Sales Manager, Gourmet at Barry Callebaut

About the Role

• The Sales Account Manager promotes and sells the organization’s products and services within the assigned geographic area, product range, or list of customer accounts to achieve significant sales targets as defined in the sales strategy and budget.
• In addition, he/she provides leadership, direction and coaching to the distributor sales team in developing customer relationships and prospecting.

Key Responsibilities

• Prepare and present annual sales strategies and contribute to the development of annual and longer-terms business plans, forecasts and budgets.
• Create and maintain networks and obtain market intelligence to enhance the visibility and reputation of BC and its products.
• Pursue sales leads; visit existing and new customers; assess customer needs and suggest appropriate products and services; respond to customer enquiries; negotiate prices and delivery times within limits of authority; and conclude sales orders to meet revenue targets.
• Identify, research, and contact prospective customers and build positive relationships that will generate future sales and repeat business.
• Sell customer propositions by configuring product solutions and associated contractual terms to meet immediate and long-term customer needs. Present solutions to customers and negotiate agreements within pre-defined range of commercial parameters.
• Refer sales leads, customer feedback, and information on competitor activity to appropriate contacts within the organization so that they can respond to changing market conditions and customer demands.
• Establish annual, quarterly, monthly, or weekly sales plans and prioritize and schedule own activities so these targets are met.
• Oversee the maintenance of the CRM system and identify and communicate opportunities for system improvement that may enhance customer relationship management. Leverage Salesforce to track customer activities and manage opportunity pipelines in the CRM system.
• Manage the performance of the sales team and provide coaching and guidance to continuously improve skills and capabilities.
• Work collaboratively with other departments to improve internal relationships and build strong external customer relationships.

Requirements
Essential Experience / Knowledge:

• Bachelor's Degree in Sales and Marketing or equivalent
• 5 years’ experience in sales management in a similar market
• Commercial acumen
• Planning and budgeting
• Experienced working with CRM systems, preferably SAP
• Excellent English communication skills, both verbal and written
• Excellent relationship building skills, including collaboration and networking
• Outstanding presentation skills
• Able to coach and lead sales teams
• Knowledge of HR processes, systems and tools