Sales Manager, FM


Petaling Jaya, 10, MY, 47800

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

We want to further accelerate the growth potentials for Malaysia market, as we are already serving the key players in the market, however we will need a dedicated person that will provide undivided attention and focus to serve and grow the business potentials from our pool of existing customers, and in parallel develop further growth with potential customers (direct customers) as well as managing and improving businesses that go via distributors for a clearly defined expectations that will be a win-win solution for the principal, and the distributor(s)



Key Responsibilities Include:

Hunt for new customer opportunities

  • Proactively identify, engage and win new and currently unknown customer opportunities
  • Lead and organize Mini/Inspiration sessions, with regular follow ups in closing the projects within stipulated timeframe
  • Develop clear customer and competitor market map – clarity on volumes, who buys what from whom, price points, etc.


Manage existing customers’ supply & develop new projects

  • Grow share of wallet with existing customers by proactively proposing and executing on new projects, which could be new innovations or improvements on their existing products
  • Manage and execute on contract/business negotiation for existing product supply, engage relevant stakeholders on strategic business approach that will have major incremental volume increase
  • Manage existing distributor (s) businesses and regularly evaluate  on the performance and review for changes/adjustment as needed
  • Regular review (monthly) on Sales forecast (S&OP), ensuring as much accuracy on the actual vs forecast
  • Regular review on customers’ credit term & payment cycle performance, recommend for changes as applicable/needed


Large captive accounts

  • Create significant growth opportunities by building regional relationships with and eventually cracking significant volume opportunities or even outsourcing
  • Key captive accounts have regional businesses across SEA/APAC will require tightly coordinated approach working with supervisor
  • Lead and organize Mii/Inspiration sessions, with regular follow ups in closing the projects within stipulated timeframe


Work with customer service, pricing team, (+ additional stakeholders  on specific critical issues as needed which require Commercial leadership on the direction and input- Finance, Factory, QA) on pricing, fulfillment and other customer issues

  • Address day to day pricing, fulfillment and other customer issues in close coordination with customer service and pricing team



About you

  • Min 10 years Sales experiences in the food industries, and from food manufacturing background 
  • Has experiences managing customers from the food manufacturing companies (targeting mostly local big and medium Malaysia companies, experience in handling MNC companies will be good as well but will not be a key factor)
  • All-rounder, independent, "go-getter", "hunter" type of person, able to 'connect-the-dot" in translating customers' demand and navigating BC whole value chain & its complexities (from CS - factory key people - QA - finance - Supply chain, etc.) 
  • Someone who has done many proven "full cycle" of new business development successes and growing existing businesses
  • Good understanding on the delivery terms, and handling imported products into Malaysia for local sales
  • Language proficiency: English and Malay
  • Familiar and have done ‘tender’ / long term supply agreement with strategic customers and experience in solutions- based proposal 
  • Understand and strong supply chain understanding, we need someone who can lead various internal stakeholders when there’s supply chain issues which need commercial
  • Leadership in driving certain/immediate actions internally 



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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