Manager, Sales

Manager, Sales

Location: Lancaster, PA, US, 17601

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

The Sales Manager, Food Manufacturing, will oversee and grow accounts in the food manufacturing sector within a territory to include, but not limited to, PA, NJ, MA, and OH. This role is responsible for developing and executing customer-centric strategies to drive volume growth, maximize margin performance, and expand market share. The Sales Manager will act as a trusted advisor, leveraging industry expertise to align customer needs with company solutions while fostering cross-functional collaboration to deliver exceptional service.

Job Responsibilities Include

• Develop and manage relationships with key stakeholders within customer organizations.
• Responsible for account coverage across Pennsylvania (PA), New Jersey (NJ), Massachusetts (MA), and Ohio (OH); other surrounding areas as needed
• Execute sales strategies that achieve annual volume and margin goals, ensuring alignment with company objectives.
• Drive business growth by identifying and nurturing a robust pipeline of opportunities within existing and new accounts.
• Act as the primary point of contact for customer accounts, addressing concerns and ensuring clear, timely communication.
• Collaborate with R&D, supply chain, and marketing teams to develop tailored solutions that meet customer needs and drive innovation.
• Monitor and track key performance indicators (KPIs) to assess performance, identify trends, and drive continuous improvement.
• Negotiate and renew long-term contracts, fostering enduring partnerships with customers.
• Work cross-functionally to ensure timely delivery of products, resolve supply chain challenges, and maintain high levels of customer satisfaction.
• Represent the company at trade shows, networking events, and industry forums to enhance visibility and identify new opportunities.
• Provide accurate sales forecasts and contribute to strategic account planning.
• Leverage market insights to guide product development, pricing strategies, and go-to-market plans.
• Stay informed of market trends, competitive activities, and industry developments to anticipate customer needs and drive proactive solutions.

About You

Bachelor's degree in business administration, marketing, or a related field.

3+ years of account management or business development experience, preferably in a B2B food-related industry.

Proven ability to prospect, manage accounts, and drive new business growth creatively and strategically.

Demonstrated success in building strong customer relationships and achieving revenue growth targets.

Strong customer focus with a solution-oriented mindset.

Excellent business acumen with the ability to analyze data, identify trends, and make informed decisions.

Strong communication, presentation, and interpersonal skills.

Familiarity with Salesforce or similar CRM platforms is preferred.

Knowledge of the chocolate or commodity markets is a plus.

Travel requirements: Available for overnight travel. Travel frequency will depend on where the candidate is based; 30-60% depending on business need.

What You Can Expect from Barry Callebaut

• Competitive salary, annual bonus, and comprehensive benefits package.

• MyFlex PTO (unlimited), holidays, and flexible work arrangements.

• An inclusive, diverse culture grounded in the #OneBC mindset.

• Exposure to global best practices and opportunities for professional growth and internal mobility.