Gourmet Sales Manager

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 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 the customer account planning activities. This includes driving the portfolio growth and end‑user penetration using existing and new product innovation.

The Sales Manager will maintain and grow 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 and volume targets and profit responsibility. The position is based in Southern California.

• Develop multiple chocolate brands and customer segments within your geography/segment, including large food service operators and regional food service chains.
• 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.
• 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 customer‑important aspects.
• Work cross‑functionally with internal support to provide customers with pricing, contracts, marketing campaigns, market intelligence, and other assets.
• Create and deliver sales presentations, including top‑to‑top reviews, and explore and close sales opportunities effectively.
• Develop and maintain strategic territory and account plans.
• Use Salesforce to log opportunities and forecasts, and monitor and manage contract obligations.
• Use company platforms, apps, and tools effectively to monitor sales, gaps in volume versus plan, and other territory‑management activities.
• Work in the U.S. West Coast territory; this is a field position requiring travel up to 80% of the time with overnight travel up to 20%.

• Bachelor’s Degree required.
• 5–7 years of Sales/Marketing experience in a food‑related industry, developing and managing larger food service account opportunities, regional chains, and semi‑industrial accounts. Experience with broadline and specialty distributors.
• Knowledge of the chocolate industry, sweet ingredients, dessert or bakery preferred.
• Experience with  preferred.
• Strong business acumen and demonstrated quantitative, analytical, and reasoning skills.
• Ability to work independently and as an effective team member.
• Professional conduct and sound judgment.
• Excellent proficiency in Excel and PowerPoint.
• Strong communication skills for varied audiences in written and oral formats.
• Ability to prioritize and manage deadlines in a changing environment, well organized and able to work well under pressure.
• Collaborative, building strong relationships with chefs, purchasing, distributor management, and sales team.
• Ability to work collaboratively with internal support staff across departments.

• Salary range of $105,000–$125,000, plus annual bonus and a comprehensive benefits package.
• MyFlex PTO (unlimited) and paid holidays.
• Hybrid work environment.
• An inclusive culture that embraces diversity (#OneBC) and values professional development.
• Opportunity to grow personally and professionally within an organization that values development and internal career growth.
• Contribution to sustainability through Forever Chocolate with priorities centred on prospering farmers, zero child labour, carbon and forest positive initiatives, and creating 100% sustainable ingredients across all products.

Barry Callebaut is committed to diversity and inclusion. We nurture an inclusive environment where people can truly be themselves, grow to their full potential, and feel they belong.