Key Account Manager FM

About the role

The Key Account Manager FM will drive regional sales performance for Barry Callebaut, focusing on volume, margin, profitability and market share. Working within the FM sales strategy, you will build and sustain strong B2B relationships, translating market insights into actionable growth plans.

Key responsibilities

• Develop and maintain new and existing customer relationships through regular visits and direct engagement.
• Execute business development initiatives aligned with the Sales Director and FM sales strategy.
• Coordinate with Customer Service to ensure accurate order processing and on‑time delivery.
• Collaborate cross‑functionally with Production, Marketing, QA, R&D, Logistics, Finance and other sales teams to fulfil customer commitments.
• Prepare timely reports on sales performance, volumes, margins and profitability.
• Collect and share market, customer and competitor intelligence to support strategic decisions.
• Provide input on product mix, pricing and commercial agreements in line with FM strategy.

Required profile

• University degree in Business, Engineering, Economics or related field; fluent in English.
• Minimum 7 years of commercial experience, including at least 3 years in B2B sales.
• Strong awareness of FMCG‑B2C market dynamics and ability to translate insights into B2B strategies.
• Solid understanding of market environment, customer dynamics, cost drivers and competitive landscape.
• Excellent communication and influencing skills with a customer‑centric mindset.
• Strong commercial acumen, structured thinking and analytical problem‑solving.
• Proven ability to work effectively across departments and navigate complex operational settings.
• Resilient, adaptable, proactive leader who can handle ambiguity and act as a trusted advisor.

Required skills

What we offer

• Competitive salary with an annual performance‑based bonus.
• Professional development through training programs and cross‑functional projects.
• Hybrid work model offering flexibility between on‑site and remote work.
• Dynamic environment with a diverse, passionate global team.
• Commitment to diversity and inclusion.