Channel Director, Special Trade

The Channel Director - Special Trade, is responsible for shaping and executing distribution strategies across a diverse range of B2C channels, including DIY retailers and B2C Distributors, as well as B2B networks such as office products wholesalers, electrical distributors or technical sales resellers. The role carries full accountability for driving sustainable growth, maximizing commercial performance, and strengthening strategic customer partnerships across the entire customer portfolio. In addition, the Channel Director provides leadership and direction to a dedicated Special Trade team, fostering high performance, developing organizational capabilities, and ensuring the successful execution of the company’s strategic objectives.

The responsabilities of the Channel Director - Special Trade are :

• Define and drive the commercial strategy for your business perimeter, ensuring full alignment with the French market strategy and corporate objectives.
• Lead the annual negotiation strategy with key customers, secure profitable agreements, ensure flawless execution of negotiated initiatives, and maximize customer performance throughout the year.
• Accelerate business growth by strengthening our presence across all sales channels, identifying new market opportunities, and expanding strategic customer relationships.
• Own and lead international negotiations with major DIY and Autocare customers, delivering sustainable growth and long-term value creation.
• Build and elevate strategic partnerships to drive market share gains, revenue growth, and profitability.
• Lead, inspire, and develop a high-performing team of seven professionals, including one Senior National Key Account Manager managing three Field Sales Representatives, three National Key Account Managers.
• Foster a culture of excellence, accountability, and continuous development, enabling teams to maximize their potential and deliver outstanding results.
• Take full ownership of commercial performance and P&L management, leveraging data-driven decision-making to optimize revenue, margin, and investment returns.
• As a member of the France/Italy Commercial Leadership Team, actively shape business strategy, contribute to key decisions, and collaborate cross-functionally to deliver company objectives.

Education: Business School (“Grande école de commerce”) or MBA

Experience:

Extensive commercial experience across different B2C and B2B channels.

Experience of managing B2C distributors is a plus.

Knowledge of the FMCG retail landscape and key market dynamics.

Solid understanding of the legal framework governing French B2C and B2B distribution.

Proven people leadership capabilities, with a passion for developing talent and building high-performing teams.

Strong negotiation skills, with successful experience managing relationships and agreements at both national and international levels.

Fluent in English, with the ability to operate effectively in an international and multicultural environment.

Strong commercial and financial acumen, including P&L ownership and a consistent track record of delivering business objectives.

Collaborative mindset with a strong focus on teamwork and long-term business success.

Solid stakeholder management and influencing skills, with the ability to align internal and external partners behind a common vision.

Agile and resilient leader, capable of driving transformation and navigating change with confidence in a complex and matrix environment.