FM National Account Manager


Tokyo, Shinagawa-ku, 13, JP, 1410032

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

To increase FM National sales volume together with keeping the certain profit. Target customers are mainly major BAPA and ice-cream companies including some confectionery companies. In addition, CVS channels are our target as well.

As Japan is a mature market, matching and OEM are the main targets.


Key responsibilities include

  • Develop new customers, new products, and new markets; maximize volumes, sales margins, and customer profitability
  • Develop and maintain new and existing customer relationships
  • Collect marketing information for strategy proposal, assure continuous up-to-date knowledge in market data and act as an advisor
  • Assist with Customer Service to follow up the delivery of goods to customers, and A/R on time.
  • Communication with internal departments (R&D, QA, production, logistics, finance, etc.) in order to assure that sales commitments can be properly executed.
  • Produce timely and accurate reports of the business activities
  • Internal stakeholders:
    • Marketing: Collaborate with them to create Sales & Marketing Strategy/Plan and value propositions for customers. Occasionally visit customers with them for business development.
    • Chocolate Academy: Collaborate with them for application development based on customer requirements and technical support to customers.
    • Gourmet Sales Team: Share information and best practice with them to maximize the synergy between FM (Food Manufacturer) and Gourmet businesses.
    • Customer Service: Provide sales support on contract, pricing, transportation, shipping out, etc
    • Product Development (R&D): Collaborate with them for product development based on customer requirements.
    • Quality Assurance: Advice on raw materials specifications
    • Sourcing: Advice on the raw materials price trend
    • Operations: Ensure production and delivery of goods in a timely manner, and ensure reasonable product stock
    • Finance: Ensure payment terms to customers and make sure of customers credibility
  • External stakeholder
    • Customer: Identify customer needs by direct/indirect interaction. Propose new/existing applications and products. Close the deals.


About you

  • Bachelor degree (commercial field’s preferred)
  • At least 10 years of food or confectionery sales experience
  • Business Level English
  • Knowledge and specific business understanding of Japanese food distribution procedure
  • Working experience as a salesperson to BAPA, Ice-cream preferable 
  • Flexibility to adapt and respond quickly to changing work situations and environments
  • Better sense of teamwork-conscious across organization boundaries 
  • Upward mobility and high communication skills 
  • Growth orientation, new business development
  • Hands-on Style willing to roll up sleeves
  • Entrepreneurship, self-starter & motivator with ownership and accountability



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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