• Conduct periodic visits to the market in order to prospect new customers, strengthen relationships with existing customers.
• Control and monitoring of contracts with the customer service, pricing and controllership team.
• Interact with the departments of the middle activity in order to facilitate the company's sales processes.
• Feed the Sales Force system, keeping the information and details of the sales operation updated.
• Responsible for the Forecast of customers, portfolio and customer growth plan, aiming at the sustainable growth required by the company.
• Drive the growth of SCO and annual volumes of the entire product range sold to the largest global customers through new product development, increasing our share in the open market and unlocking captive opportunities.
• Partner with other Directors from CI&TS, Marketing, Pricing, Supply Chain and Trading/Sourcing to gain synergies and leverage existing relationships with the customers. 
• Coordinate and act as liaison across Barry Callebaut to ensure maximum efficiency and success. 
• Negotiate and close multi-year agreements in order to drive value for both Barry Callebaut and the customer.
• Ensure compliance with the terms and conditions of the long-term supply agreements. 
• Manage travel budget, salary allocations, bonus targets and business unit for direct reports. 
• Directing the activities of the business while ensuring bottom-line profitability and volume driven.
• Providing strategic advice to the MD, plan cost-effective business strategies and develop new ideas based on market and industry.
• Supporting and advice the MD on Gourmet & Beverage business, market insights, commercial strategies to the whole South Latin America, for driving the growth and incentivizing the brand, product and marketing initiatives. 
• Act by example and influencing the other countries and clusters that are being developed to grow.
• Developing and executing business strategies to achieve short and long-term goals.
• Ensuring company policies and legal guidelines are clearly communicated.
• Build relationships with external experts and agencies through seminars, conferences and professional networking.

About you:
● Bachelor Degree in Business Administration, Engineering or similar.
● Relevant qualification, certification or equivalent practical experience with Microsoft Office, SAP and Sales Force.
● Native in Spanish and fluent in English.
● Portuguese is highly desired.
● 10 years’ experience in Sales.
● Experience in developing and implementing strategic and business plans.
● Experience in a multinational environment.
● Excellent communication, negotiation, and presentation skills.
● Strong analytical, critical thinking and problem-solving skills.
● Excellent organizational and leadership skills.
● Good understanding of corporate law, branding and product positioning.

Location: Argentina