About the role:

The Global Accounts Director ensures volume delivery in the cluster. He plans, organizes, directs, coordinates, and controls all sales activities for the global account customers to achieve short- and long-term overall objectives within the global business unit strategy.

The goal of this role is to ensure BC consolidates and expands a profound relation with our global accounts and grows the top and bottom line business with them, thanks to a customer-focused approach, a profound knowledge of our global accounts as well as of Barry Callebaut, high customer proximity and a good business sense. The Global Accounts Director establishes, builds, and strengthens relations with MDs of all global accounts in the cluster to identify top-line opportunities that can be developed locally while ensuring the smooth execution of global strategy. He/she is the global BC representative in the cluster for global accounts. This person ensures internal support which is exemplary for our customers, and strengthens the competitive edge in the daily cooperation with accounts, during co-creation sessions, strategizing workshops, and best practice sharing sessions. He/she contributes to global customers and their local/regional development which should reflect NPS's growing score.

Key responsibilities:

• Act as the main link between the organization and the customer for the CE portfolio.
• Having a full understanding of the customers’ strategies, brands & categories to enable the offering of relevant solutions and identify future opportunities with the customers.
• Conduct active contract management in direct communication with the customers.
• Coordinate and act as a liaison across Barry Callebaut to ensure maximum efficiency and success.
• Contribute to negotiations and closing multi-year agreements to drive value for both Barry Callebaut and the customers.
• Ensure compliance with the terms and conditions of the long-term supply agreements, support HQ with all important changes in legislation and new factors appearing in the cluster which may impact cooperation between BC and the customers.
• Initiate contacts with local management to create opportunities that will increase turnover with the customers, will build trust, and will encourage the customers to increase the share of BC in their business.
• Direct and actively support the implementation of customer relationship management in the relevant segments and networks.
• Keep abreast of critical trends and evolutions within the area of responsibility in order to be able to react properly and timely.
• Drive innovation and productivity projects together with Global and European Business Developers and Supply Chain teams.
• Ensure constant follow-up on commercial goals and achievements in order to meet/exceed objectives.
• 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.
• Create multifunctional customer teams for particular customers in the CE cluster to ensure smooth execution of the global/regional agreements and strong cooperation on the local level which will improve NPS score at the appointed customers.
• Monitor competitive activity in the region and ensure that appropriate response strategies are formulated and communicated.

About you:

• 10+ years of experience in a commercial B2B or FMCG environment.
• Proven track record of sales success with large customers in a B2B, FMCG organizations in the food and beverage industry.
• Experience in selling to large corporations in a B2B food environment or in FMCG cooperating with large international companies and retailers.
• Language: Polish and English essential, additional languages will be an advantage.
• Proficiency with Google applications, Salesforce, and MS Office.
• Analytical skills in sales, marketing, financial, and logistics environments.
• 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 and indirect leadership skills -> to ensure alignment and prioritization in other departments working for the same customers: Marketing, R&D, OSCO, Pricing, Finance, and Forecasting.
• Being able to manage complexity and end-to-end thinking: to manage the customer throughout the entire organization.
• Well-developed listening, communication, and interpersonal skills.
• Strong Commercial mindset and proven track record in achieving ambitious growth targets paired with strong negotiation ability.
• Creating a culture of collaboration and achieving results together.

We offer:

• Employment on a regular basis in the sweetest company in the world.
• Annual bonus based on your work results.
• Private medical care in Lux Med (basic package fully financed by BC).
• Fit Profit sports card co-financed by BC.
• PPE: we care about your future, and we save money for your retirement.
• Vacation subsidy as part of the Social Fund.
• Group life insurance.
• Parking space on the premises.
• As part of our work-life balance culture, we can start work between 7 am and 10 am.
• Chocolate! Yes, surprising but we have chocolate in the office, for Christmas, and many other occasions during the year.
• More chocolate: every quarter we get a chocolate deputation.
• You can purchase our sweet products with a special discount.
• We like to party as much as we like chocolate! We have integration budgets we can use for team events.
• Forever Chocolate and Event Team: you can join them and have a real influence on social life in BC and CSR activities.