ABOUT THE ROLE:
The Key Account Sales Manager is responsible for growing top line sales and bottom-line profit for our largest customers with Global footprint. The role is responsible for the global end-to-end management of the customer throughout the entire organization, aligning with all internal departments. The position drives sales to successfully meet monthly, quarterly and annual targets in terms of margin, volume, service and quality.
Position is home-based as travels to customers within the UK region and occasional travels to Sweden required.
KEY RESPONSIBILITIES:
- Drive the growth of EBIT and annual volumes of the entire product range sold
to the defined key account customers through new product development, increasing our share in the open market and unlocking captive opportunities.
- Responsible for developing the sales budget for top line sales and margin for your accounts.
- Maintain an excellent knowledge of the organizational setups and develop and maintain excellent relationships with the key decision makers.
- Partner with other stakeholders from R&D, Marketing, Pricing, Supply Chain
and Trading/Sourcing to gain synergies and leverage existing relationships with the customers.
- At all times ensure to improve our value-added position with the customers through management of internal resources to continuously improve services offered to your customers.
- Coordinate and act as liaison across Barry Callebaut to ensure maximum efficiency
and success
- Negotiate and close multi-year partnership agreements to drive value for both Barry Callebaut and the customer
- Ensure compliance with the terms and conditions of the long-term supply agreements.
- Manage growth and outsourcing projects to strengthen the partnership with your customers.
- Build capabilities within the team to ensure future succession of your role and proper talent management of the team members.
ABOUT YOU:
- 8-10 years’ experience in a commercial role
- A degree in a business/ technical/food-related subject preferred
- Proven track record of sales success with large customers in a B2B organization
in the food and beverage industry
- Proficiency with SAP, Sales Force and MS Office
- Language: English essential, additional languages will be an advantage
- Experience in selling to large corporations in a B2B food environment
- Strong in navigating complex matrix organizations, both internally and externally
- Analytical skills in a sales and marketing environment
- Knowledge of budgetary control and pricing mechanisms
- Strong business acumen
- In-depth knowledge of the industry’s offering in terms of capabilities, products, innovation, as well as understanding the key players, customers and competitors, in the world of chocolate.