Liège, Walloon Region, Belgium
Results-oriented entrepreneur, proven track records in performance and profit improvement, innovative problem solver, solid experience in International business practices, very flexible and highly motivated manager. Transferable Competences People Management • Manage a team of 6 employees in BME Moscow Representative Office (Moscow – Russian Federation). • Member of the Executive Committee of the main Office. • Recruit, train, motivate and coach. • Design and implement a results oriented performance plan, implement a systematic ‘annual evolution and performance interview’ (PMP) with each employee. • Train distributors and dealers personal (220 individuals). Business / Finance • Full P&L responsibility (47,0 million US $) • Yearly budget process, follow-up, corrective elements. Analysis of the intermediate quarterly balance • Global Monthly reports and individual weekly reports. • Full responsibility of the customer’s account management (in coordination with Headquarters). Sales & Marketing • Survey Customer Satisfaction Index (CSI). • Organize external and internal communication, customer events. • Work with product management and R&D departments. Study and define new product needs. Target, objectives, pricing policy. • Collect and report to Headquarters all data’s pertaining to local legislation. • Develop and implement marketing (business) plan. • Manage and develop a reliable forecasting process. Marketing Services • Create and develop promotional material specifically suited for the local market. Strategy • Analysis of the marketing issues for the various brands in the portfolio. • Development of creative “out-of-the-box” solutions, after taking control of all operational aspects. • Evaluate potential alliances and acquisitions.
In 2006, in view of the results of the Moscow Operation, I was promoted to the position of General Manager C.I.S. and Director of Brunswick Marine Representative office reporting directly to the President of Brunswick Marine Intl (territory covering EMEA + Asia and South America). I also became a full member of Brunswick Marine in EMEA Steering Committee. During this period of time, our operation always exceeded both budget and forecast for net sales and division contribution. In the same time, thanks to a very strict control of all expenses, we were always well below budget in terms of operating expenses. Last but not least, our distributors had by far the best DSO of all EMEA accounts.
In view of the huge potential identified in the C.I.S., I was asked to move to Russia and to open a representative office. This was most probably the most challenging task ever given to me as we really had to start from scratch in a less than friendly environment. I had to appoint a full team of Russian employees and to make sure that all our product lines would meet the very stringent local certification specifications (Gost R). We also had to develop our own advertising material as whatever got produced neither in the U.S. nor Europe was suitable for this very specific market. We also had to find ways of providing all our distributors and dealers with Service literature in the local language. This was done at no cost to the company. Within 4 Years, we appointed no less than 10 distributors, 2 OEM’s and a unique Hi-Perf and Racing Service centers in 4 countries supervising a network of 220 fully qualified Mercury dealers. By the end of 2002, The C.I.S. had become the largest export market (in terms of units) for the European operation.
In addition to my position as Distributors Sales Manager EMEA I was asked to start exploring the possibility of establishing business relationships with the countries of the then defunct USSR.