Food Manufacturing (FM) Sales Director

About the role:

• The FM Director ensures building and growing visibility of the company on the markets including market shares growth, volume and profit delivery. He/she plans, organizes, directs, coordinates and controls all sales activities for FM customers to achieve short- and long-term overall objectives within the global business unit strategy.
• The goal of this role is to ensure BC consolidates and expands a profound relation with FM accounts, grows top and bottom lines with them, thanks to a customer focused approach, a profound knowledge of our commercial strategy as well as of Barry Callebaut, high customer proximity and a good business sense.
• The position establishes, builds and strengthens relations with owners, MDs, procurement heads of all FM accounts in Poland, Czech & Slovakia with the aim to identify top line & efficiency opportunities which can be developed locally while ensuring smooth execution of regional/cluster strategy. He/she is the “glocal” BC FM representative in the cluster. This person ensures internal support which is exemplary for our customers, which strengthens competitive edge in the daily cooperation with accounts, during co-creation sessions, strategizing workshops, best practice sharing sessions. He/she contributes to the customers, their local/regional development which should reflect NPS growing score.

 

Key responsibilities:

• Being accountable for the business performance of FM customers in the CE cluster: Poland, Cz&Sk including captive and open customers.
• Deliver set of agreed budgeted volume and profit objectives on a yearly basis, approximately 70-80 directly supplied customers in portfolio (Partners, Cost Leaders).
• Manage prices within the channel in the cluster with aim to increase profit and volume.
• Define and execute the push & pull strategy for the whole FM universe including optimization of current portfolio (create specific value proposition for every customer type), specific product category action plan (chocolate, super-compounds, compounds, specialties), detailed segment penetration, profitable portfolio management.
• Create the annual sales plan and co-create the activation plan for FM channel. Present ability to foresee demand needs and communicate upfront to the demand planning team to deliver accurate business forecast to guarantee perfect service. Ensure best in class forecast accuracy.
• Remain fully aware of the market environment: monitor competition, market trends, consumer trends, any relevant changes in the markets & identify new customers with business potential.
• Enable further development of BC position in the cluster including deep understanding of competitors and customers’ landscape: deep dive into market intelligence and deeply interact directly with customers in FM.
• Provide ongoing analysis of performance against budgeted objectives. Anticipate risks and create contingency plans in FM.
• Ensure the right FM coverage in related countries. Support the team in appointment of new customers and create partnership/ cooperation with existing customers.
• Identify outsourcing opportunities and bring new customers with outsourcing deals.
• Proactively develop and maintain new and existing customer relationships and ensure professional customer relationship management (CRM).
• Obtain full understanding of the customers’ strategies, their brands and categories to enable the offering of relevant solutions and identify future opportunities with the customers.
• Collaborate with European and Global FM community, Commercial Excellence teams to implement best practices and apply general commercial BC FM business strategy.
• Ensure utilization of resource within key KPIs, budgets and optimize commercial benefits.
• Manage the team to ensure that employees are motivated, trained and ready to achieve goals in a positive social climate.
• Manage, coach and guide the team members to enable their commercial performance, including managing targets and sales processes, building capabilities, performance management, sales meetings, regular commercial reviews.
• Support and instruct the team on raw material markets so they can negotiate and conclude sales contracts based on cocoa market.
• Share experience with internal commercial rules and trade legislation when negotiating and making business agreements and contract bookings with customers.
• Coordinate Trade Marketing, Marketing, chocolate academy, tech lab, technical activities between BC and customers to grow common business.

 

About you:

• Bachelor /Master Degree in Economics, Business Administration or Sales & Marketing.
• 10+ years of relevant working experience in