Sales Director, Cocoa

Functional Area: Sales

Job Location: USA - HQ & Innovation Center Campus - (NJ)

Country/Region: United States

Who are you?: Professionals

Permanent/Temporary: Permanent

Working time: Full Time

Req ID: 33907
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Sales Director, Cocoa

Join the Growing Puratos Sales Team!

The Sales & Cocoa Markets Director's primary responsibility is to manage and grow the Puratos' large chocolatier customer base and build a profitable, sustainable business. The objective is to achieve & exceed sales revenue, profitability and other budgetary objectives within the scope of the 2030 long range plan. This role involves strategic planning, market competitiveness, pricing aligned with cocoa market insights, knowledge & understanding, as well as management of the Chocolatiers Sales team.

Primary Responsibilities

Business Strategy & Team Management, Pricing & Profitability:

• Build & execute strong Chocolatiers sales strategy using necessary resources & tools.
• Lead team of 2 dedicated chocolate sales account managers to deliver annual budgets
• Lead collaboration with Pricing Controllers to manage customer specific pricing, integrating all cocoa market conditions/futures while maintaining/growing customer production margin & volumes
• Ensure personal & team reporting on customer KPI's: sales results, service level, quality, profitability, budgets; larify deviations to budget and initiate corrective actions where necessary
• Personal & team maintenance of CRM minimum 15 times per month (ideally daily), updating project status, recording risks & losses, customer visits and marketing/R&D/technical support required
• Ensure the highest possible forecast accuracy (60%+ target) within the IBP system is constantly improving each month, with regular connections to customers to verify forecasts match their business needs

Build & Manage the Relationship with Personal Account Base

• Chocolatier Accounts (Primary): Work with existing and new chocolatier businesses, a large and competitive channel. You will accomplish this via regular visits to customer base and developing relationships within (VPs, Directors, buyers, R&D), utilizing Puratos' senior team to support top to top engagement. You will also partner with R&D and Product Marketing to select winning projects that have a high probability of succeeding
• Focus your team on providing the necessary chocolate commercial support to the various Puratos sales channels to drive chocolate growth through the national and regional account base
• Develop a list of large, non chocolatier prospects e.g. CPG companies within region and create and implement plans to acquire these as new Customers
• Provide your team, and personal customers, with advice on the latest cocoa market prices to book the necessary contracts for their continued business financial success.
• Promotion of the Puratos Chocolate range as "Taste Leaders" in locally produced and Belgian chocolate
• Charge Sustainability approach utilizing the Puratos 'Cacao Trace' initiative, driving more customers to adopt the story and associate their business & brands with it
• Ensure the chocolate sales team supports the Retail & Foodservice 'Triangular Approach' by bringing shelf-ready chocolate products (using Puratos chocolate solutions) to the Puratos retail team to promote to their retail customers

Customer Intelligence:

• Build the customer profiles and keep up to date
• Maintain all relevant information is current in CRM/Acc Databases - including the history and confirmations of the Terms and Conditions
• Play a role on selected business development teams as a voice of chocolate customers/the sales community to help guide new product development & business sales support required
• Participate in sales/technical meetings and communications to exchange Best Practices and improve our overall performance with this customer
• Utilization of the Puratos Taste Tomorrow platform to engage customers in ideation sessions to help grow categories

Requirements:

• Bachelor's degree required; Master's preferred
• Business & results driven, analytical with strong focus on margin management
• Proven track record in the Chocolate Industry with strong understanding of cocoa market and its dynamics
• Strong interpersonal skills: establishes contacts easily; proven strong leadership skills
• Good sales and negotiation skills; assertive & self-confident
• Team player, animator and leader
• Project & time management skills & competences
• Field sales, Trade marketing, Category management or Consumer marketing experience is a plus
• Knowledge of applicable software programs to communicate via email and develop activity memos, reports, and spreadsheets
• Travel to customers expected up to 50% of time

Looking for a Career for Good?

Puratos is a global purpose-driven company focused on bringing people together through food innovation for good. We offer a full range of innovative food ingredients and services for the bakery, patisserie, and chocolate sectors, serving artisans, retailers, industrial and food service companies in over 100 countries around the world. Our passion for innovation, pioneering spirit, and core values continue to propel our global ambitions. This coupled with our commitment to our communities is what makes working at Puratos so magical.

We offer a competitive compensation and benefit package, designed to promote a Happier, Healthier You. This includes:

• Insurance coverage beginning the first of the month-no extra waiting period to get started
• Immediate 401(k) eligibility including a fully vested matching contribution
• Receive over 5 weeks total of paid time off within your first year of service
• Free life coaches, convenient onsite health exams, 24/7 access to Registered Nurses
• Puratos-paid insurance coverage to protect you and your family including Life and Disability insurance

If you are a solution oriented and analytical thinker with a passion for leading and inspiring people, we invite you to experience the magic of being yourself and join us for "a career for good."

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