Head of Sales Gourmet Brazil
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!
The role of Head of Sales Gourmet Brazil is key for our chocolate business in the cluster. This position will be responsible for the Gourmet businesses in Brazil. Being responsible for managing a comprehensive customer base, ensuring the achievement of defined goals, implementing the necessary processes, monitoring sales KPIs and visiting the market. 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 Gourmet, being responsible for growing top line sales and bottom line profit in the cluster.
- People Management – Leveraging professional skills, organizing the sub-areas and prioritizing the activities by strategic pillars.
- Manage the Sales Forecast Process (Local & imported).
- Responsible for monthly and quarterly sales number alignment and progress (Budget vs Signoff) with MD Brazil.
- Strong cross-functional relationship with CSD and other support areas: From Pricing to Legal.
- Lead business presentations to senior management .
- Strong mindset to our Chocolate Business strategy, focused on Solution Selling & Innovation, Reliability and Leveraging Scale.
- Monitor the evolution of sales in the customer base.
- Increase the customer base by identifying lead opportunities and developing new customers.
- Conduct periodic visits to the market in order to prospect new customers, strengthen relationships with existing customers.
- Control and monitoring of contracts with the customer service, pricing and controllership team.
- Interact with the departments of the middle activity in order to facilitate the company's sales processes.
- Feed the Salesforce system, keeping the information and details of the sales operation updated.
- Responsible for the Forecast of customers, portfolio and customer growth plan, aiming at the sustainable growth required by the company.
- Drive the growth of SCO 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.
- Partner with other Directors from CI&TS, Marketing, Pricing, Supply Chain and Trading/Sourcing to gain synergies and leverage existing relationships with the customers.
- Coordinate and act as liaison across Barry Callebaut to ensure maximum efficiency and success.
- Negotiate and close multi-year agreements in order to drive value for both Barry Callebaut and the customer.
- Ensure compliance with the terms and conditions of the long-term supply agreements.
- Manage travel budget, salary allocations, bonus targets and business unit for direct reports.
- Directing the activities of the business while ensuring bottom-line profitability and volume driven.
- Providing strategic advice to the MD, plan cost-effective business strategies and develop new ideas based on market and industry.
- Supporting and advice the MD on Gourmet business, market insights, commercial strategies to the whole channels, for driving the growth and incentivizing the brand, product and marketing initiatives.
- Act by example and influencing the other countries and clusters that are being developed to grow.
- Developing and executing business strategies to achieve short and long-term goals.
- Ensuring company policies and legal guidelines are clearly communicated.
- Build relationships with external experts and agencies through seminars, conferences and professional networking.
- Bachelor Degree in Business Administration, Engineering or similar;
- Relevant qualification, certification or equivalent practical experience with Microsoft Office, SAP and Sales Force;
- Native in Portuguese and fluent in English;
- Spanish is highly desired;
- 10 years’ experience in Sales;
- Experience in developing and implementing strategic and business plans;
- Experience in a multinational environment;
- Excellent communication, negotiation, and presentation skills;
- Strong analytical, critical thinking and problem-solving skills;
- Excellent organizational and leadership skills;
- Good understanding of corporate law, branding and product positioning;
Location: Paulista Avenue, São Paulo, Brazil
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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