Gourmet Key Account Manager


Tokyo, Shinagawa-ku, 13, JP, 141-0032

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

Lead the new business development under the Japan marketing & sales strategy, and drive growth in the Food Service and Retail market in Japan. Pursue new business opportunities and network with customers to achieve business targets and establish long-term business relationships. To achieve it, lead holistic business analysis.


Key responsibilities include

  • Develop Sales and Marketing Strategy/Plan to achieve business targets/KPIs (Volume & Net Contribution Margin)
  • New Business Development in multiple domains, such as Food Services (Pastry, Confectionery, Bakery Chain and Quick Service Restaurant, etc.)  and Retail Chain (incl. Convenience Stores)
  • Nurture and grow the relationship with existing key accounts/distributors.
  • Provide strategic input on volume, profitability, pricing strategy, and channel & customer strategy to internal stakeholders
  • Work closely with Marketing, Chocolate Academy, Customer Services, Product Development (R&D), and other departments.
  • Identify the opportunity and risk factors in the business environment.
  • 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.
    • FM Sales Team: Share information and best practice with them to maximize the synergy between FM (Food Manufacturer) and Gourmet businesses.
    • Product Development (R&D): Collaborate with them for product development based on customer requirements.
    • Production: Accompany customers’ factory inspections based on customer requirements.
  • External stakeholders
    • Customer: Identify customer needs by direct/indirect interaction. Propose new/existing applications and products. Close the deals.
    • Distributor: Manage sales and volume. Collaborate with them for new business development. Make a yearly joint business plan and drive execution.


About you

  • Bachelor's degree (commercial fields preferred)
  • At least 10 years of proven sales experience in Bakery, Foodservice or FMCG channel
  • At least 2 years of proven experience in Key Account Management of opening new channels/customers and further developing existing customers
  • A series of successful experiences in building a good working relationship with account and business influencers.
  • Business Level English
  • IT skills such as MS applications (Word, Excel, and PPT) and Google Apps.
  • The food industry and customers' knowledge in the following segment is plus:
    • Bakery-pastry segmentFoodservice/QSR(Quick Service Restaurant) segmentFood manufacturingCVS (Convenience Store)  channelFMCG/Retail channel
  • Results focus on driving the PDCA cycle
  • Growth orientation, new business development
  • Entrepreneurship, self-starter & motivator
  • Proactive collaboration with various stakeholders internally/externally
  • Excellent interpersonal/negotiation skills to influence internal/external stakeholders
  • Hands-on Style willing to roll up sleeves
  • Learn from success and mistakes


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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