Commercial Excellence Manager - FM & Specialties

Zurich, CH, 8005

About the Role

Barry Callebaut’s future relies on strengthening customer trust while navigating shifting markets and rapid technological change. To achieve this, we are sharpening a unified Customer Experience (CX) ambition that moves us beyond a commodity mindset and positions us as the trusted advisor to our customers’ brands - helping them create distinctive, sustainable chocolate experiences.

As part of one of three Global CX Centers of Excellence, the Commercial Excellence Manager - Food Manufacturers & Specialties shapes and drives the global Commercial Excellence agenda for the Food Manufacturers segment and Specialties category, in close partnership with regional Sales, Marketing, R&D, Chocolate Academy, and Operations.

The role ensures that commercial teams continuously improve Customer Experience across the entire Customer Journey.

The position also collaborates closely with the other CX CoEs (Global Accounts, Gourmet) to deliver a seamless, end to end BC Commercial Excellence journey on cross segment priorities such as outsourcing, productivity, and pricing excellence.

Key Responsibilities Include

• Accelerate Growth across Industrial Accounts and Retailers by supporting key commercial initiatives
• Embed Commercial Excellence through Salesforce adoption, including playbooks, dashboards, and account planning
• Strengthen Strategic Account Planning for FM, Retail & Chains with clear governance and adoption tracking
• Activate Winning Portfolio with customers by partnering closely with Marketing and enabling commercial teams
• Enhance Pricing Excellence by supporting strategic pricing initiatives and improving end‑to‑end pricing processes
• Improve Master Data & Systems to streamline internal workflows and elevate customer experience
• Align with Global Specialties to ensure Commercial Excellence initiatives directly support category growth
• Translate Strategy into Action by converting BC 6–8 initiatives into Commercial Excellence programs within the Customer Journey
• Accelerate Specialties Growth through capability building in solution‑selling and cross‑selling
• Strengthen Strategic Partnerships via standardized SLAs and contract management for FM, Retail & Chain customers
• Advance Pricing Maturity through the Next Level Pricing initiative, improving contract pricing, quotation experience, and value‑in‑use monetization
• Develop Commercial Excellence Academy content in collaboration with the CX Learning team
• Lead Global Content Exchange for FM, Retail & Chains, ensuring consistent updates on innovation, sustainability, quality, and services
• Identify Global Big Bets using Commercial Intelligence and drive corrective actions to support growth
• Provide Targeted Support to Chains and Retail segments as needed

About You

• At least 7 years of experience in senior commercial roles, ideally within global B2B commercial organizations
• Commercial / Sales Excellence expertise, including Key Account Management excellence, CRM governance, commercial capability building, and execution excellence
• Strong experience managing sizeable markets and large customers across multiple route‑to‑market models, particularly with Key Accounts and brand owners
• Demonstrated ability to deliver through cross‑functional collaboration, working effectively across diverse teams and organizational levels
• Knowledge of chocolate, cacao, and specialties categories is a strong plus
• Experience in working in Multi-matrix organization
• University degree, preferably MBA; completion of an Executive Leadership Program is a plus
• Fluent English, plus 1 additional language; German and French are an advantage

Job Segment: Marketing Manager, Contract Manager, MBA, Manager, Bilingual, Marketing, Legal, Management