Global Account Manager, Cocoa (Open to based in MY or SG)


Singapore, 01, SG, 068809

Job Type: 

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
Consolidate and grow the APAC cocoa portfolio (cocoa powder, cocoa butter, cocoa liquor, cocoa specialties) of the global account/ partnership, in the most relevant areas; volume, margin, quality & service, innovation and to ensure the delivery of value (savings and increased turn-over).


Key responsibilities include

  • Within the guidelines set by the Head of Cocoa Powder Asia Pacific and VP Global Accounts APAC, translate the Global Accounts strategy into a tactical plan for responsible accounts in APAC. Set up a multiyear-plan for APAC, that fits with the Global agreements and also region APAC MTP. Ensure implementation of the strategy and plan.
  • Develop and maintain relationships with defined markets in the APAC region; Develop and maintain a multi-level approach, Global / Regional / Countries, across various functions (Sales, Product Development, Operations, etc) Ensure constant follow-up of local projects, results, and trends and take actions where needed.
  • Proactively reach out to local plants and contact people to seek new opportunities and projects. Actively promote new innovations and products within the customers’ R&D, Innovations, and Marketing communities in Europe.
  • Ensure high BC exposure and good perception within local customers' sites.
  • In close cooperation with Global Team, coordinate Global & Regional Tenders launched by the Global Accounts Procurement Team. Actively contribute to the pricing strategy. Maximize volume and premium levels.
  • Collaborate constantly and directly with various internal stakeholders (marketing, pricing, sourcing, supply chain, business development, etc) to achieve short and medium-term objectives in terms of volume, margin, and market share for cocoa.
  • Ensure that all sales activities are addressing tasks needed to meet the commercial objectives as well as grow the market potential (e.g. ambitious target setting, target achievement) for cocoa.
  • Analyze regional issues and modify working methods in own area (operational, human, financial related topics; potential areas of tension between internal goals and customers needs).  Ensure all basic sales tasks of contract management, contracting, and receivables are managed
  • Actively increase continuously own professional knowledge and expertise and ensure understanding of the global BC organization.
  • Internal stakeholders: 
    • VP Global Accounts, Asia Pacific: Dotted line reporting, Account management alignment across all product categories BC markets; Global Accounts Sales functional inputs
    • VP Global Accounts, Cocoa: Functional alignment on Global Cocoa Accounts strategy, coordination with Global Teams (Global agreements, projects, direction, etc.)
    • QA, transport, marketing, controlling, pricing, applied R&D, OSCO, and customer care: Follow up/coordination of the day-to-day business & issues; follow up/coordination of various projects, development, etc.
    • Account Managers per country in the APAC region: Collaborate on initiatives and projects to increase and improve results by ensuring the support of local teams for follow-ups.
  • External stakeholders: Key Accounts
    • Global relationship Director /VP
    • Procurement Operations director
    • R&D, Brand & Marketing,– follow up of projects, seek new opportunities for BC, organize inspiration & innovation days & customer visits
    • Local plants and operational teams, centralized planning & logistics, and operational teams; seek new opportunities and improvement projects in the regions and local plants. 
    • (stakeholders within clients organization, region Europe)


About you 

  • Master degree in Economics or Finance or MBA
  • 10 years commercial experience as a minimum in a B2B environment
  • Experience in agri-commodities like Cocoa or Fats is a plus
  • Experience with Global FMCG is a plus
  • Mastery of Commercial skills, deep knowledge of theory and organizational practice
  • Mastery of negotiation skills in B2B environment, advanced and mature communication skills, excellent stakeholders management skills, capable of influencing peers & colleagues across functions
  • Experience with and awareness about cultural differences, and ability to communicate in English

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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