Sales Director Distribution & Artisans France

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Location:

Meulan, FR, 78250

At Barry Callebaut, we are on a journey to transform the cocoa and chocolate industry. As the world’s leading manufacturer of high-quality chocolate and cocoa products, our actions truly shape the future of our industry. We are a business-to-business company, serving the entire food sector, from the cocoa bean to the finest chocolate product. We have a long-standing commitment to sustainability and our goal is to shape a sustainable cocoa and chocolate future. We are headquartered in Zurich, and have more than 12,000 passionate employees working in more than 40 countries worldwide. We are always looking for talented people to help us have a positive impact on our industry and beyond!

About the role

Reporting to the Managing Director France, the Sales Director Distribution & Artisans role offers the opportunity to lead and shape a significant part of the commercial operations in France. Responsible for a team of approximately 28 people (including 8 direct reports), the position is key to ensuring both business growth and profitability.

The scope includes managing relationships with all big French national distributors, cash & carries, and direct customers (artisans), contributing to a large part of the profitability of the French business. The role involves working closely with regional managers, key account managers, and sales support teams to navigate a dynamic market environment. A focus on pricing strategies, margin management, and innovation — particularly in digital commerce — will be essential to stay ahead of market changes and maintain competitive advantage.

Key priorities include leading a high-performing team, driving business growth & profitability, and strengthening collaboration across functions such as R&D, Supply Chain, and Pricing. This position requires a strategic mindset and strong leadership to address challenges like evolving market dynamics, complex negotiations, and advancing eCommerce strategies. This is an opportunity to make a significant impact within a dynamic and evolving business landscape.

Key responsibilities include

1. Strategic Leadership
2. Implement the Group's strategy at the national level, tailoring it to address specific market conditions and client needs.
3. Play an active role in shaping regional strategies by defining clear sales objectives and ensuring their qualitative and quantitative achievement.
4. Focus on enhancing profitability by analyzing market trends, managing margins effectively, and maintaining a competitive position.
5. Sales Coordination
6. Guide the sales team through strategic negotiations, offering preparation and support where needed.
7. Monitor team performance, identifying opportunities for improvement and implementing targeted action plans to meet goals.
8. Manage commercial agreements and participate in key industry events, ensuring alignment with business objectives and fostering strong market presence.
9. Team Leadership and Development
10. Build and develop the team through effective recruitment, training, and ongoing motivation, encouraging a collaborative and high-performing environment.
11. Act as a reliable resource for technical expertise, providing support and direction in challenging or complex scenarios.

About you

We are looking for an experienced and driven Sales Director to lead and shape our sales operations, bringing a blend of strategic thinking, operational excellence, and inclusive leadership. This role requires someone with proven commercial expertise, ideally gained within the B2B food industry or in collaboration with French GMS distributors. A passion for food and a customer-centric approach will be highly valued.

The ideal candidate will have 5–10 years of experience in a similar role, demonstrating the ability to thrive in competitive, fast-paced environments. They will be adept at driving projects forward with a strong sense of autonomy, responsibility, and business acumen. The candidate must be skilled in analyzing data to inform strategic decisions, while also ensuring the business aligns with ethical and customer-focused principles.

Effective communication and the ability to build trust with a wide range of stakeholders are essential. This includes fostering collaboration in a matrixed organizational structure and leading a diverse team with an adaptable and inclusive approach.

Experience in digital commerce/digital commercial strategy is important, reflecting the role's emphasis on innovation and modern market dynamics.

Fluency in English and impeccable written French are required, along with the capability to synthesize and interpret data.

This position offers significant growth potential, with the possibility of advancing in the organization. In summary, we seek a results-oriented leader with a strong business mindset, the ability to inspire confidence, and a commitment to driving both commercial success and ethical business practices.

Education: A Bachelor's or Master's degree in Business Administration, Marketing, or a related field.

Languages: Excellent communication skills in French and English.

Location: On-site in Hardricourt (78), France. The person needs to be at least 2 days a week on-site and engaging directly with clients or relevant stakeholders.

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.

If you want to learn more about Barry Callebaut, please find further information here.