Business Development Manager Chains / Retail Benelux

About the Role

As the ‘CEO’ of your customer portfolio you will be the key contact for the Foodservice chain business in Benelux; in charge of holistically managing the overall relationship and growth of your business in both volume and margin. The main market segments in which you will operate are bakery chains – quick service restaurant chains – food service on the go – food service by petrol – hotel chains – catering on board…

To achieve your targets you will need to understand your customers’ needs in a 360° way. As a result, you can bring relevance and value through a consultative approach. You refer sales leads, customer feedback, and information on competitor activity or other market intel to appropriate contacts within the organization so that they can respond to changing market conditions and customer demands.

You understand how to build bridges between the various departments of a multinational organization (R&D, academy, pricing, customer care, sales support, trade marketing, finance…) and especially also between different sales channels (FM, RA & D&A). You possess the ability to propose the right business model to the right chain.

You establish annual business plans and prioritize and schedule your activities, to ensure targets are met.

In the Key Account approach, you are a true hunter. Driving innovation and extending the chain of Benelux business together with our customers is key to generating continuous, long-term value. Focus, persistence, and creativity are the main engines that power your growth.

Key Responsibilities Include

• Within the functional area guidelines for Key Account Managers/ Business development managers, achieve the business targets for the accounts in scope and under your direct responsibility.
• Develop and maintain the business relationships with these customers and develop account plans, in conjunction with the sales manager and other departments.
• Delegate, motivate, and inspire internal stakeholders for the common goal.
• Proactively develop a triangle approach between Barry Callebaut – industrial/regional customers or distributors and the chain to sell concepts based on the customer needs.
• Perform sales activities for achievement of sales budget and targets within sales territory in order to meet commercial objectives:
• Propose sales improvements and new ways to approach actual and potential customers in sales territory.
• Actively communicate frequently with the sales team, sales manager, and other departments within the organization regarding targets, customers, competition, and market information.
• Secure forecast availability on the top customer level/ top sku level and communicate with internal Demand Planners and supply teams.
• Proactively develop and maintain new and existing customer relationships and ensure professional customer relationship management (CRM).
• Experienced with internal commercial rules (and trade legislation) when negotiating and making business agreements and year contracts with customers.
• Ensure knowledge and know-how within the area of expertise is continuously updated and relevant.
• Validate the accuracy and appropriateness of the data used and ensure relevance and high quality of data output e.g. reports, analysis.
• Actively transfer information and feedback from the market/customers to managers and colleagues and relevant other departments.
• Actively increase your own professional knowledge and expertise and ensure understanding of the global BC organization.

About You

• Bachelor /Master’s Degree in Economics, Business Administration, Food Science, or Sales & Marketing
• Min. 8 years of relevant working experience in Sales, preferably in Food or Food Service
• As a person, you have strong stakeholder management and communication skills and an analytical mindset with an eagerness to learn and take ownership.
• You show the ability to work in a complex, fast-paced environment.
• You display a high level of entrepreneurship and passion
• You are a team player who likes to share but has a strong ability to move the needle forward autonomously, as and when needed.
• You are comfortable with making pragmatic decisions under potentially ambiguous circumstances.
• You are persistent and continuously strive to find solutions for the challenges at hand.
• Consumer and customer-oriented mentality. High empathy level.
• Strong entrepreneurial & hunting spirit
• Hands-on mentality and determined to always deliver against objectives
• Being open to and adapting quickly to new sales and marketing approaches
• Commercial skills (empathy, listening, presenting, negotiating, etc)
• Knowledge of the chocolate industry is a plus
• Knowledge of the Food(service) chains is a must
• Fluent English & Dutch + French is a plus

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