| Fonction |
Responsable commercial international
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| Secteur d'activité |
Biotechnologie / Industrie pharmaceutique, Commercial / Ventes, Construction / Matières Premières, Développement durable & CSR, Energies, Grande distribution / Commerce de gros, Industrie, Santé / Médecine
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| Biographie / CV |
15 years in Sales, Trade-Marketing, Go-To-Market strategy becoming the “Go-To-Person” to turn around declining biz into growing, sustainable & profitable ones across Pharma, FMCG and Professional Beauty
· Sales Leader, Go-To-Market and Organizational Strategy expert recognized for turning around Retail & Professional Hair Go-To-Market strategies, step-changing pharmacy division trade terms & customer reach and reframing regional profitability & expansion outages (Sales ranging $50MM to $500MM – up to 20 countries)
· International multi-channel experienced manager with track record of growing shares and footprint in B2C and B2B sectors from Retail supermarkets, Pharmacies, independent Beauty salons and chains and e-commerce
· Committed Collaborative Hands-on Leader able to engage lead-team, peers, direct, remote and third party collaborators (SME, technicians, affiliates, distributors and agencies) into “end-to-end” flawless execution to deliver top/bottom line goals (up to 15 Affiliates, 11 distributors – Led teams up to 30 persons)
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| Activité |
Regional Commercial Director – Distributor Markets
Procter & Gamble $80MM T/O 2013 – 2016 Geneva
· Responsible for full P&L of 15 countries, 11 distributors
· Turned-around the business from a -2% (2010-13) to a +7-9% (2014-16) CAGR with all brands growing
· Reframed all pillars for perfect end-to-end execution – stock, forecasting, investments, collaboration, capabilities
· Successfully opened 2 distributor markets (FR, BNL) for an incremental $3MM turnover in year 1
· Led events on share & reapply and capability development
EMEA Trade-Mkg & Biz Dev Leader – Professional Beauty
Wella $200MM T/O 2009 – 2013 Geneva
· Reframed Go-To-Market strategy to introduce a premium Tier in Wella Colour Portfolio to expand footprint (+6500 salons) and increase average turnover per salon by 12%
· Collaborated with the Affiliates on improved toolkits to better execute initiatives, drive capacity & savings (+1% BT)
· Redefined customer target and role of luxury brands within portfolio to gain 1200 salons and brand building consistency
· Created the 1st ever central seasonal offering and wholesaler channel 1-stop shop Bible (+$22MM turnover)
· Managed a team of 19 multifunctional people; direct/remote
Key Account Manager
Procter & Gamble $60MM T/O 2006 – 2009 Paris, FR
· Drove in-store sales fundamentals in Provera’s HM/SMs to reach highest ever shares in Laundry (39.5%) and 1st ever holistic Spring Cleaning Home Care event for P&G
· Partnered with Cora (hypermarkets) to the Baby category reinvention project to reach 44.5% value share
· Led Cora & Match (Supermarkets) team Joint Business Planning approaches, scorecard & tracking corporately
Pharmacy Channel Leader
Gillette Group $35MM T/O 2003 – 2006 Paris, FR
· Step-changed channel’s growth with 125 IYA YOY
· Recruited, led and coached an external sales force of 28 people and led national negotiation with Key Accounts and pharmacy groups to gain 1200 relevant active accounts
· Reframed GTM strategy and channel’s profitability – 112 IYA
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| Compétences |
P&L Responsibilities, SRM - Region/country Management - Distributor Management - Multi-channel Strategy - Sales and Negotiation skills - Biz Planning & Development - Trade Marketing - Project Management - CRM, DTC, Brand Building - Competitive Intelligence - Capability Drive
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| Projet |
I am looking for a new adventure where to contribute to turn around a declining or broken business into a growing, sustainable and profitable one in a commercial business leader role.
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