Director, Sales, FM West Location: Chicago, US, 60654 At 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: Barry Callebaut is a global organization poised for growth; a company that has embraced the vision to delight its customers while out-performing its competitors, a business that is committed to sustainability, has innovation in its DNA, is a leader in complex manufacturing and supply chain solutions and is focused on being a best-in-class employer. Barry Callebaut seeks diverse and passionate people who thrive in a dynamic environment, focused on continuous learning, living BC’s Values, and of course, loving chocolate. The Director, Sales, FM West is a strategic leadership role responsible for driving revenue growth and profitability through the development and execution of sales strategies for Food Manufacturing accounts in the defined region. This individual will lead, mentor, and develop a high-performing regional sales team, fostering a culture of collaboration, accountability, and innovation. By leveraging deep industry knowledge and insights, the Director aligns cross-functional teams to deliver tailored solutions that meet customer needs and drive long-term partnerships. This role also champions the company’s presence at industry events and ensures the organization remains competitive by anticipating market trends and evolving customer demands. The Director is accountable for setting clear goals, tracking performance metrics, and ensuring the team consistently achieves sales and margin objectives. Key responsibilities include: + Build and maintain strong relationships with key customer stakeholders, including executives, decision-makers, and influencers. + Develop high-level strategic partnerships with major accounts to position the company as a trusted advisor. + Represent the company at customer meetings, networking events, and trade shows to enhance visibility and foster relationships. + Develop and implement long-term sales strategies to achieve volume and margin targets. + Collaborate with R&D, supply chain, and marketing teams to deliver innovative products that align with customer needs. + Create customer-centric solutions by understanding market trends, customer goals, and challenges. + Lead the team in developing and maintaining robust sales forecasts and account plans. + Recruit, mentor, and develop a high-performing sales team capable of navigating the complexities of the food industry. + Provide coaching and training to build expertise in solution selling, negotiation, and relationship management. + Foster a culture of collaboration, accountability, and continuous learning within the team. + Develop and track key performance indicators (KPIs) to measure sales effectiveness, customer satisfaction, and margin performance. + Oversee budget management, ensuring efficient allocation of resources to maximize ROI. + Work cross-functionally to ensure timely delivery of products, resolve supply chain challenges, and maintain high levels of customer satisfaction. + Renew and negotiate long-term contracts, ensuring alignment with strategic goals. + Stay informed of food industry trends, regulatory developments, and competitive activity to identify risks and opportunities. + Leverage market insights to guide product development, pricing strategies, and go-to-market plans. + Advocate for customer needs within the organization to prioritize innovation and continuous improvement. + Drive business growth by identifying and nurturing a robust pipeline of opportunities within existing and new accounts. + Promote the adoption of new technologies and solutions to enhance customer satisfaction and operational efficiency. + Align with sustainability and ethical sourcing trends to ensure the company remains competitive and aligned with customer values. About you: + Bachelor’s Degree in business administration, marketing or related field. + 8-10 years of sales or business development experience in a food related industry. + Proven experience in leading teams. + Proven experience in account management and business development, preferably in a B2B environment. + Chocolate industry knowledge is preferred. + Knowledge of commodity markets or experience managing commodity-driven businesses is highly desirable. + Experience with Salesforce or similar CRM platforms preferred. + Travel requirements: Available for overnight travel. Travel frequency will depend on where the candidate is based; 30-60% depending on business need. + Others: Ability to prioritize and manage deadlines in a changing environment. What you can expect from Barry Callebaut: + Competitive salary and comprehensive benefits package + Paid time off, plus generous holiday time + Environment that welcomes workplace flexibility + An atmosphere where diversity is embraced, and inclusivity is second nature. We call it #OneBC! Just ask our champions with the Americas Women’s Forum and the Racial Equality Forum! + Ability to grow personally and professionally within an organization that values development and internal career growth + Be part of our mission in making sustainability the norm through Forever Chocolate with priorities centered around prospering farmers, zero child labor, carbon and forest positive, and creating 100% sustainable ingredients in all of our products. At Barry Callebaut, we are committed to Diversity & Inclusion. United by our strong values, we thrive on the diversity of who we are, where we come from, what we’ve experienced and how we think. We are committed to nurturing an inclusive environment where people can truly be themselves, grow to their full potential and feel they belong. #oneBC - Diverse People, Sustainable Growth. If you want to learn more about Barry Callebaut, please find further information here. Were you missing anything in this job ad? Please share your feedback with us by clickinghere (https://app.talenthub.io/feedback/ad81b0fb66d2416990060452e7511e45?default\_lang=en) .