Sales Director FM Japan


Tokyo, Shinagawa-ku, JP, 141-0032

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

  • The Sales Director FM, Japan is directly responsible for business development in the FM (Food Manufacturer) domain in Japan. The role holds a wide range of accountability with the Managing Director to identify/manage new business opportunities and pipelines, drive the end-to-end business development process, generate business cases and represent the company for deal discussions together with internal stakeholders (marketing, OSCO (supply chain and operations), R&D, sourcing, pricing, and legal and finance).
  • The role will join the Japan leadership team, and play an integral part in devising and driving Japan's growth strategy.        


Key responsibilities include

  • Develop, own and execute the strategic plan for achieving the business targets for the FM business including maximizing volumes, margins and profitability
  • Develop new customers, new products and new market segments; Nurture and maintain new and existing customer relationships
  • Collect, analyze and assess market intelligence to devise relevant strategy proposals, assure continuous up-to-date knowledge of market data and act as an advisor
  • Identify new business opportunities and be ‘frontline’ representatives with potential customers to engage in business discussions; including unlocking potential opportunities in captive markets (in partnership with the Managing Director) Manage new project pipelines, and be responsible for all the processes from identification of new opportunities to the point of operational launch; ensure effective adoption of processes across the FM team and in alignment with cross-functional stakeholders
  • Build and develop strong relationships with global/regional/local internal stakeholders to have a clear understanding of critical priorities and objectives and establish action plans that translate into business opportunities
  • Manage the planning of resources (budget, forecast, manpower, etc.)
  • Coach, guide and manage team members to enable their commercial performance, including through managing targets and sales processes, building capabilities, performance management
  • Be a part of the Japan Leadership team and will be responsible for all company-wide agendas


About you

  • Bachelor's degree preferably in Business Commercial subject or Food technologist or equivalent (Master degree preferred)
  • Demonstrated track record in the multi-national food industry with 15 to 20+ years of experience in strategically developing new customers, new products and new market segments with maximizing volumes, sales margins and customer profitability, and managing end-to-end processes.
  • 10+ years of experience working with all levels of management and consulting with key business stakeholders as a trusted partner.
  • Experience managing people and inspiring teams.
  • Experience engaging a wide variety of internal/external stakeholders across organizational boundaries without authorities.
  • An extremely proactive and entrepreneurial mindset.
  • Agile, flexible and comfortable with ambiguity. Ability to thrive under pressure in an unstructured environment.
  • Result-oriented mindset.
  • Strategic thinker with strong business acumen and an ability to successfully manage priorities in a highly matrixed, fast-paced organization
  • High integrity/credibility to internal and external stakeholders.
  • Rigorous, diplomatic.
  • Team player and team leader with influencing skills without authority.
  • Creativity and innovation.
  • Strong written and verbal communication skills in both English and Japanese
  • Cross-functional Collaboration to achieve results across silos.
  • Excellent communication skills (presentation, report writing).
  • Good interpersonal skills.
  • Ability to drive projects to completion, and end-to-end project management.
  • Computer software skills include Word, Excel, and PowerPoint.


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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