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Sales Manager, Gourmet

7 months ago

Petaling Jaya, Malaysia Barry Callebaut Full time

Sales Manager, Gourmet (Foodservice), Malaysia

**Location**:Petaling Jaya, 10, MY, 47800At 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

**About the role**
- Responsible for identifying and crafting sales strategy in collaboration with Sales Director SEA, Gourmet. Lead the gourmet (foodservice) business in Malaysia & rapidly accelerate our growth in the country for all brands - Callebaut, Cocoa Barry, Van Houten Professional, Mona Lisa, Carma, etc. & all segments (BAPA, foodservice, home baking beverages, etc. Executing the sales strategy, delivery of volume and financial business objectives, related marketing activities and day-to-day management of sales execution. To maintain and further accelerate the growth potential of the Malaysia market. We need a highly motivated and entrepreneurial senior commercial manager person who will spend a significant amount of time developing and penetrating new businesses from new customers (mostly (but not limited to) direct end users) with further geographical reach within the Malaysian market. A strong team player who can build & lead a highly motivated sales team

**Key responsibilities include**
- Identify, hunt & convert new end users in all focus segments (BAPA, HORECA, Homebaking, Beverage, etc.)
- Proactively identify, engage and win new customer opportunities
- Develop both quick wins for the business, and long-term/strategic business volume for key customers
- Lead and organize Mini/Inspiration sessions, with regular follow-ups in closing the projects within the stipulated timeframe
- Develop a clear customer and competitor market map - clarity on volumes, who buys what from whom, price points, etc.
- Lead and regularly evaluate all existing distributor relationships, nurture and steer them via Joint business plans & secondary sales data
- Build constructive and effective relationships with existing distributors with the end objective of driving greater sales
- Regular review (monthly) on Sales forecast (S&OP), ensuring as much accuracy on the actual vs forecast
- Build and lead a sales team to help scale the business
- Manage existing customers’ supply & develop new projects
- Create & determine best route-to-market strategy (direct or indirect) based on end-user profiles & needs
- Initiate, create & support marketing/brand-building activities, both, independently & in collaboration with distributors
- Generate strong brand awareness & “pull” at the end-user level via sales & marketing initiatives to increase the demand for all brands (Callebaut, Cocoa Barry, Van Houten Professional, Mona Lisa, Carma)
- Collaborate with a multifunctional team: product development, marketing, sales, and chefs to deliver the best customer experience
- Prepare annual, quarterly and monthly sales forecasts and budgets; monitor sales volume and margin against forecasts to managers, and supply chains and identify problems and provide solutions.
- Keep up to date with current market trends and customer needs and provide relevant training and technical support
- Manage product portfolio and launch new products and innovations to the market with close cooperation with local marketing.
- Own your KPIs & steer your business independently with the guidance of your leadership
- Be aware of the specific market trends/activities and government policies that will have an impact on the chocolate industries and regular competition analysis.
- Travel requirements: Typically spend 80% of time visiting distributors/customers across Malaysia

**About you**
- Minimum Degree preferably in a business/marketing-related field
- Proven track record in commercial and food-related industry
- Strong Segment insight (market, consumer, customer, retail)
- Language proficiency: English & Malay Language
- Min. 5-7 years of strong sales and marketing experience, ideally in bakery/pastry products, food ingredients or Fast Moving Consumer Goods
- Extensive knowledge of the Malaysian foodservice market (BAPA, HoRe, OEM, Chains, etc.)
- Experience managing a local multi-distribution network, including the addition of new distributors, is critical.
- Network of foodservice customers (BaPa chains,