Manager, Sales

Barry Callebaut; Chicago (IL); Remote; USD 90,000 - 120,000; Full time

Job summary

Barry Callebaut is seeking a Sales Manager, Retail, to oversee and grow accounts in the retail sector within the US. This fully remote role requires strong strategies to drive volume growth and market share, along with excellent collaboration skills to align customer needs with solutions. The manager will develop key relationships, drive business growth through effective account management, and contribute to strategic planning and product development.

Qualifications

• 3+ years of account management or business development experience.
• Experience with retailers on private label programs.
• Strong cross-functional collaboration skills.

Responsibilities

• Develop and manage relationships with key stakeholders within customer organizations.
• Drive business growth by identifying and nurturing a robust pipeline of opportunities.
• Negotiate and renew long-term contracts with customers.

Skills

Account Management

Business Development

Negotiation

Presentation

Customer Relationship Management

Collaboration

Education

Bachelor's degree in business administration, marketing, or a related field

Tools

Salesforce

Job description

JOB DESCRIPTION

The Sales Manager, Retail, will oversee and grow accounts in the retail sector within the defined territory. This role is responsible for developing and executing customer-centric strategies to drive volume growth, maximize margin performance, and expand market share. The Sales Manager will act as a trusted advisor, leveraging industry expertise to align customer needs with company solutions while fostering cross-functional collaboration to deliver exceptional service. This role is fully remote anywhere in the US. It does not have to be in Chicago.

MAIN RESPONSIBILITIES & SCOPE

• Develop and manage relationships with key stakeholders within customer organizations.
• Execute sales strategies that achieve annual volume and margin goals, ensuring alignment with company objectives.
• Drive business growth by identifying and nurturing a robust pipeline of opportunities within existing and new accounts.
• Act as the primary point of contact for customer accounts, addressing concerns and ensuring clear, timely communication.
• Collaborate with R&D, supply chain, and marketing teams to develop tailored solutions that meet customer needs and drive innovation.
• Monitor and track key performance indicators (KPIs) to assess performance, identify trends, and drive continuous improvement.
• Negotiate and renew long-term contracts, fostering enduring partnerships with customers.
• Work cross-functionally to ensure timely delivery of products, resolve supply chain challenges, and maintain high levels of customer satisfaction.
• Represent the company at trade shows, networking events, and industry forums to enhance visibility and identify new opportunities.
• Provide accurate sales forecasts and contribute to strategic account planning.
• Leverage market insights to guide product development, pricing strategies, and go-to-market plans.
• Stay informed of market trends, competitive activities, and industry developments to anticipate customer needs and drive proactive solutions.
• Manage commercialization timelines to ensure on-time product launches, support merchandising and promotional execution.
• Oversee retail packaging development and updates, ensuring alignment with brand, legal, and customer-specific requirements.

EDUCATION, LANGUAGE, SKILLS & QUALIFICATIONS

• Bachelor's degree in business administration, marketing, or a related field.
• 3+ years of account management or business development experience, preferably in a B2B food-related industry or retail.
• Experience working directly with retailers on private label programs, including product development, commercialization, and pricing strategy.
• Proven ability to navigate customer portals, compliance requirements, and new item setup processes within major retail accounts.
• Strong cross-functional collaboration skills, particularly with R&D, packaging, supply chain, and regulatory teams to deliver retailer-specific solutions.
• Excellent communication, negotiation, and presentation skills with the ability to influence stakeholders at all levels.
• Proven ability to prospect, manage accounts, and drive new business growth creatively and strategically.
• Demonstrated success in building strong customer relationships and achieving revenue growth targets.
• Strong customer focus with a solution-oriented mindset.
• Excellent business acumen with the ability to analyze data, identify trends, and make informed decisions.
• Strong communication, presentation, and interpersonal skills.
• Familiarity with Salesforce or similar CRM platforms is preferred.
• Knowledge of the chocolate or commodity markets is a plus.

ADDITIONAL CONSIDERATIONS OR COMMENTS

Travel requirements: Available for overnight travel. Travel frequency will depend on where the candidate is based; 30-60% depending on business need.
Ability to prioritize and manage deadlines in a changing environment.