Sales Distribution Manager, Gourmet


Seoul, 11, KR, 06236

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

Expand business through distribution for a gourmet market in Korea. Transform and develop market strategies together and align with the distributors. Manage overall distribution business by setting the goal and targets and measuring key performance indicators. Proactively develop market opportunities and visit end-users to develop and joint plan segment-focused commercial programs. Guide and train distribution sales force and wholesalers with brands, and products and provide relevant technical support. Monitor sales data and keep up to date with current market trends and customer needs. Forecast and lead the supply chain to satisfy the market demand. Be the main contact within BC for distributors to take full responsibility for managing and coordinating distribution business interactions and transactions in a professional manner. Proactively prospect for new opportunities expanding existing distribution business. Increase end-user engagement to the next level.


Key responsibilities include

  • Proactively set sales targets and negotiate with the distributor, develop market strategies together and align with the distributors
  • Manage overall distribution business by setting the goal and targets and measuring key performance indicators through the joint business plan.
  • Manage, progress, and improve Joint business plan. Plan and review commercial programs with the distributors monthly, quarterly and annual. Prioritize and schedule own activities and ensure constant follow-up on commercial goals and achievements in order to meet and exceed sales and margin targets.
  • Monitor sales data, measure secondary sales data, and follow up with relevant programs; incentives, sales promotions, wholesalers’ support, and technical support monthly 
  • Deep dive secondary/sub distribution and implement solutions and actions of each segment; the value proposition for the target audience of the priority segments, perform promotions and incentives distributors with secondary sales data and comprehensive segment plan.
  • Implement a commercial program to prioritize segments; increase distribution points and lead the program at the point of sales.
  • Develop and build positive working relationships with key stakeholders not only distributors but also secondary/sub-distributors or indirect customers/end-users, including, buying, technical, NPD, R&D, and supply chain departments, and recognize and communicate with key decision makers.
  • Identify, research, and contact prospective customers and build positive relationships that will generate future sales and repeat business in the relevant segments and networks.
  • Pursue sales leads; visit existing and new customers; assess customer needs and suggest appropriate products and services; respond to customer inquiries; negotiate prices and delivery times within limits of authority, and conclude sales orders to meet revenue targets
  • Be strategic on market development; co-develop indirect customers of new channels with distributors, proactively search for new opportunities, leverage distributors’ salesforce to track customer activities, and manage opportunity pipelines.
  • Share sales leads, customer feedback, critical trends and evolutions, and information on competitor activity to appropriate contacts within the organization so that relevant departments can respond to changing market conditions and customer demands and take action based on this
  • Develop a strong network of contacts within BC - Marketing, Sourcing, Finance, Product development, and Supply Chain -  in order to support day-to-day business and prevent issues for the customer
  • Prepare annual, quarterly, and monthly sales forecasts and budgets; monitor sales volume and margin against forecasts to managers, and supply chains and identify problems and provide solutions.
  • Keep up to date with current market trends and customer needs and provide relevant training and technical support
  • Manage product portfolio and launch new products and innovations to the market with close cooperation with local marketing.
  • Lead and cooperate commercial plan together with local marketing in pull and push, end-user engagement; understand end-users and plan relevant services; technical support, collaborations, associations
  • Actively use and plan the technical aspects of the organization’s academy, products, and services; technical support, marketing campaigns, and sales promotions; and sales techniques, procedures, and standards to achieve sales targets.
  • Gourmet Korea distribution business; Promote and sell organization’s products and services to gourmet market; bakery, pastry, coffee shops, ice cream, confectionery, hotels, and restaurant
  • Provide the forecast by assessing market demand, current orders, stocks, and sell-outs and lead the discussion with the supply chain
  • Lead commercial programs cooperate with R&D, marketing, and key account managers of the organization
  • In responsible for sales through distribution, including new brand/product launching
  • Proactively find and develop the high potential segment and opportunities by opening, extending, and expanding distribution reach
  • Occasional travel required, 3-6 times of one week travel a year


About you

  • Bachelor's degree, preferably in a business/marketing-related field
  • 8+ years of ingredient distribution experience in food service, coffee shop, bakery, and pastry industry or from food service and bakery companies
  • Knowledge of the Chocolate/Gourmet industry is a plus
  • Experience in analyzing market information, forecasting sales opportunities and business growth
  • Distribution management, sales, and marketing experience are preferred
  • Proficient knowledge of MS Office Suite
  • English - advanced level

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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