Manager, Sales - West Gourmet

Barry Callebaut; Chicago (IL); On-site; USD 80,000 - 100,000; Full time

Job summary

A leading company in the chocolate industry is seeking a Gourmet Sales Manager to drive sales growth in the US West Coast. The ideal candidate will have a strong background in foodservice sales, excellent communication skills, and the ability to manage key accounts effectively. This role involves significant travel and collaboration with internal teams to optimize product offerings and meet customer needs.

Qualifications

• 5-7 years of Sales/Marketing experience in a food-related industry.
• Managing large foodservice accounts and regional chains.

Responsibilities

• Achieve sales targets and execute strategic initiatives.
• Build and sustain strong business relationships with key decision-makers.
• Utilize Salesforce to log opportunities and monitor contract obligations.

Skills

Communication

Analytical Skills

Business Acumen

Education

Bachelor’s Degree

Tools

Salesforce

Excel

PowerPoint

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 through existing and new product innovation.

The Sales Manager maintains existing and develops 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.

MAIN RESPONSIBILITIES & SCOPE

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

Scope

The role covers the US West Coast, with the candidate based in California. Travel requirements include up to 40% overnight travel within California and some adjoining states, with the need for reliable transportation and field visits up to 80% of the work week. Attendance at regional shows and national meetings is also expected.

EDUCATION & QUALIFICATIONS

• Bachelor’s Degree required.
• 5-7 years of Sales/Marketing experience in a food-related industry, managing large foodservice accounts and regional chains. Experience with broadline and specialty distributors is preferred.
• 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.
• Exercises professional conduct and sound judgment.
• Proficiency in Excel and PowerPoint.
• Effective communication skills, both written and oral.
• Ability to prioritize, manage deadlines, and work under pressure.