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Sales Manager,Distributor-Super Premium

Location: 

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 purpose of the Sales Manager (Super Premium Distribution Manager) is to contribute to reaching GM commercial and marketing targets in Japan by translating the global Gourmet marketing strategies into local actions and tools for the GM channel. This role will be required to manage the distribution of the Company’s products, ensuring that distribution employees sell and deliver products in a timely and effective manner and in keeping with goals and sales targets set out by management. Ensures that the Company’s divisional products are widely distributed nationally, thereby ensuring that our market share is maintained/increased. Builds relationships with customers and ensures that the Company’s service to customers and consumers exceeds expectations in terms of frequency of visits, quality and range of products.

 

Key responsibilities include

  • The whole management of sales and marketing about the super-premium market.
  • Collaborate with the Sales & Marketing teams to develop and execute sales strategies focused on increased sales and profitability for priority segments.
  • Managing volume and profit progress for budget
  • Strategic considerations for optimal RTM of imported brands for the future.
  • Consideration and implementation of optimal pricing strategies for each product brand.
  • Develop comprehensive segment plans aligned with company objectives
  • New Business Development in multiple domains, such as priority segment (Pastry, Confectionary, Bakery and Quick Service Restaurant.) and nurture and grow the relationship with existing key accounts/distributors.
  • Identify business opportunities to enhance distribution in both existing and new areas, optimizing sales and product exposure while monitoring competitor activities
  • Frequently communicates with main distributors and their sales
  • Regularly communicates with 2nd distributors and their sales.
  • Regular accompaniment with distributors sales for an in-depth understanding of the business to capture KA
  • Training/educational programs on winning portfolio/brands/new products to a distributor
  • Provide strategic input on volume, profitability, pricing strategy, and channel & competitor, 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.
  • Managed and resolved customer complaints in a timely and satisfactory manner, minimizing risk to the Company.
  • Ensuring price changes as well as “Special Pricing” are adjusted on all handhelds.
  • Strategize and implement FMCG's growth plan through FS distributors
  • Exercise control over trade spending and promotional programs to meet targets
  • Manage internal operations related to the system, merchandising calendars, and distribution
  • Effectively manage P&L, demonstrating a precise understanding of financial targets

 

About you

  • At least 5+ years of proven sales experience in the food industry, and Foodservice, preferably in an FMCG channel.
  • 5 + years proven distributor sales experience in the food industry (whether B to Bl or B to C))
  • Experience in Key Account Management would be desirable (Opening new channels/Direct contact with big FMCG customers)
  • Food industry and customer knowledge in the following segment is a plus
  •  Pastry/Confectionary /Foodservice/QSR/CVS/Retail (AEON/7&I Group)/ Food manufacturing (ex Yamazaki)
  • Multi-channel B-to-B experience
  • Brand / Trade / Customer Marketing experience
  • Excellent critical thinking and complex problem-solving skills.
  • Strong communication skills (oral and written).
  • Capability to involve the team to move projects forward.
  • Decision-making and interpersonal skills with an ability to influence
  • Commercially astute with strong business sense and excellent problem-solving / analytical skills
  • Be advanced use of MS Office (Excel, Word, PowerPoint).
  • Excellent language skills: Fluent in Japanese - Proficiency in English required
  • Experience in translating consumer and market understanding into powerful concepts
  • Strong analytical skills and business acumen
  • Hypothesis building/verification skills

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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