Key Account Manager Vending & Beverages

Barry Callebaut Manufacturing Iberica SA.; Remote; GBP 60,000 - 80,000; Full time

Job summary

A leading global chocolate manufacturer is seeking a Key Account Sales Manager to drive sales growth and manage key accounts primarily within the UK. The role demands 8-10 years in a commercial sales position with a proven record in B2B sales, preferably in the food sector. Candidates should have expertise in relationship management, strong analytical skills, and proficiency in tools like SAP and Sales Force. This home-based role involves extensive collaboration across departments and negotiation of long-term agreements.

Qualifications

• 8-10 years’ experience in a commercial role.
• Proven track record of sales success with large customers.
• Experience in selling to large corporations in a B2B food environment.

Responsibilities

• Drive growth of EBIT and product range sold to key accounts.
• Develop sales budget for top line sales and margin.
• Build and maintain relationships with key decision makers.
• Negotiate long-term supply agreements.

Skills

Commercial experience

Sales success in B2B

Analytical skills

Relationship management

SAP proficiency

MS Office proficiency

Education

Degree in business/technical/food-related subject

Tools

SAP

Sales Force

Job description

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 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.

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.