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With annual sales of about CHF 6.7 billion (EUR 6.1 billion / USD 6.8 billion) in fiscal year 2015/16, the Zurich-based Barry Callebaut Group is the world’s leading manufacturer of high-quality chocolate and cocoa products – from sourcing and processing cocoa beans to producing the finest chocolates, including chocolate fillings, decorations a...
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About the role
The Sales Manager Gourmet will be located in Duban, and will be responsible for promoting Barry Callebaut Gourmet sales by visiting customers throughout the region, presenting BC value proposition and managing and acquisition of new customers, end-users, HORECA and distributors to set and deliver the financial ambition of the strategic plan. The Sales Manager Gourmet will also be responsible for the acquisition of new customers and enabling further development of our positioning in market (market intelligence, direct customer interaction). Preparing of a joint business plan a marketing strategy with local stakeholder (marketing & technical). Executing the agreed action plan in the field. Managing and guiding distributors, tele sales and buyers. Responsible for the push and pull activities.
The successful candidate will report to the Commercial Director Gourmet (SADC). He/she will be based in Durban and will work remotely.
Key responsibilities include
- Execute the Fiscal Year plan by implementing strategies pertaining to distributors, analysing commodity and raw material market prices, conditions & trends, and communicating market intelligence back to the Commercial Director Gourmet.
- Customer acquisition through market insights (Euro Monitor Reporting) and lead generation of opportunities through store visits, web searches, and customer interactions.
- Drive the new business activities for volume and margin growth in line with company targets.
- Create and build a strong customer funnel through canvassing new customers and building and maintaining strong relationships through regular interaction, collaboration, and communication.
- Convert funnel into tangible volume.
- Direct sales forecasting activities to ensure forecast KPI adherence; support the supply chain and planning activities in support of customer volumes and projects, and enabling footprint initiatives.
- Collaboration with customer stakeholders; internally ensuring collaboration with Procurement, R&D, QA, Academy and Marketing, etc. to pursue higher level of relationships within the Business.
- Manage and collaborate with internal stakeholder and customers to provide innovation and marketing support.
- Manage the strategic and commercial negotiations with customers and internal stakeholders (Pricing, Sourcing, Planning, Technical Support, Customer Care, R&D, etc) to close deals in accordance with the Trading Terms.
- Provide guidance to Customer Service for escalated issues related to customer orders, pricing and complaints to ensure service excellence.
- Manage cash collection process in line with KPI targets on over-dues.
- Utilise SalesForce to capture all customer contact report information as well as opportunities within your funnel within 24 hours of the meeting.
- Prepare customer reports and presentations as needed for Distributors.
- Participate in Distributors’ customer days, drive sales through defined rah-rah days with Tele Sellers, and also attend exhibitions.
- Maintain and manage existing accounts according to established sales and revenue goals.
- Create and deliver sales presentations and close sales in an effective manner.
- Ensures that a high professional level of customer service.
- Ensure knowledge and know-how within the area of expertise is continuously updated and relevant.
- Grow Barry Callebaut’s market share in the gourmet market.
- Develop and maintain new and existing customer relationships, ensure professional customer relationship management (CRM).
- Implement actions defined by the Commercial Director to accomplish the team business goals.
- Actively participate in the execution of BC South Africa strategy.
- Conduct weekly debrief with Commercial Director, Gourmet, regarding forecast, sales pipeline, and following weeks’ actions.
- Confirm monthly landing volume.
About you
- Bachelor’s degree or 5 – 10 years or sales management, key account management in a related industry.
- Business and commercial acumen and demonstrated quantitative skills
- Strong English communication skills
- Proficient in SAP and Microsoft Office suite and Google suite.
- In-depth knowledge of the hospitality industry
- Ability to work independently and as an effective team member
- Exercise professional conduct and sound judgment in all related areas
- Self-motivated
- Strong internal and external collaboration and influencing skills
- Strong negotiation skills
- Problem solving and decision-making skills
- Financial acumen
- Impactful presentation skills
- Effective conflict management skills
- Inspiring leadership qualities
- High level of EQ
- Passionate
- Entrepreneurial
go to method of application »
About the role
The Sales Manager Gourmet will be based in Cape Town, and will be responsible for promoting Barry Callebaut Gourmet sales by visiting customers throughout the region, presenting BC value proposition and managing and acquisition of new customers, end-users, HORECA and distributors to set and deliver the financial ambition of the strategic plan. The Sales Manager Gourmet will also be responsible for the acquisition of new customers and enabling further development of our positioning in market (market intelligence, direct customer interaction). Preparing of a joint business plan a marketing strategy with local stakeholder (marketing & technical). Executing the agreed action plan in the field. Managing and guiding distributors, tele sales and buyers. Responsible for the push and pull activities.
The successful candidate will report to the Commercial Director Gourmet (SADC). He/she will be based in Cape Town and will work remotely.
Key responsibilities include
- Execute the Fiscal Year plan by implementing strategies pertaining to distributors, analysing commodity and raw material market prices, conditions & trends, and communicating market intelligence back to the Commercial Director Gourmet.
- Customer acquisition through market insights (Euro Monitor Reporting) and lead generation of opportunities through store visits, web searches, and customer interactions.
- Drive the new business activities for volume and margin growth in line with company targets.
- Create and build a strong customer funnel through canvassing new customers and building and maintaining strong relationships through regular interaction, collaboration, and communication.
- Convert funnel into tangible volume.
- Direct sales forecasting activities to ensure forecast KPI adherence; support the supply chain and planning activities in support of customer volumes and projects, and enabling footprint initiatives.
- Collaboration with customer stakeholders; internally ensuring collaboration with Procurement, R&D, QA, Academy and Marketing, etc. to pursue higher level of relationships within the Business.
- Manage and collaborate with internal stakeholder and customers to provide innovation and marketing support.
- Manage the strategic and commercial negotiations with customers and internal stakeholders (Pricing, Sourcing, Planning, Technical Support, Customer Care, R&D, etc) to close deals in accordance with the Trading Terms.
- Provide guidance to Customer Service for escalated issues related to customer orders, pricing and complaints to ensure service excellence.
- Manage cash collection process in line with KPI targets on over-dues.
- Utilise SalesForce to capture all customer contact report information as well as opportunities within your funnel within 24 hours of the meeting.
- Prepare customer reports and presentations as needed for Distributors.
- Participate in Distributors’ customer days, drive sales through defined rah-rah days with Tele Sellers, and also attend exhibitions.
- Maintain and manage existing accounts according to established sales and revenue goals.
- Create and deliver sales presentations and close sales in an effective manner.
- Ensures that a high professional level of customer service.
- Ensure knowledge and know-how within the area of expertise is continuously updated and relevant.
- Grow Barry Callebaut’s market share in the gourmet market.
- Develop and maintain new and existing customer relationships, ensure professional customer relationship management (CRM).
- Implement actions defined by the Commercial Director to accomplish the team business goals.
- Actively participate in the execution of BC South Africa strategy.
- Conduct weekly debrief with Commercial Director, Gourmet, regarding forecast, sales pipeline, and following weeks’ actions.
- Confirm monthly landing volume.
About you
- Bachelor’s degree or 5 – 10 years or sales management, key account management in a related industry.
- Business and commercial acumen and demonstrated quantitative skills
- Strong English communication skills
- Proficient in SAP and Microsoft Office suite and Google suite.
- In-depth knowledge of the hospitality industry
- Ability to work independently and as an effective team member
- Exercise professional conduct and sound judgment in all related areas
- Self-motivated
- Strong internal and external collaboration and influencing skills
- Strong negotiation skills
- Problem solving and decision-making skills
- Financial acumen
- Impactful presentation skills
- Effective conflict management skills
- Inspiring leadership qualities
- High level of EQ
- Passionate
- Entrepreneurial
go to method of application »
About the role
The Sales Manager role is responsible to deliver sales volumes and profitability for the assigned area/ group of customers through hunting and building new customer base, managing and growing sales to existing customers and driving customer relationships and satisfaction. The role operates within the Business Unit Sales & Marketing strategy and within the specific market sales strategy and guidelines, in order to plan, organize, direct and control all activities for a group of key customers in order to achieve medium and short term commercial results as expressed in volumes, margins, customer profitability, market share, etc.
Key responsibilities include
- Hunt for and develop new customers, new products and new opportunities in assigned market; maximize volumes, sales margins and customer profitability
- Develop and maintain new and existing customer relationships
- Be in front of potential customers to present solution selling ideas, value proposition and full product portfolio
- Research and analyze market/industry developments (including pricing, availability, quality, new products/ trends) in order to to prepare compelling customer proposals based on up to date market data
- Work closely with Customer Service to follow up on the delivery of goods to customers, and A/R on time.
- Manage the planning of resources (budget, forecast, expenses etc)
- Collaborate with R&D to develop new recipes and/or adjust old recipes to optimize the portfolio to meet customer demands.
- Communicate with internal departments (R&D, QA, production, logistics, finance, etc.) in order to assure that NPI and sales commitments can be properly executed.
About you
- Bachelor's degree, preferably in Business Commercial subject or Food technologist or equivalent; Master degree preferred
- 8+ years of relevant experience in a commercial B2B environment, preferably in a multinational company in food industry or FMCG; knowledge and experience of food ingredients/chocolate industry is a plus
- Solid understanding of working with large food manufacturers/ industrials
- Demonstrated track record of hunting and building sales portfolio
- Fluent in Business English; Native language in specific country is an added advantage
- IT Skills in the MS Office and Google suite
- Proactive and entrepreneurial mindset; self-starter who takes ownership and accountability
- Agile, flexible and comfortable with ambiguity
- Good interpersonal skills and teamwork; able to work cooperatively and effectively across functions to achieve results
- Strong ethics: understand ethical behavior and business practices and ensure own behavior and the behavior of others is consistent with these standards and aligns with the values of the organization.
- String customer orientation, able to anticipate, understand, and respond to the needs of customers to meet or exceed their expectations.
Method of Application
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