Distributor Commercial Excellence & Capabilities Manager
Location: Zurich, CH, 8005
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
Reporting directly to the Director of Distribution Excellence, the Distributor Commercial Excellence & Capabilities Manager will play a relevant role in implementing our distribution and indirect channel model to the near future, deploying models and frameworks that will leverage our commercial performance on 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:
* Define leading measures and Key Performance Indicators (KPIs) to drive growth, distribution performance, leveraging insights from Commercial Intelligence insights.
* Create Promotional Campaigns and Incentive Programs frameworks: Along with the Marketing team, define trade marketing and sellout activities menu for distribution partners, aligning incentives with business objectives and driving engagement. Support implementation of demand generation actions on the ground by the regions and clusters.
* Build proper platform to enhance Strategic Distributors Engagement and Training, enhancing capabilities and fostering alignment with our business goals.
* Responsible for regular analysis of global and regional distribution performance, identifying trends, opportunities, and areas for improvement.
* Along with the Legal area, define Service Level Agreements (SLAs) including terms & conditions, rewards, contract management and Joint Business Plan framework.
* First point of contact with our Digital Sales/D2C department to build alignment and avoid channel conflicts.
* First point of contact with Commercial teams in the regions and clusters related to implementation and deployment of Global Distribution Excellence initiatives.
* Track, consolidate and share internal and external best practices related to distributor and indirect channel management.
This extensive list of responsibilities covers the main aspects of the Distribution Excellence Enablement Manager role, emphasizing the implementation skills, project management, and commercial knowledge required to deploy robust and resilient Distribution frameworks globally.
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 in Commercial management roles or similar with experience in projects implementation.
* Experience with Distributor management is a must; previous experience in Sales, Trade Marketing, or Commercial Strategy is a plus.
* 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.
* Flexibility and willingness to travel as needed to effectively fulfill the responsibilities of the role (minimum 40% travel time).
* Proven successful track record (typically 5+ years) in mid-level roles within distribution model management, commercial or sales team management.
* Experience in negotiating and managing strategic partnerships, contracts, and agreements with distribution partners.
* Proven track record of leading organizational change initiatives and managing complex projects to successful completion.
* Experience working in a global or multinational corporation with exposure to diverse markets and regions.
* Relevant experience in project, change, and stakeholder management driving transformative processes focused on performance and growth.
* Desirable knowledge of distribution companies and their operations, including understanding of industry best practices, market dynamics, and regulatory requirements.
* Demonstrated ability to develop distribution strategies that align with business objectives and drive revenue growth.
* Familiarity with distribution model management systems (DMS), enterprise resource planning (ERP) systems, and other relevant technologies.
* Strong entrepreneurship skills and proficiency in end-to-end project deployment.
* Building relationships and driving execution and deployment.
* Leading organizational change effectively.
* Thriving in dynamic environments.
* Skillfully negotiating agreements and resolving conflicts.
* Motivated by challenges and ready to find creative solutions.
* Focus on deliverables and milestones aiming to enhance commercial and distribution excellence initiatives.
* Engaging with stakeholders with confidence and openness.
* Navigating unclear market conditions with flexibility and resilience.
At Barry Callebaut, we are committed to Diversity & Inclusion. United by our strong values, we thrive on the diversity of who we are. We are committed to nurturing an inclusive environment where people can truly be themselves, grow to their full potential and feel they belong.
If you want to learn more about Barry Callebaut, please find further information here.
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