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 11,000 passionate Employees working in more than 35 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 :
This position will be responsible for defining and refining the global sales distribution and pull operating model for Barry Callebaut.
The role will act as a facilitator between the sales and marketing functions and communities to build and enhance sales capabilities that ensure that distribution management continuously improves and is supported by the right marketing tools, instruments and practices.
The role will be instrumental in transforming the Sales function of Barry Callebaut Gourmet division. It is critical for the organization to maintain growth through improving the distributor network, develop Key Account Management capabilities and Professionalize End User Field Sales Force management that ultimately builds loyalty of existing and new customers.
Key responsibilites will include :
Develop sales capabilities across the Gourmet organization.
Create a framework for professional distribution management, professional end user salesforce management, and professional key account management.
Strengthen sales capabilities by defining and implementing segment marketing tools and best practices.
Apply and champion the optimal business support for Gourmet in key markets Supply Chain / Customer Care / Credit control.
Help establish Chocolate academies and optimize their value creation for the business.
Provide link between sales and segment marketing, synchronize sales and segment marketing capability.
Ensure that professional distribution management is supported by the right marketing tools : concepts, tools, training.
Manage training set up and best practice play book inventories.
Set up modules, delivers training, implement capability building by train the trainer approach.
Activate sales resources to manage and develop distributors to build up loyalty of end user customers.
About You :
10y + sales experience in sales execution roles and sales team leadership roles in the Food Service, Pharma or other industries that operate an indirect sales model (via distributors)
Strategic visioning capability to shape / design and improve sales and marketing collaboration
Hands on, independent execution capability working with sales and marketing teams outside of reporting authority of the role
Strong influencing and stakeholder management skills in matrix, multi layered environment
Confidence and maturity to act as credible role model in shaping the sales function s competencies and capabilities
Ability to coach, develop and train sales and marketing resources from junior to executive level
Passion for food, pastry and gastronomy
Ability to manage ambiguity
Conceptual skills accompanied with hand-on execution skills
Ability to translate marketing concepts and tools to impactful sales strategies, concepts, processes and personal behaviors
Proven experience in sales capability development locally / regionally / globally
Strong experience in successfully running the sales function under an indirect sales business model
NB. This role can be based in either Zurich, Switzerland or Wieze, Belgium