Manager, Sales - West Gourmet

Barry Callebaut; American Canyon (CA); Remote; USD 80,000 - 120,000; Full time

Job summary

A leading company in the chocolate industry is seeking a Gourmet Sales Manager to drive sales and manage customer relationships across the US West Coast. The role requires a Bachelor’s Degree and 5-7 years of relevant experience, focusing on foodservice accounts. This fully remote position offers the opportunity to work independently while achieving sales targets and engaging with key clients.

Qualifications

• 5-7 years of Sales/Marketing experience in a food-related industry.
• Experience managing larger foodservice accounts and regional chains.
• Knowledge of the chocolate industry or sweet ingredients preferred.

Responsibilities

• Develop multiple chocolate brands & customer segments.
• Maintain and grow sales volumes and margins.
• Build strong business relationships with key decision makers.

Skills

Business Acumen

Analytical Skills

Communication

Salesforce.com

Excel

PowerPoint

Education

Bachelor’s Degree

Job description

Barry Callebaut is a global organization poised for growth; a company which has embraced the vision to delight its customers, while out-performing its competitors, a business which is committed to sustainability, has innovation in its DNA, is a leader in complex manufacturing and supply chain solutions and is focused on being a best-in-class employer. Barry Callebaut seeks diverse and passionate people who thrive in a dynamic environment, focused on continuous learning, living BC’s Values and of course loving chocolate.

Assigned to a specific geography and/or segment, the Gourmet Sales Manager is responsible for achieving sales targets – volume and margin – and executing other strategic initiatives. The Sales Manager represents the entire range of company products and brands (chocolate, compounds, and cocoa) and services to the customer set, while also leading customer account planning activities. This includes driving BC’s portfolio growth and end-user penetration using existing and new product innovation.

The Sales Manager maintains existing and grows new relationships within their customer base, influencing functions within the customer’s organization (Procurement, R&D, Quality) to prefer, purchase, and use Barry Callebaut products. You will be responsible for a book of business with revenue/volume targets and profit responsibility. This role is fully remote, with a strong preference for candidates in the San Francisco or Los Angeles area.

MAIN RESPONSIBILITIES & SCOPE

1. Responsible for developing multiple chocolate brands & customer segments within your geography/segment, including large foodservice operators and regional foodservice chains.
2. Maintain and grow volumes for accounts, meeting annual sales volume and margin goals; increasing percent share of chocolate and cocoa buy with each key account.
3. Build and maintain strong business relationships with key decision makers and senior management at each account.
4. Research customer needs and educate team members to optimize existing products, new specialty products, manufacturing capabilities, and other important aspects.
5. Collaborate with internal support to provide customers with pricing, contracts, marketing campaigns, market intelligence, and other assets.
6. Create and deliver sales presentations, including top-to-top reviews, and effectively explore and close sales opportunities.
7. Develop and maintain strategic territory and account plans.
8. Use Salesforce to log opportunities, forecasts, and monitor contract obligations.
9. Utilize company platforms, apps, and tools to monitor sales, identify gaps in volume vs. plan, and manage territory activities.

Scope:

• The role covers the US West Coast, with the candidate based in California.
• Travel requirements include overnight travel up to 40%, depending on business needs within California and some adjoining states.
• Must have reliable transportation and spend up to 80% of the work week in the field calling on customers.
• Attend regional shows and national meetings as required.

EDUCATION & QUALIFICATIONS

• Bachelor’s Degree required.
• 5-7 years of Sales/Marketing experience in a food-related industry, managing larger foodservice account opportunities and regional foodservice chains. Experience with broadline and specialty distributors is advantageous.
• Knowledge of the chocolate industry, sweet ingredients, desserts, or bakery is preferred.
• Experience with Salesforce.com is preferred.

LEADERSHIP COMPETENCIES & PERSONAL STYLE

• Strong business acumen with quantitative, analytical, and reasoning skills.
• Ability to work independently and as part of a team.
• Exercise professional conduct and sound judgment.
• Proficiency in Excel and PowerPoint.
• Excellent communication skills, both written and oral.
• Ability to prioritize and manage deadlines in a dynamic environment. Well-organized and able to work under pressure.