Commercial Excellence Manager - Gourmet Business

Zurich, CH, 8005 Barcelona, ES, 8007

About the Role

Reporting directly to the Director of Distribution Excellence you will play a relevant role in implementing our distribution and indirect channel model to the near future, deploying models and frameworks that will elevate our commercial performance in a global scale. This role requires accurate hands-on attitude, superior change management capabilities and enhanced experience on management of commercial activities and distribution framework in order to bring to life an effective and modern Distribution Excellence framework.

The main purpose of this role is to leverage our growth based on implementation of models and frameworks that will optimize and enhance our distribution network based on distribution strategic partnerships, supported by data-driven and performance-led collaborative program with our Distribution Partners, through enhanced data sharing and market visibility, improving collaboration, speed-to-market and business resilience. The Distribution Excellence Enablement Manager will act as the constructor of our Distribution programs.

Based on strong stakeholder management and strong entrepreneurship mindset, the implementation and development of a robust and pragmatic Strategic Distribution model will allow Barry Callebaut to deliver above the market growth based on end user and partner’s satisfaction and collaboration, shaping a successful model that will greatly support the activities of our Commercial teams around the globe.

Key Responsibilities Include

• Execute market research in order to build our Distribution Landscape assessment, including evaluation of the distribution footprint and reach and Delayered Distribution possibilities, looking for opportunities to drive growth, optimize efficiency and performance of our route to market and distribution network
• Distributor Capability Building – Define and deploy the sales excellence toolkits
• Pricing Governance – Ensure adoption of pricelist governance and track adherence
• Digital Ordering Capabilities – Enable distributors and drive adoption of Digital ordering capabilities deployed towards customers
• Develop comprehensive insights based on global and regional distribution landscape, identifying key trends, challenges, and opportunities to define our commercial background in different markets, mapping similarities and discrepancies
• Build a robust platform to strengthen strategic distributor engagement and training, enhancing capabilities and ensuring alignment with business goals
• Help to establish the global Distribution Excellence framework: Building clarity through the development of the details of the selected distribution models, synergizing channels, reducing channel conflicts, identifying resources needed as well as optimizing processes and aligning on interdependencies
• Support the implementation of the Commercial Intelligence insights model through the definition of relevant leading measures to drive growth and performance mainly aligned with the implementation of the systematic collection of the Secondary Sales Data (SSD) from our Strategic Partners
• Responsible for the interface with other departments (Digital, PMO and others) in order to build alignment in terms of project management, timelines and resources, aiming to leverage the positive impact of the Distribution Excellence framework
• Responsible for regular analysis of global and regional distribution performance, identifying trends, opportunities, and areas for improvement to drive continuous enhancement of our growth, distribution strategies and activation on the ground, based on Commercial Intelligence Analysis

About You

• Bachelor's degree in Business Administration, Supply Chain Management, Marketing, or a related field
• Advanced degree - Master's or MBA desired
• Proven track record on Commercial management roles or similar with experience on projects implementation
• Experience with Distribution Management highly desirable
• Project and Change Management experiences and stakeholder management skills will be considered as a plus
• Fluent in English, as it is the primary language of global business communication
• Additional language proficiency desirable

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