Key Account Manager FM (Chocolate /Food Ingredients)

OVERVIEW

With annual sales of about CHF 14.8 billion in fiscal year 2024/25, the Zurich-based Barry Callebaut Group is the world's leading solutions provider of high-quality chocolate experiences across the full spectrum of chocolate, cocoa, cacao coatings and non-cocoa alternatives – from sourcing and processing cocoa beans to crafting premium chocolates, fillings and decorations.

The Group operates more than 60 production facilities worldwide and employs a diverse, committed workforce of over 13,000 people. Barry Callebaut serves as a trusted partner for the entire food industry, from large-scale food manufacturers to artisanal and professional users such as chocolatiers, pastry chefs, bakers, hotels, restaurants and caterers with Callebaut® as its main global brand.

The Barry Callebaut Group is dedicated to making sustainable chocolate the norm – helping secure the future of cocoa and improving the livelihoods of cocoa farmers. It supports the Cocoa Horizons Foundation, which aims to shape a sustainable future for cocoa and chocolate.

Barry Callebaut has been present in India since 2007 and today operates a pan‑India footprint spanning manufacturing, innovation, and global services: it runs 3 manufacturing facilities—two in Baramati and , plus a 20,000‑sq‑m greenfield plant in Neemrana, Rajasthan (inaugurated in July 2025), which together make India the company's largest chocolate‑producing market in the AMEA region; its India operations include embedded R&D labs, the Chocolate Academy™ in Mumbai for professional training and co‑creation, a sales office in Mumbai with nationwide B2B distribution, and a Global Capability Center in Hyderabad (launched June 2025) supporting finance, digital, analytics, and business services, with total investments exceeding ₹500 crore (≈ CHF 50 million) in the last five years.

JOB PROFILE

To help build and maintain customer relations with the company's strategic accounts In this role, you will support the development of processes to identify and contact prospective customers, build relationships to generate future sales and repeat business, assess the customer's needs and suggest appropriate products, services and solutions.

MAIN RESPONSIBILITIES & SCOPE

• Overseeing the West region key accounts/ distributors to reach sales target, maximize brand exposure, new product launch, etc.
• Manage both direct supplies to key accounts and distributors for other accounts in order to maximize business.
• Help identify, develop and typically close new customers and distributors
• Develop and nurture strong relationships with key stakeholders in the customer organization and prospective customers as you look to build out the customer portfolio.
• Develop new customers, new products, and new markets; maximize volumes, sales margins, and customer profitability
• Research prospective accounts, map potential industry-wise Institutional customers. Identifying new markets and addressing their needs through existing products or developing customized products as per specific requirements in collaboration with Marketing/Quality/Supply Planning teams.
• Assist with Customer Service to follow up on the delivery of goods to customers on time. Provide input to marketing and R&D about new products, competitors new items, etc.
• Keep abreast of critical market trends and evolutions in India. Provides timely feedback to management regarding competitors and market situation.
• Participate in regular status and strategy meetings with customers senior management to understand and meet their needs. Execute sales plans with strategies to protect, grow and diversify relationships with targeted customers.

Scope:

• This is a regional role optimizing PAN India opportunities.
• It involves Tapping new business opportunities
• Anticipate focusing on a total of 12,000 tons as part of our overall business strategy with a growth trajectory of 15% CAGR over the next 3 years.

EDUCATION, LANGUAGE, SKILLS & QUALIFICATIONS

• Bachelor's or master's degree in business administration, Marketing, Food Science, Food Technology or similar.
• Experience in Key Accounts/Institutional Business.
• Fluent Business English and local language
• Exposure of minimum 12+ years of experience in the food industry, B2B domain handling ingredients, commodities and semi specialties. Able to manage distributors /key accounts to create new sales, by identifying potential needs in the market, highly self-motivated.
• Experience in the food manufacturing companies/food ingredient market is an added benefit.
• Business development, sales, negotiation, customer relationship, key account management and conflict management.
• Strategic mindset and affinity for no's
• Good knowledge of working tools (MS Office, Salesforce, SAP).

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.