About the role:
This role manages medium and large regional accounts, overseeing a key customer portfolio to ensure goal achievement, process implementation, KPI monitoring, and market engagement. This person will liaise between the company's departments to carry out the commercial negotiation, acting as a facilitator. It will develop sales to customers classified as regional accounts, being responsible for growing top line sales and bottom line profit in Brazil and Argentina.
Key responsibilities include:
1. Develop and execute sales strategies to maximize margins and volumes, considering market dynamics and global trends.
2. Manage the customer portfolio, leading complex negotiations with a focus on results and long-term relationships.
3. Market data reading activities, in order to understand and internally communicate market size, growth, competitor and pricing
4. Manage the Sales Forecast Process
5. Responsible for monthly and quarterly sales number alignment and progress (Budget vs Signoff)
6. Strong cross-functional relationship with areas: From Pricing to Legal
7. Lead business presentations to senior management
8. Monitor the evolution of sales in the customer base
9. Increase the customer base by identifying lead opportunities and developing new customers
10. Conduct periodic visits to the market in order to prospect new customers, strengthen relationships with existing customers.
11. Control and monitoring of contracts with the customer service, pricing and controllership team.
12. Feed the Sales Force system, keeping the information and details of the sales operation updated.
13. Responsible for the Forecast of customers, portfolio and customer growth plan, aiming at the sustainable growth required by the company.
14. Drive the growth of EBIT and annual volumes of the entire product range sold to the largest global customers through new product development, increasing our share in the open market and unlocking captive opportunities.
15. Partner with other Directors from R&D, Marketing, Pricing, Supply Chain and Trading/Sourcing to gain synergies and leverage existing relationships with the customers.
16. Coordinate and act as liaison across Barry Callebaut to ensure maximum efficiency and success
17. Negotiate and close multi-year agreements in order to drive value for both Barry Callebaut and the customer
18. Ensure compliance with the terms and conditions of the long-term supply agreements.
About you:
19. Bachelor's degree in Business Administration, Engineering, or a related field.
20. A degree in a business/ technical/food-related subject preferred.
21. Fluent English.
22. Advanced Spanish.
23. Proven track record of sales success with large customers in a B2B organization in the food and beverage industry.
24. 10 years of experience in a commercial role.
25. knowledge of cocoa is a plus.
26. Up to 30% availability for occasional trips.
Location: São Paulo