Business Development Manager

Barilla is an Italian family-owned food company. Established in 1877, it’s now an international Group present in more than 100 countries.

A world leader in the markets of pasta and ready to use sauces in continental Europe, bakery products in Italy and crispbread in Scandinavia, the Barilla Group is recognized worldwide as a symbol of Italian know-how.

Good for You, Good for the Planet is Barilla’s purpose and the only way each person in the Group works and of which is an ambassador.

It means caring for the wellbeing of people and the planet in everything Barilla does, from the field to consumption; it also means promoting open and transparent working relationships in the communities Barilla is part of.

Job Purpose :

Lead and manage effectively major account business development with the goal of achieving sales targets, increasing market share, and maximizing profitability.

This involves developing customer specific sales strategies and executing plan efficiently, forecasting sales volumes and investment, monitoring performance, analysing market trends, fostering customer and stakeholder relationships and optimizing profit margins while adhering to regulations and company policies.

This role plays a crucial role in driving the success and growth of the business through strategic customer development and strong financial results.

Responsibilities :

• Strategic & effective planning : Develop and execute customer specific strategies and plans to achieve sales targets, market share growth and maximize profitability for the business.
• New business development : Identify and pursue new business opportunities, including exploring untapped market segments, developing strategic partnerships, and launching new products or services to drive revenue growth and increase market share.
• Negotiation & partnerships : Build and maintain strong relationships with the customers, negotiate contracts and pricing, and actively work to increase market share and profitability within those accounts via Joint Value Creation business planning.
• Profit optimization : Actively seek opportunities to optimize profit margins through effective spending and promotional activities while ensuring compliance with regulations and company policies (RGM mindset).
• Relationship building : Cultivate and maintain relationships with customers and the internal teams to ensure alignment and collaboration in achieving sales and profitability goals.

Additionally, foster relationships with distributors (if applicable) and other industry partners to enhance market share and profit potential.

• Sales forecasting : Conduct accurate customer specific sales forecasting and develop budgets that align with sales objectives, market trends, and profit targets.
• Sales monitoring and reporting : Monitor sales performance against targets, analyze sales data, and generate regular reports to assess progress, identify areas for improvement, and drive profitability.
• Market analysis and competitor assessment : Continuously analyze market dynamics, customer preferences, and competitor activities to identify opportunities for growth, market share expansion, and profit optimization.
• Sales Analyst management & development : Prioritize tasks, delegate efficiently support. Evaluate performance, provide ongoing training, coaching, and development opportunities to enhance skills, product knowledge and selling capabilities, ultimately contributing to increased sales and profitability.

Additional Information :

• Bachelor’s degree in business, marketing, finance, or any other related business field.
• Minimum of 10 years in a Major Account position. Tier one food company.
• Owned new customers development and specific strategies building and execution planning.
• Experience in Catman, Revenue Growth or Trade Marketing is valuable.
• Strong financial background (conceptions, reporting and analysis).
• Knowledge or understanding of Nielsen and syndicated research tools, methods and analysis.
• Travel Requirements : The candidate may be required to travel to meet with customers, attend industry events, or visit stores.
• Technical Skills : The candidate should be proficient in Microsoft Office applications, such as Excel, PowerPoint, Word, Teams.
• Leadership Skills : The candidate should have strong leadership skills and collaborative style building strong relationships with

customers and the internal teams.

Industry Knowledge : The candidate should have a deep understanding of the pasta food manufacturing industry (or other CPG food companies), including trends, consumer preferences, and competitive landscape.

The candidate should also stay up-to-date on emerging retail channels, such as e-commerce and mobile, and incorporate these channels into the shopper marketing strategy.

Barilla is an equal opportunity employer. It is the policy of Barilla to prohibit discrimination and harassment of any type and to afford equal employment opportunities to employees and applicants without regard characteristics including, but not limited to, age, race, color, culture, ethnicity, nationality, faith, religion, gender, pregnancy, family status, sexual orientation, gender identity and / or expression, genetic information, veteran or protected veteran status, political opinions, health or disability.