About the role
- The Global Accounts Manager is responsible for driving the sales volume and profitability for assigned global account customers. The incumbent plans, organizes, directs, coordinates and controls all sales activities for the assigned global corporate account customers to achieve short and long-term objectives within the overall business strategy. The role is responsible for the end-to-end management of the customer account and serves as the key interface to the customer.
Key responsibilities include
- Drive the growth of EBIT and annual volumes of the entire product range sold to the assigned global account customers in the region; this includes account management, new product development, increasing our share in the open market and unlocking captive opportunities.
- Negotiate and close multi-year agreements and conduct active contract management to drive value for both Barry Callebaut and the customer
- Serve as a key interface to the customer in the region, and act as liaison across Barry Callebaut to ensure maximum efficiency and success for the customer and Barry Callebaut
- Foster relationships with relevant stakeholders within the customer organization and actively implement customer relationship management.
- Maintain up-to-date knowledge about the customers’ organization, develop a deep understanding of the customers’ strategy, brands & categories to enable the offering of relevant solutions and identify growth opportunities
- Identify and harness opportunities for outsourcing projects to strengthen the partnership with assigned customers.
- Ensure compliance with the terms and conditions of the long-term supply agreements.
- Drive innovation and productivity projects together with teams across Barry Callebaut
- Ensure constant follow-up on commercial goals and achievements to meet/exceed objectives.
- Present results and pipeline opportunities in Management meetings.
- Ensure through constant and direct cooperation with various internal stakeholders that short and medium-term objectives in terms of volume, margin and market share are met / exceeded.
- Keep abreast of critical trends and evolutions within the area of responsibility to be able to react properly and timely.
- 20% Travel rate
About you
- 5 to 7 years of experience in a commercial B2B-environment
- A degree in a business/ technical/food-related subject preferred
- Proven track record of sales success with large customers in a B2B organization in the food and beverage industry preferred
- Proficiency with Google applications, SalesForce and MS Office
- Language: English is essential, additional relevant languages will be an advantage
- Experience in selling to large corporations in a B2B food environment
- Strong in navigating complex matrix organizations, both internally and externally
- Analytical skills in a sales and marketing environment
- Knowledge of budgetary control and pricing mechanisms
- Strong business acumen
- In-depth knowledge of the industry’s offering in terms of capabilities, products and innovation, as well as understanding the key players, customers and competitors, in the world of chocolate
- Excellent stakeholder management & indirect leadership skills -> to ensure alignment & prioritization in other departments working for the same customers
- Being able to manage complexity and end-to-end thinking: to manage the customer throughout the entire organization
- Working with multidisciplinary teams
- Ability to build strong relationships with a range of stakeholders
- Well-developed listening, communication and interpersonal skills
