Greater Paris Metropolitan Region
Driven by 25+ years of international experience, I specialize in transforming technical complexity into sustainable growth within demanding industrial sectors. My core expertise lies in evolving business relationships from transactional models to Preferred Strategic Partnerships. As I prepare to bring my expertise to the world of High-End Packaging, I lean on a solid track record of: - Strategic Vision: Designing pan-European commercial strategies that align technical innovation with market-specific needs. - The Culture of Excellence: A career rooted in "zero-defect" industries (Pharma & CDMO), fostering a commitment to uncompromising quality and precision—values essential to the Luxury and Prestige markets. - Business Transformation: Expert in shifting sales focus toward high-margin, value-added solutions that elevate product positioning and brand identity. - Global Leadership: Passionate about mentoring multicultural teams and achieving record-high customer and employee satisfaction. With a background in Industrial Biology Engineering (EBI), I combine technical rigor with sharp business acumen to ensure every strategic project is an operational success.
* Strategic Transformation: Orchestrated the company’s evolution from a traditional component supplier to a Valued Strategic Partner for major pharmaceutical players. * High-Value Portfolio Strategy: Shifted the commercial focus toward high-value-added products and innovative sealing solutions for sterile drugs and medical devices. * Market Diversification: Successfully managed a diverse and complex customer portfolio across multiple markets (DACH, UK, Southern Europe, Nordics, Benelux), tailoring strategies to varied therapeutic needs. * Sustainable Growth: Delivered consistent double-digit revenue growth and significant EBIT expansion through optimized sales strategies. * Global Leadership: Lead and coach a high-performing international team of 30+ Key Account Managers and Customer Service representatives across the EU and US. * Cross-Functional Synergy: Fostered deep collaboration with R&D, Quality, and Operations to ensure seamless delivery of complex, multi-stakeholder projects.
• Drive revenue growth by maintaining and expanding existing business relationships with multinational pharmaceutical customers. • Proactively identify and pursue new project opportunities through strategic engagement with customer headquarters and global subsidiaries. • Develop and execute comprehensive account plans and roadmaps to achieve business objectives. • Cultivate strong, collaborative relationships with key decision-makers across customer departments (Purchasing, Marketing, QA, R&D, Packaging Development), positioning Datwyler Pharma Packaging as a preferred development partner. • Lead commercial and technical aspects of customer engagements, including negotiation and definition of product specifications. • Negotiate and secure profitable contracts while ensuring high levels of customer satisfaction. • Develop and manage sales forecasts and budgets to support business planning. • Achieve and exceed sales targets
Drove long-term organic growth by transitioning from account management to strategic industrial partnership, overseeing the full lifecycle of complex CDMO projects from R&D to large-scale commercial manufacturing. • Fostered strategic partnerships through a win-win approach, anticipating and identifying customer needs, and delivering innovative, cost-effective solutions that met stringent quality, cost, and lead-time requirements. • Led complex bid response processes, encompassing in-depth economical, technical (industrialization, transfer, R&D, regulatory), and planning studies. Managed quotes for high-volume orders. • Successfully prospected and developed new business with emerging clients. • Effectively coordinated internal and external teams to ensure successful new product launches. • Negotiated and managed complex contracts to optimize commercial terms and conditions. • Proactively monitored and improved financial profitability for each Business Unit and product family. Implemented Lean Management principles to drive cost optimization. • Consistently achieved budget targets.
Spearheaded the strategic expansion into the high-value dermo-cosmetic market, leveraging Famar’s pharmaceutical rigor and industrial best practices to transition the portfolio toward high-margin, specialized skin-care solutions. • Managed a high-performing team of 3 Product Managers. • Successfully managed sales and profitability of the portfolio. • Led the response to bid offers, encompassing economic, technical (industrialization, transfer, R&D, regulatory), and planning assessments. • Proactively developed new business with key clients. • Organized and executed successful trade show participation at PLMA. • Effectively coordinated internal and external teams for the successful launch of new products. • Determined and managed accurate Cost of Goods. • Negotiated and executed profitable commercial contracts with clients. • Consistently achieved budget targets.
Spearheaded the development of new cosmetic ranges in close collaboration with cross-functional teams (R&D, Quality, Purchasing, Production, Supply Chain) and key customers. • Successfully launched 100+ new SKUs annually for prestigious European cosmetic and dermo-cosmetic brands and major retailers • Proactively managed the entire customer lifecycle: • Responded to Requests for Quotation (RFQs) • Led complex projects from inception to successful launch • Ensured seamless administrative, legal, and financial project coordination.
• International Health & Beauty Market Analysis (Identification of marketing and perfume trends) • New marketing concept proposals (perfumes and ingredients)