Territory Sales Manager

About the Company

With annual sales of about CHF 14.8 billion in fiscal year 2024/25, the Zurich-based Barry Callebaut Group is the world's leading solutions provider of high-quality chocolate experiences across the full spectrum of chocolate, cocoa, cacao coatings and noncocoa alternatives – from sourcing and processing cocoa beans to crafting premium chocolates, fillings and decorations. The Group operates more than 60 production facilities worldwide and employs a diverse, committed workforce of over 13,000 people. Barry Callebaut serves as a trusted partner for the entire food industry, from large-scale food manufacturers to artisanal and professional users such as chocolatiers, pastry chefs, bakers, hotels, restaurants and caterers with Callebaut® as its main global brand. The Barry Callebaut Group is dedicated to making sustainable chocolate the norm – helping secure the future of cocoa and improving the livelihoods of cocoa farmers. It supports the Cocoa Horizons Foundation, which aims to shape a sustainable future for cocoa and chocolate. Barry Callebaut has been present in India since 2007 and today operates a pan‑India footprint spanning manufacturing, innovation, and global services: it runs three manufacturing facilities—two in Baramati , plus a 20,000‑sq‑m greenfield plant in Neemrana, Rajasthan (inaugurated in July 2025), which together make India the company's largest chocolate‑producing market in the AMEA region; its India operations include embedded R&D labs, the Chocolate Academy™ in Mumbai for professional training and co‑creation, a sales office in Mumbai with nationwide B2B distribution, and a Global Capability Center in Hyderabad (launched June 2025) supporting finance, digital, analytics, and business services.

About the Role

Territory Sales Manager is in charge of delivering the annual sales volumes targets for Goa market to achieve the expansion of our distributor network, the penetration of bakery- SI key accounts and penetration of our range into new end users. Position holder works with the Regional Sales Manager to develop sales programs and strategies to attain quarterly and annual budget targets. In addition, a position holder assists in the development as well as in execution of sales programs, specifically in technical team support, customer site visits, trade show activities.

Responsibilities

• Exceed annual sales targets of around 500 MT with strong customer focus and build key client relationships and identify new opportunities.
• Ensure effective customer coverage and territory distribution.
• Increase sales productivity with more calls, demos, and range selling.
• Monitor stock, track competition, and provide timely feedback.
• Manage leads, develop new accounts, and expand networks.
• Coordinate with internal teams for order management and reporting.
• Support and promote new product launches in collaboration with the marketing team.
• Track competitor product launches and provide timely feedback.
• Gather market insights and customer feedback to guide new product development.
• Relay client feedback to suggest improvements for existing products and identify needs for new offerings.
• Brand availability in the retail and trade business in the assigned territory.

Scope:

• The role focuses on leveraging local opportunities, especially in a high-growth, emerging market.
• Responsibilities include identifying and tapping into new business opportunities, along with planning for new customer acquisition.
• The goal is to drive efforts towards achieving a total volume of approximately 500 MT annually, serving a customer base of over 500 to ensure consistent year-over-year growth.
• Manage existing distributors and expand the distribution network by adding more by the end of 2026.
• Target a 25% year-over-year increase in sales within the designated territory/area.

Qualifications

• Bachelor's or master's degree in business administration, Marketing, Food Science, Food Technology or similar.

Required Skills

• Fluent Business English and local language.
• Team Player and a great leader.
• Highly self-motivated with 7+ years of experience in the food industry, flavor, or FMCG.
• Able to manage distributors / giant customers who tend to purchase 50 kg and above to create new sales by identifying potential needs in the market.
• Previous sales experience in HORECA/QSR/Bakeries/Institutional sales will be an added advantage with strong analytical skills.
• Experience in managing distributor network.
• Good understanding of the specific market geography and food product knowledge.
• Extensive background in sales with proven abilities in client interaction, negotiation, and effective communication.
• Demonstrated capability in managing client relationships, preferably spanning Mumbai, Navi Mumbai & Gujarat regions.
• Strong presentation skills coupled with a proactive can-do approach.
• Proficiency in essential work tools including MS Office, Salesforce, and SAP.

At Barry Callebaut, we are committed to Diversity & Inclusion. United by our strong values, we thrive on the diversity of who we are, where we come from, what we've experienced and how we think. We are committed to nurturing an inclusive environment where people can truly be themselves, grow to their full potential and feel they belong. #oneBC - Diverse People, Sustainable Growth.