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Barry Callebaut Commercial Director FM & Gourmet North Africa in Casablanca, Massachusetts

Commercial Director FM & Gourmet North Africa


Casablanca, MA, 507 20390

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 role is responsible for commercial strategy and targets for the FM (Food Manufacturer) and Gourmet business domains in the assigned market. The role is accountable for identifying/managing new business opportunities and pipelines, driving end-to-end business development processes, generating business cases and representing the company for deal discussions together with internal stakeholders (marketing, supply chain, operations, R&D, sourcing, pricing, legal and finance). The role devises the sales strategy for the assigned business areas, in alignment with regional/ global strategy and priorities, and ensures execution of the same through leading a team of sales professionals/ account managers towards delivering the sales volume and financial business objectives.

  • The role will be part of the market leadership team, and play an integral part in devising and delivering the market’s commercial growth strategy.

    Key responsibilities include

  • Develop, own and execute the strategic plan for achieving the business targets for the FM & GM business toward maximizing volumes, margins and profitability

  • Ensure that critical and strategic business drivers are known and understood within commercial and other relevant teams, to maximize sales potential in the area of responsibility

  • Develop and expand customers and market segments

  • Nurture and maintain new and existing customer relationships directly and through the team

  • Identify new business opportunities and serve as a ‘frontline’ representative with potential customers to develop business

  • Map and prioritize potential customers for outsourcing deals in the market, navigate internally to involve appropriate stakeholders, initiate and participate in outsourcing discussions, build and support business cases for various outsourcing models, identify and engage internal cross-functional stakeholders, and support/ lead implementation of the outsourcing projects

  • Manage the planning of resources (budget, forecast, manpower, etc.), oversee budgetary controls and manage expenses

  • Manage, coach and guide team members to enable their commercial performance, including through managing targets and sales processes, building capabilities, performance management, sales meetings, regular commercial reviews, etc

  • Continuously collect and assess market intelligence and key trends to adapt and devise market approaches; ensure relevant trends and information are communicated to appropriate functions/ internal stakeholders

  • Provide ongoing analysis of sales performance metrics against budgeted objectives such as market share, margin, revenue growth, and profitability; measure and assess the effectiveness of overall commercial activities and update business plans accordingly

  • Build and develop strong relationships with global/regional/local internal stakeholders to have a clear understanding of critical priorities and objectives and establish action plans that translate into business opportunities

  • Be a part of the Market Leadership team and will be responsible for all company-wide agendas

  • Geographic Coverage: Morocco, Algeria, Tunisia, Libya, Malta, and Mauritania

  • Travel requirements: Frequent Travel required

    About you

  • Bachelor's degree, preferably in Business Commercial subject or Food technologist or equivalent (Master's degree preferred)

  • 12 to 15+ years of relevant experience in a commercial B2B environment, preferably in a multinational company in the food industry or FMCG; knowledge and experience of the chocolate industry is a plus

  • Demonstrated track record in strategically developing new customers, new products and new market segments while maximizing volumes, sales margins and customer profitability, and managing end-to-end processes.

  • Fluent in Business English; French and Arabic are mandatory

  • IT Skills in the MS Office and Google Suite

  • Strong business acumen with solid commercial experience and credentials

  • Strong negotiation and communication skills, engaging a wide variety of internal and external stakeholders across organizational boundaries

  • A series of successful experiences in building a good working relationship with account and business influencers

  • Analytical skills relevant to a sales and business development environment

  • Experience managing people, with excellent motivational leadership skills, focusing on coaching and capability development

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.

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