Senior Key Account Sales Excellence Manager

Location:

Zurich, CH, 8005 Lebbeke-Wieze, BE, 9280

At Barry Callebaut, we are on a journey to transform the cocoa and chocolate industry. As the world’s leading manufacturer of high-quality chocolate and cocoa products, our actions truly shape the future of our industry. We are a business-to-business company, serving the entire food sector, from the cocoa bean to the finest chocolate product. We are a company with a purpose, we believe in doing well by doing good and reinvesting in the communities we operate. We have a long-standing commitment to sustainability and our goal is to shape a sustainable cocoa and chocolate future. We are headquartered in Zurich, and have more than 12,000 passionate Employees working in more than 40 countries worldwide. We are very proud of who we are and what we do. And of course, we are always looking for talented people to help us have a positive impact on our industry and beyond!

About the role

As a key member of the Commercial Excellence team, this role requires a profound understanding and connection with the commercial aspects of Barry Callebaut, in particular direct-to-customer account management operational practices.

Reporting directly to the Director Key Account Sales Excellence, this role will play an important role in implementing our key account excellence global agenda. The Senior Key Account Excellence Manager will serve as a key enabler of global direct-to-customer programs aimed at leveraging and developing best practices for go-to-market and commercial execution on direct accounts, compiling strategic playbooks for industrial key accounts: such as partnerships & outsourcing, or deploying standardized sales cadence and processes together with capability building for managing industrial accounts. This role will act as the first point of contact as a center of excellence for the account management community in Barry Callebaut.

This position is an exceptional opportunity for those passionate about making a tangible impact in an innovative and dynamic environment.

Key responsibilities include

• Coordinate and oversee the development ofstrategic playbooksfor industrial accounts (e.g. strategic partnerships and outsourcing)

• Design, generate and automate leading KPIs reportsand dashboards and generate actionableinsightsto support the global KA Excellence Programs; recommend corrective actions based on global commercial intelligence insights;

• Drive the adaptation and deployment ofglobal modelsto the regional and local markets:

• Support the revision ofService Level Agreements (SLAs)including standardized terms & conditions along with the Legal area, rewards, contract management and Joint Business Plan framework

• Develop globally standardizedcustomer segmentationacross different customer / supply chain archetypes

• Support Business Framework development for Outsourcing Partnerships

• Collaborate with Sales Enablement & Learning and Global Learning & Development

• Content owner of Direct-to-customers commercial academy learning platform:

• Global communication:

• Create and ownglobalinternal media exchangeon key account sales excellence agenda

• Driveplatform developmentwith sales enablement, technology teams and other cross-functions

• Act asfirst point of contactwith commercial teams in the regions and clusters

• Gather and shareregular updates on Quality, Sustainability andtechnical innovations to regional sales teams

• Best practice sharing & synergies:

• Coordinate collection, screening and validation ofbest practicesubmissions by customer types

• Contribute drivingcommunity engagement: design celebration ceremonies

  About you

• Master Degree in Business, Economics, IT Technology, Supply Chain or close equivalent

• Strong analytical acumen and business development knowledge; customer finance

• Project and Change Management experiences will be considered as a strong plus.

• Technology-savvines, understanding of digital landscape for customer management

• Very strong stakeholder management skills (non-directive stakeholder environment will be considered as a plus)

• Fluent in English, as it is the primary language of global business communication.

• Additional language proficiency desirable.

• 20-30% travel requirement globally

• Extensive Account Management / Sales experience (typically 5+ years) withproven track record of established strategic relationship with direct customers; B2B operational and strategic roles;

• Management of different customer types desired; a good blend of experience and responsibility level scaling from artisan, semi-industrial, regional, national accounts to global corporate partners

• Critical role played in exploiting white space opportunities with key customers & in generating new business

• Superior customer satisfaction results

• Experience in negotiating contracts, and agreements with customers, suppliers, and other stakeholders.

• Demonstrated ability to develop account strategies that align with business objectives, drive revenue growth, and deliver resilient and flexible business model.

• Commercial or sales team management or related fields, demonstrating measurable results in optimizing performance and deployment of commercial projects.

• Experience with managing complex projects to successful completion.

• Experience working in a global or multinational corporation with exposure to diverse markets and regions.

• Understanding of industry best practices, market dynamics, and regulatory requirements.

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.

If you want to learn more about Barry Callebaut, please find further information here.

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