Strategic climate lead - head of sales climate h/f

L'objectif du poste est de développer la stratégie RSE du groupe sur le portefeuille clients Climate Europe et de vendre l'ensemble du réservoir décarboné de Tereos.
La répartition des clients Climat est transverse par rapport à l'organisation des ventes Europe actuelle et future. Une coordination globale et un reporting à la Directrice des Ventes est nécessaire pour faire avancer ce pilier stratégique et développer les parts de marché liées à la décarbonation et à l'agriculture régénérative.

Le rôle et les responsabilités du poste de Strategic Climate Lead / Head of Sales Climate sont les suivantes :
- Coordonner l'ensemble des offres décarbonation et RegAg sur l'ensemble du périmètre européen.
- Définir et mettre en place le lead to contract des offres Climat.
- Décider de l'agenda des rencontres clients et animer les meetings associés avec les clients et les équipes commerciales.
- Animation transverse des équipes commerciales Europe en charge des offres Climat.
- Responsable de l'atteinte du plan à 3 ans Climat en Sucre, S&S et Alcool.

Les missions principales du poste de Strategic Climate Lead / Head of Sales Climate sont les suivantes :
- Lead : gérer et actionner une équipe transverse de commerciaux européen, KAM et SKAM en charge des offres Climate pour assurer le suivi des actions commerciales
- Coordination globale Climate : assurer la coordination globale des ventes Climat Europe vers le stream Emergence assuré par le Département Marketing
- Maitriser les offres Climate sur le plan agricole, énergétique et industriel (les différentes propositions de valeur ; la méthodologie de pricing)
- Être capable de comprendre le besoin du client en matière de RSE, de promouvoir les initiatives de Tereos auprès du client et de traduire les objectifs du client en projet et en offre commerciale
- Comprendre la méthodologie de calcul d'une prime Climate et la commercialiser auprès de ses clients
- Etre capable de designer l'offre Climate adaptée au besoin du client (y compris pricing)
- Créer de la valeur chez le client et renforcer la pérennité du business via les offres Climate
- Coordonner l'ensemble des offres Climat, de dupliquer les succès, de formaliser les propositions de valeur par business (sucre, S&S et Alcool) et de développer des offres adaptées à chaque client.
- Animation de l'équipe transverse Climate Lead
- Assurer le déploiement des offres Climat sur les clients de la short list / hunting list au sein de chaque région
- Assurer un reporting bi-mensuel à la Directrice des Ventes Europe et mensuel au Codir Groupe
- Valider les offres Climat partagées avec les clients avec l'équipe opérationnelle et la Directrice des Ventes Europe
- Participation aux meetings Clients pour les sujets Climate décarbo et RegAg
- Centralisation des besoins et demandes clients afin de remonter les besoins à l'équipe Climate opérationnelle et de construire les éléments nécessaires (pédagogie, méthodologie, offre standard, offre customisée)
- Animation de la RSE au sein des équipes régionales en fonction des besoins Who are we?

Tereos is one of the leaders in the sugar, alcohol, and starch markets. The Group's societal and environmental commitments contribute to the company's long-term performance while strengthening its role as a responsible actor.

A cooperative group, Tereos brings together 10,300 cooperative members and has recognized expertise in the processing of sugar beet, sugar cane, cereals, and lucerne. With 38 industrial sites, operations in 14 countries, and the commitment of its 15,600 employees, Tereos supports its clients closely with a wide and complementary range of products. In 2, Tereos achieved a turnover of 5,93 billion Euros.

To learn more, visit tereos.com

Contract : Permanent

Job location : 1 rue de Senlis, Moussy-le-Vieux, Seine-et-Marne, 77230, FRA

Your missions :

The objective of the position is to develop the Group's CSR strategy for the Climate Europe client portfolio and to sell the entire decarbonized offering of Tereos.

The Climate client distribution is cross-functional relative to the current and future European sales organization. Global coordination and reporting to the Sales Director are necessary to advance this strategic pillar and grow market share related to decarbonization and regenerative agriculture.

The role and responsibilities of the Strategic Climate Lead / Head of Sales Climate include :
- Coordinating all decarbonization and RegAg (Regenerative Agriculture) offerings across the European scope.
- Defining and implementing the lead-to-contract process for Climate offerings.
- Setting the agenda for client meetings and leading those meetings with clients and sales teams.
- Cross-functional leadership of the European sales teams responsible for Climate offerings.
- Accountability for achieving the 3-year Climate plan across Sugar, S&S, and Alcohol.

The main missions of the Strategic Climate Lead / Head of Sales Climate are :
- Leadership : Manage and activate a cross-functional team of European salespeople, KAMs, and SKAMs responsible for Climate offerings to ensure follow-up on commercial actions.
- Global Climate Coordination : Ensure overall coordination of Climate sales in Europe with the Emergence stream led by the Marketing Department.
- Master the Climate offerings from agricultural, energy, and industrial perspectives (value propositions, pricing methodology).
- Understand client CSR needs, promote Tereos initiatives to clients, and translate client objectives into projects and commercial offers.
- Understand how to calculate a Climate premium and market IT to clients.
- Design Climate offers tailored to client needs (including pricing).
- Create value for clients and strengthen business sustainability through Climate offerings.
- Coordinate all Climate offers, replicate successes, formalize value propositions by business line (Sugar, S&S, Alcohol), and develop client-specific offers.

Team Leadership and Reporting :
- Lead the cross-functional Climate Lead team.
- Ensure deployment of Climate offers to clients on the short list / hunting list in each region.
- Provide bi-monthly reporting to the Europe Sales Director and monthly reporting to the Group Executive Committee.
- Validate Climate offers shared with clients with the operational team and the Europe Sales Director.
- Participate in client meetings on decarbonization and RegAg topics.
- Centralize client needs and requests to escalate them to the operational Climate team and build necessary materials (education, methodology, standard/customized offers, etc.).
- Promote CSR within regional teams based on needs.

Your profile :

Experience and Qualifications :
- 10-15 years of experience in CSR, decarbonization, and regenerative agriculture topics
- Proven track record in commercial negotiation
- 5 years of experience in team management and cross-functional leadership
- Master's degree in Business or Engineering School
- Fluent in French and English; proficiency in a third language is a plus
- Proficiency in CRM and back-office tools such as Salesforce and Power BI is required
- Strong skills and ability to work in project mode

Embodiment of Tereos Values :
- Collaboration : Demonstrates team spirit, mutual support, and trust while considering everyone's challenges to find common solutions
- Boldness : Dares to propose and take initiative to progress and tackle current and future challenges
- Pragmatism : Acts with agility, simplicity, efficiency, and common sense, prioritizing concrete actions
- Performance : Strives for excellence by acting with a high level of rigor and responsibility to meet commitments

Soft Skills :
- Accountability : Takes ownership of the client relationship both internally and externally
- Customer Orientation : Builds strong relationships with clients and delivers customer-centric solutions
- Strategic Thinking : Anticipates future opportunities and translates them into breakthrough strategies
- Action-Oriented : Seizes new opportunities and tackles tough challenges with urgency, high energy, and enthusiasm
- Results-Driven : Consistently delivers results, even under difficult circumstances
- Networking : Effectively builds formal and informal networks inside and outside the organization
- Agility/Adaptability : In a fast-changing and competitive market environment, demonstrates strong adaptability and quickly adjusts tactics to meet expected goals
- Resilience : Maintains consistent effort throughout the negotiation process

Reasons to join us :

Joining Tereos means giving yourself the opportunity to develop within a cooperative Group that is a leader in its markets.
IT also offers the chance to take initiative in a collaborative and meaningful environment to tackle the challenges of tomorrow in food, energy, and health by valorizing plant-based raw materials.
We are committed to personal and collective well-being through our initiatives to promote work-life quality and balance. Convinced of the richness of diversity, an essential component of our growth, we are dedicated to gender equality and developing an inclusive corporate culture where everyone can bring their authenticity and uniqueness to work.

To learn more, visit https://tereos.com/en/carrieres/