Greater Paris Metropolitan Region
- General Management - Track record both in Industry and Retail, in France and International - Experienced in the context of Company Merger, Business Integration, M&A, Due Diligence - Omnichannel development by creating Marketplace, fostering Delivery and increasing Store Footprint - Supplychain as key driver for sales, profit & cash growth - Powerful CSR policy - Passionate by People development & Change management - Marketing (15 years) & Sales (6 years) career - Digital empowerment: E-commerce & Social Media approach - Brand & New Product Development - Innovation management - Local & International Portfolio builder - Pricing & Promotional strategy - CRM, Datamining & Targeted Marketing
Full P&L accountability. METRO France is a € 5.3bn company offering to its HoReCa & Traders Customers an efficient multichannel experience (stores, delivery, digital). 9500 employees, 16 warehouses, 99 stores including last miles delivery facilities. Accelerate Topline Growth (from € 4,3bn to 5,3bd) and Market Share gain (from 14,3% to 16,7%) via : • Secure & optimize the Offer (assortment streamlining, differentiation, services) • Strengthen the Commercial proposal (multichannel -> foster digital and delivery X4, active selling, pricing) • Transform the E2E Supply Chain upstream network (from 16 to 11 warehouses while increasing capacity by 25%) and process, delivery service level and capacity, store efficiency and productivity • Focus on People & Culture (capabilities, commitment, engagement, wellbeing) : TOP Employer ranking from 293 to 5. Build a strong and sustainable METRO Business : • Advanced CSR program (Environmental & Social programs for METRO, for our Customers) • Recognized Company within its eco-system (Customers federations, Suppliers and Agriculture unions, Politics and Institutions) • Solid Market and Customer intelligence
In charge of Omnichannel (Stores & E-Commerce) , Expansion, Supplychain, Salesforces & Services Management of : 8500 employees – 98 stores – 17 logistic warehouses Accelerate Omnichannel rollout: • Empower current store portfolio (Digital equipment and people capabilities) • Foster delivery (logistic warehouse, process and IT, last mile capacity) • Develop powerful e-commerce (Marketplace, Store to Web & Web to Store) • Enhance Store network (City Centers and Compact Stores) Adapt our Supplychain to key challenges: • Increase product availability • Decrease instore complexity • Develop purchasing competitiveness • Contribute to omnichannel rollout o/w delivery Build a new Salesforce as a strong growth driver: • Develop Hunting capabilities vs Farming • Build Margin and Cash culture vs Volumes Develop a Service provider strategy: • Reinforce the reliability of After Sales Service (250 technical people) • Reshape and enhance our portfolio (design office, payment facilities, …) Digital Captain: • Lead the Digitalization program in France with Corporate Teams • Member of the jury of French Start-up for Metro Accelerators selection
Deploy a new brand positioning "Champion for Independent Business " under a new signature "You&Metro ." • Develop a 360 campaign: Print, Radio, POS and Digital as well as a program for Employees and Suppliers. • Resize all promotional media (leaflets, guides, direct marketing) to better balance the TELL & SELL. • Create new store signage (category, pricing, promotion, services) Reshape the Pricing Strategy. • Establish an Every Day Fair Price policy with less Promotion & more Customer Targeted Offers • Create governance & tools to monitor local prices (at Region and Store level) • Manage the right balance between Topline and Profit Develop Targeted Marketing : better usage of the Customer Data Base for 1:1 communication . • Empower Datamining (customer life cycle, churn prediction, ...) • Launch Instore Geofancing (Beacon technology) with Customer apps and salesfloor monitoring (digital devices) • Create new Loyalty Program Build the Digital Strategy : Management of Metro E-Transformation • Metro 2.0: integration of digital technologies to improve the customer relationship and service (incorporating the concepts of “Digital Outside” and “Digital Inside”) • Metro 3.0: Metro Transformation by anchoring the company in the digital ecosystem of our customers -> Omnichannel ( Web to store, Store to Web) by developping Marketplace, Dropshipping. Foster Innovation: • Identify, select and rollout Start-up • Mentor for TechstarsMetro Accelerator • Develop a new Innovation process Management of a team of 80 people: • Resizing the team for more Ownership, Accountability, Cross-functionality and Capability. • Building a culture of Master Project • Developing Engagement Rate (2013: 43%, 2014: 65%, 2015. 82%)
Bier Portfolio : reorganize the Brand Portfolio and reallocate ATL / BTL investments to develop the premium segment and become the undisputed leader: • “Building Winning Portfolio” Process: brand role / rationalize assortment / price positioning. • “Zero Based Budget” Process: allocation of investments to strategic brands & to consumers. • Repositioning of three brands with new Marketing Mix. ⇨ Growth of 3 out of 5 strategic brands as off the second year. Trading Products Portfolio: lead Category Management (purchasing, assortment, P&L) of Wholesale business for Heineken Switzerland. Build an organization (culture/process /skill) to focus on profitable & dynamic suppliers/brands (assortment reduction, negotiation). ⇨ Profit improvement for 2011-12. Management (32 people): • Restructure the department and set up a new team more focused on "Consumer Insight" as well as Innovation. • Recruit profiles with more leadership. 30% of the team renewed after one year.
Lead Category Management, Merchandising, Promotion, Sales Force training and incentives at national level (22 people) • Category Management / ECR: Category Captain for Carrefour, Acceleration Business Team implementation. • Merchandising : Cross-merchandising initiatives (Cold Beer), Draft Keg Execution, Heineken France SOS 2007/2006 increased by 1 Pt, Intermarché partnership. • Promotion : Higher efficiency for priority brands trough “Brand Shows” on pos, Exceptional visibility and SOM increase during Rugby World Cup, 360° concept. • Training : Focus on execution / efficiency / volume makers (Lead Country on Sales Performance Model, Pilot for Functional Competencies and Customer Management Program) • New CRM development and implementation. • Channel Strategy Review : additional 25 M€ GP Net identified for 2009-2011
After a 6 months experience of Category Manager, I take the responsibility for negotiating with these 3 Customers (Turnover: 160 M€) Results 2007/2006 in a context of stabilisation for the total market : • Carrefour : + 1,8% Volumes / + 5,5% turnover / + 2pt MS with increase of all KPI • Système U : +1,1% Volumes / + 3,5% turnover / + 1,4 MS • Metro : +7% Volumes / + 12% turnover