Greater Colmar Area
More than 20 years of leadership experience in international business, in the industry, particularly in the packaging sector. 8 years of experience in direct and matrix people management of international remote teams: up to 8 sales persons. Expert in technical B2B sales with high added value, and animation of distributors or sales agents networks. Outperformer and large business developer, organised, rigorous, results oriented with a long term vision. High relational ease. Perfect knowledge of the whole Europe. International mobility. French: Mother tongue. English: Bilingual level (C2). « English and Study Skills Diploma », Glasgow (GB), 1996. German: Fluent (C2). Diploma « German Multi-media », 2010. Spanish: Elementary knowledge (A2). Intermediate understanding. Market development, Prospection, Over performance, Value added, New customers, Sales team manager. EMEA, DACH, GAS, EEC, Europe, European Union, Benelux, Scandinavia. B2B, Distributors. Made to order, Industry Group Manager, International Key Account Manager, Sales Excellence Trainer, Pharma packaging, Healthcare, Diagnostics, Medical, Aluminium foils, Laminated films, Shrink films. Solid board, Paper, Paper board, Carton, Emballage,
Selling the “glass pharma” division products (moulded and tubular) on the new virgin markets : Africa and Middle-East. Identifying and prospecting the end-customers (pharma laboratories), searching for the appropriate local partners, launching the packaging products (syrup bottles, vaccine vials, ampoules …) referencing. Results: Few hundred of companies contacted, countless ongoing opportunities, turn-over trend in high rise.
Revitalised the sales of the Pharma films products (BU Healthcare) in central Europe : aluminium based flexibles films used for the packing of medicines products (blisters, sachets, stick-packs…). Negotiated the commercial contracts with all key accounts (including the large Swiss pharmaceutical companies). Developped customers projects in the short and medium term. Investigated all new possibilities intensively. Collaborated with all other group departments (R&D, production, supply-chain, finance…). Calculated all offers. Budgeted all monthly sales forecasts per factories. Digitalized and uptated all sales information. Results: Turn-over surpassed from 8 to 15 M€ (+ 35 to 40 % yearly), with a margin growth of 60 % on the 1st year. Elected "Rookie of the year" 2019 !
Redeployed fully the company sales, from a historic customers base of cardboard resellers, to a new profitable B2B customers base of industrial packaging convertors firms. Created a clear pricing strategy based on all internal production costs, on the market demand and on competition. Managed, supported the 5 subsidiaries sales teams, guided all actions, contributed to the collective successes. Results : Turnover expanded from 15 to 22 M€ (for a stable yearly production capacity of 50,000 tons of board).
Developed direct and indirect sales on territory : France, DACH and Eastern Europe, former USSR countries. Supported and facilitated all distributors actions by regular end-customers visits tours, and evaluated their work. Calculated each offers, checked the progress of all projects, and reported key activities to the plant management. Results: Turn-over increased from 15 to 17 M€ in a year on the managed sales territory.