Distribution Manager F/HTereos

Tereos figure parmi les leaders des marchés du sucre, de l'alcool et de l'amidon. Les engagements sociétaux et environnementaux du Groupe contribuent à la performance de l'entreprise dans la durée tout en renforçant sa contribution en tant qu'acteur responsable.
Groupe coopératif, Tereos rassemble 10 300 associés coopérateurs et dispose d'un savoir-faire reconnu dans la transformation de la betterave, de la canne, des céréales et de la luzerne. Grâce à ses 38 sites industriels, une implantation dans 14 pays et l'engagement de ses 15 600 collaborateurs, Tereos accompagne ses clients au plus près de leurs marchés avec une gamme de produits large et complémentaire. En 2024/2025, Tereos a réalisé un chiffre d'affaires de 5,93 milliards d'euros.
Pour en savoir plus, rendez-vous sur tereos.com

The role is based at our European campus in Moussy-le-Vieux (located 10 minutes from Roissy-CDG). To make your commute easier, free shuttle buses are provided to ensure optimal access to the site.
As Distribution Manager (M/F), you will take charge of, manage and develop a portfolio of B2B distributor accounts in both the domestic and export markets for the Tereos Group. You will be the main point of contact for distributors and responsible for the overall performance of the accounts, from strategy definition through to operational execution. You will lead all projects contributing to the sustainable and profitable development of your accounts.
Your responsibilities :
> Strategy development
You will define and roll out a three-year sales strategy for your distributor portfolio, reviewed annually, to maximise value creation and contribution to turnover. You will structure the relationship between Tereos and each distributor by establishing clear governance and an effective matrix of key contacts.
You will draw up and implement action plans for each account, including contract management and the negotiation of prices, volumes and commercial terms, in line with the Group's strategy and guidelines.
> Strategy implementation and relationship management
You will develop an in-depth understanding of your distributors, their organisations, strategies and challenges, in order to identify high value-added opportunities.
You will oversee the operational implementation of the strategy defined for each account, using a project management approach, and ensure cross-functional coordination with all the internal teams involved (Regional Sales, Marketing, Technical Support, Product Line Manager, Quality, Finance, COSC). You will play a key role in contractual negotiations and ensure they are properly executed.
> Managing and fostering distributor relationships
You will coordinate and ensure the establishment of balanced contractual agreements, whilst positioning Tereos as a leading partner and principal. You ensure the efficient handling of complaints, supply constraints, disputes and late payments.
You will act as the distributors' representative within the company and play an active role in discussions with the marketing and technical support teams to optimise the products and services on offer.
> Performance monitoring and reporting
You are responsible for ensuring pricing and margin targets are met within your remit. You analyse and optimise the commercial performance and profitability of your portfolio.
You ensure that contracts are properly executed and that the rules of commercial excellence and the Lead-to-Cash process are adhered to. You ensure reliable reporting, the creation and management of distributor accounts, the quality of master data, and the monitoring of sales forecasts and their alignment with the volume allocation strategy.
You carry out visits to distributors and end customers, ensure the associated reporting via the CRM system, and keep account plans, visit reports and market data up to date.
You are a graduate of a business or engineering school and have at least 3 to 5 years' experience in the management and development of major regional accounts or distributors. You have a solid expertise in commercial negotiation, complemented by a strong business acumen and the ability to manage complex, long-term relationships.
You have proven experience of working on a project basis and in a cross-functional environment. You are proficient in CRM and reporting tools (Salesforce, Power BI). You are fluent in French and English; proficiency in a third language would be an advantage. An awareness of and commitment to CSR issues is expected.

Your strengths :
You are able to build relationships based on trust at various levels within organisations, whilst fostering a spirit of partnership with distributors, ensuring that information boundaries are respected and maintaining the independence of the parties involved.
You have an excellent ability to influence external stakeholders, assert your leadership and demonstrate firmness when the situation demands it.
With a strategic and critical mindset, you know how to challenge the status quo, formulate relevant analyses, ask the right questions and challenge your partners in order to optimise sales and pricing strategies.
You combine strong interpersonal and collaborative skills with a curious and open-minded approach, fostering a detailed understanding of business challenges. You are also able to drive change with agility and creativity in complex and evolving environments.