Corporate Account Manager

About the role: 

 

Barry Callebaut is a global organization poised for growth; a company that has embraced the vision to delight its customers while out-performing its competitors, a business that 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 BC’s Values, and of course, loving chocolate.

 

As a Corporate Account Sales Manager, in the Midwest region, you will be responsible for managing and growing relationships with our largest customers.  Your primary objective will be to understand the strategic goals and challenges of each client and to develop and execute plans to meet their needs while maximizing revenue opportunities for the company.  You will serve as the main point of contact between the customer and our organization, ensuring that their expectations are met and exceeded at every touch point.  

The Corporate Account Sales Manager is responsible for expanding the strategic partnership with their designated (two to three) customers.  They will represent the entire range of company products (chocolate, compounds, and cocoa) and services, while also leading the customer account planning activities. 

 

Key responsibilities include: 

●    Develop and maintain strong relationships with key stakeholders within each customer organization, including executives, decision-makers, and influencers.
●    Maintain and grow volumes for accounts meeting annual sales volume and margin goals, increasing percent market share at each customer.  
●    Drive margin improvement through successful margin management, product mix or supply chain optimization.  
●    Develop a deep understanding of the customer’s business, goals, and challenges to offer tailored solutions and anticipate future needs.  
●    Ensure clear and timely communication with customers to address concerns, provide updates, and offer solutions.  
●    Proactively identify issues and find innovative solutions to overcome challenges and meet customer expectations.  
●    Develop and implement strategic plans that meet both the company’s and the customer’s objectives.  
●    Build and nurture an internal network to deliver optimal solutions, and collaborate with internal teams to ensure alignment and support for customer initiatives. 
●    Identify, develop, and nurture a customer-driven opportunity pipeline that expands the relationship and drives revenue growth.  
●    Serve as a trusted advisor to customers, providing strategic guidance and insights to help them achieve their business objectives.  
●    Develop new, maintain and/or renew long-term contractual agreements, working toward long-term supply partnerships.
●    Prepare and deliver reports and presentations to customers and internal stakeholders, highlighting key metrics, accomplishments, and areas for improvement. 
●    Serve as the primary advocate for the customer within the company, ensuring their needs are truly understood and prioritized.  
●    Proactively seek feedback, learn from experiences, and continuously improve processes to enhance customer satisfaction and loyalty.  
●    Utilize tools to develop and maintain an effective sales forecast and robust account plans.  
●    Stay informed about industry trends, competitive landscape, and market developments to identify opportunities for business expansion and innovation. 

 

About you:

●    Bachelor’s Degree in business administration, marketing or a related field. 
●    5 -7 years of account management or business development in a food-related industry, chocolate industry knowledge is preferred.
●    Proven experience in strategic account management or business development, preferably in a B2B environment. 
●    Demonstrated success in building and maintaining relationships and driving revenue growth.
●    Strong business acumen and understanding of sales techniques and customer relationship management.  
●    Excellent communication, negotiation, and presentation skills.  
●    Analytical mindset with the ability to interpret data, identify trends, and make data-driven decisions.
●    Strategic thinker with the ability to anticipate client needs and proactively address them.  
●    Results-oriented with a track record of exceeding sales targets.  
●    Ability to prioritize and manage deadlines in a changing environment. Well organized and works well under pressure.
●    Excellent proficiency in Excel, PowerPoint, and Salesforce.com  
●    Travel 30-60% depending on business need 

 

What you can expect from Barry Callebaut: 

●    Compe