Manager, Sales

About the Role

Assigned to a specific geography and or segment, the Gourmet Sales Manager is responsible for achieving sales targets – volume and margin – and execution of 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 the customer account planning activities. This includes driving BC’s portfolio growth and end-user penetration using existing and new product innovation.

The Sales Manager is to maintain existing and grow 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 have responsibility for a book of business with revenue/volume targets and profit responsibility.

• 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.
• Responsible for the development of multiple chocolate brands & customer segments within your geography/segment with assigned national distributors.
• Establish and build strong client relationships that allow for continuity and ongoing representation, reinforced by internal support, delivery programs and communications to other relevant company functions and divisions.
• Strengthen company relationships within the account by developing and maintaining a strong business relationship with key decision makers at each account and foster higher level connections across senior management.
• Demonstrate ability to negotiate and secure long-term agreements while cultivating strategic partnerships that enhance client relationships and drive sustained revenue growth.
• Create and deliver sales presentations and close sales opportunities effectively.
• Develop and maintain effective sales forecasting, planning and account plans.
• Research customer needs and educate team members to optimize existing products, new specialty products, manufacturing capabilities, and other aspects that are important to the customer.
• Proven ability to monitor, analyze, and maintain healthy accounts receivable (AR) balances by ensuring timely collections, resolving discrepancies, and minimizing credit risk.

• Bachelor’s Degree required.
• Travel requirements:
  Available for overnight travel. Post‑COVID, travel frequency will depend on where the candidate is based; 30‑50% depending on business need.
• 7–10 years of progressive sales and marketing experience within the food industry, including direct engagement with food service distributors.
• Chocolate industry knowledge is preferred.
• Experience with  is preferred.
• Excellent proficiency in Excel, PowerPoint, and Power BI programs.

• Salary Range of $110,000 - $125,000, depending on factors such as experience and location, plus annual bonus and our comprehensive benefits package.
• MyFlex PTO (unlimited!) and Paid Holidays.
• Environment that welcomes workplace flexibility.
• An atmosphere where diversity is embraced, and inclusivity is second nature. We call it #OneBC! Just ask our champions with the Americas Women’s Forum and the Racial Equality Forum.
• Ability to grow personally and professionally within an organization that values development and internal career growth.
• Be part of our mission in making sustainability the norm through Forever Chocolate with priorities centered around prospering farmers, zero child labor, carbon and forest positive, and creating 100% sustainable ingredients in all of our products.

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.