Food Service Regional Sales Manager- Gourmet

About the role:

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 Barry Callebaut’s Values and of course loving chocolate.

Assigned to a specific geography and or segment, the Food Service Regional Sales Manager- Gourmet 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. This position is remote and will be based in Greater Los Angeles area.

Key responsibilities include:

• Responsible for the development of multiple chocolate brands & customer segments within your geography/segment to include large foodservice operators and regional foodservice 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.
• Maintain a strong business relationship, build continuity and ongoing representation 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 aspects that are important to the customer
• 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, forecasts, and monitor and manage contract obligations.
• Use company platforms, apps and tools effectively to monitor sales, gaps in volume vs. plan and other activities related to territory management.
• The scope of the role is Southern California and candidate must reside in Southern California. As this is a field position, must be willing to be on the road visiting customers up to 80% with overnight travel up 20%.

About you:

• Bachelor’s Degree or equivalent combination of education, training and relevant work experience required.
• 5 -7 years of Sales/Marketing experience in a food related industry, developing and managing larger foodservice account opportunities, regional chains, and semi-industrial accounts. Experience working with and leveraging broadline and specialty distributors.
• Chocolate industry, sweet ingredients, dessert or bakery knowledge is strongly preferred.
• Experience with Salesforce.com is preferred.
• Strong business acumen and demonstrated quantitative, analytical, and reasoning skills.
• Ability to work independently and as an effective team member.
• Exercises professional conduct and sound judgment in all related areas.
• Excellent proficiency in Excel and PowerPoint programs.
• Skilled in communicating to a variety of audiences in both written and oral formats.
• Ability to prioritize and manage deadlines in a changing environment. Well organized and works well under pressure.
• Able to collaborate to and build strong relationships with chefs, purchasing, distributor management and sales team.
• Must be able to work collaboratively with internal support staff across departments.

What you can expect from Barry Callebaut:

• Competitive salary commensurate with experience and location, plus annual bonus and our comprehensive benefits package.
• MyFlex PTO (unlimited!) and Paid Holidays
• Hybrid work environment
• 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.