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About the job

About the Role

The Director, Global Corporate Accounts is accountable for driving sustainable top-line growth and bottom-line profitability across designated Global Corporate Accounts. This role has end-to-end ownership of customer performance and serves as the single point of strategic coordination across the organization, ensuring alignment among commercial, technical, supply chain, R&D, marketing, and operational teams.

The Director leads the execution of customer strategies to deliver against annual, quarterly, and monthly commitments, with accountability for volume, margin (EBIT) and service performance. Success in this role requires strong commercial acumen, a customer-centric mindset, and a deep understanding of both the customer’s portfolio and strategic priorities, as well as the dynamics of the North American market within a global account framework.

The Director is responsible for developing and executing comprehensive account plans for Global Corporate Accounts where long-term partnerships, opportunity identification, and proactive account leadership are critical. This includes driving portfolio expansion across the full range of company products and services—including chocolate, compounds, cocoa, and value-added solutions—while identifying and advancing innovation opportunities through close collaboration with R&D and technical teams. The role also encompasses leadership of cross-functional initiatives spanning product development, supply chain optimization, and commercial programs to unlock incremental growth and value.

Job Responsibilities Include

Own and lead end-to-end performance of assigned Global Corporate Accounts, delivering against volume, margin (EBIT), growth, service, and cash (DSO) objectives.

Develop, own, and execute multi-year customer strategies and account plans to unlock full customer potential in line with Barry Callebaut’s core growth pillars.

Negotiate, implement, and ensure compliance with long-term and multi-year supply agreements, driving value creation for both the customer and the company.

Act as the strategic partner and primary executive interface for customers, with a deep understanding of their brands, categories, portfolios, and long-term strategies to identify current and future growth opportunities.

Drive portfolio expansion across the full range of products and services, including innovation pipeline leadership to deliver larger, bolder, and more impactful customer-led developments.

Lead pricing, commercial tactics, budgets, forecasts, and go-to-market execution for assigned accounts, ensuring disciplined margin management and forecast accuracy.

Mobilize and lead cross-functional teams (R&D, technical services, supply chain, marketing, finance, quality, and operations) to ensure flawless execution of customer initiatives and programs.

Build and maintain strong internal stakeholder alignment globally, working closely with functional VPs, and regional leadership to develop and deliver opportunities.

Ensure a consistently high level of customer service through proactive issue resolution, service dashboard monitoring, and continuous improvement initiatives across supply chain and technical interfaces.

Maintain deep and current knowledge of the global chocolate industry, including capabilities, innovation trends, customers, competitors, and market dynamics.

Scope: US, Canada, and Mexico global customers

About You

8-10 years of experience in a commercial FMCG or B2B role

A degree in a business/ technical/food-related function preferred

Proven track record of sales success with large customers in a B2B organization, preferably in the food and beverage industry

Excellent communication, negotiation, and presentation skills

Excellent leadership skills, preferably in a matrix environment

Customer-oriented mindset

Analytical skills in a sales and marketing environment

Knowledge of budgetary control and pricing mechanisms

Strong business acumen

Travel: up to 30%

What you can expect from Barry Callebaut

Salary Range of $170,000 - $188,000, depending on factors such as experience and location, plus annual bonus and our comprehensive benefits package

MyFlex PTO (unlimited!) and Paid Holidays

Environment that welcomes workplace flexibility and hybrid environment

An atmosphere where diversity is embraced, and inclusivity is second nature. We call it #OneBC! Just ask our champions with the Americas Women’s Forum and the Racial Equality Forum!

Ability to grow personally and professionally within an organization that values development and internal career growth

We are committed to building a diverse and inclusive team and encourage all qualified candidates to apply. Be part of our mission in making sustainability the norm through Forever Chocolate with priorities centered around prospering farmers, zero child labor, carbon and forest positive, and creating 100% sustainable ingredients in all our products.