Founex, Vaud, Switzerland
Commercial and Business Development Director with 25+ years of experience leading profitable growth across EMEA in specialty chemicals, industrial, and energy-related markets. Proven track record of full P&L ownership, delivering double-digit revenue growth, expanding market share, and building high-performing multicultural teams. I specialise in scaling regional businesses, developing strategic customer and partner ecosystems, and leading complex negotiations with OEMs and key accounts across mature and emerging markets. My leadership style combines strategic vision with operational discipline, enabling consistent execution of growth plans while strengthening customer relationships and organisational capability. Key strengths include EMEA sales leadership, market expansion, pricing and contract strategy, channel development, and talent management. I am particularly experienced in accelerating the adoption of new technologies and aligning commercial strategy with broader business and sustainability objectives.
Responsibilities include leading the EMEA sales organization with 6 account managers, customer service and planning for Thermal & Specialized Solutions, developing and executing sales strategies, and managing a multi-disciplinary team across the region. The role encompasses full accountability for revenue growth, market expansion, and talent management, playing a critical part in driving the company’s strategic objectives in EMEA. Achievements Include: • Developed and executed sales strategy that resulted in a 30% YoY increase in revenue versus a target of 20% • Led the team to a 10% increase in market share in automotive aftermarket well above region’s plan. • Successfully support Global team and coach regional account managers in key negotiations in EMEA with Automotive and HVACR OEM’s leading to improved negotiation outcomes and stronger clients relationships • Implemented geographic expansion project with the support of marketing, product management and supply chain for Turkey, Africa and Middle East markets with 15% YoY sales result • Strong talent management, regularly scoring above 95% in the Leadership Effective Index run by the company on a yearly basis • Incorporated Channel Management function within sales team leading to effectively identifying key partners in the region to accelerate implementation of new technologies resulting in faster market adoption
Oversaw region operations, led cross-function teams, managed region budget, implement strategic plans. • Led sales, technical, marketing and product management across EMEA region • Full P&L responsibility while exceeding region cost and turnover targets • Expand market share in automotive aftermarket by 10% and commercial refrigeration by 15% above region plan though targeted strategies
Responsibilities included managing the EMEA product portfolio, overseeing P&L and developing regional marketing and operation strategies. Achievements included • Managed company’s product portfolio and Profit and Loss analysis in the EMEA region with sales over $400MM annually, ensuring robust financial oversight and market competitiveness. • Developed and implemented price and market strategies for the EMEA region which led to overall above market average 5% YoY price increase. • Achieved cost reduction through optimization of sales process, implementing strategies with external customers and maximizing tolling manufacturing which led to overall increase of 3.5% in company’s bottom line. • Implemented inventory optimization plan leading to a reduction in working capital by 10% for 3 product lines as well as improve customer experience due to quicker delivery time. • Segmented markets and products across the region and refocused marketing strategy on the high potential customer segments, ensuring targeted growth. • Supervised team of 4 employees with responsibility of production planning, tolling and administrative tasks, leading to enhanced operational efficiency. • Coordinated seminars with content responsibility throughout Europe and Middle East with key customers promoting new technologies and engagement. • Supported company leadership with Annual Operating and Strategic Plans and Market analysis, ensuring alignment with corporate objectives.
Responsibilities included managing high value product sales for refining and petrochemicals across Europe and Africa. Achievements Included: • Led negotiations and closed long term supply agreements with 3 key customers worth over $10MM per annum, ensuring sustained revenue streams • Won Honeywell PMT President’s Club Award in 2012 overdriving target by 120% by developing privileged relationships • Coordinated with Global Marketing introduction of new product line in Europe with revenue of $3MM, resulting in expanded product offering. • Drove retention and market growth in key technologies by understanding customer’s needs and helping them to succeed, leading to increased customer loyalty. • Consistently delivered sales above Annual Operations Plan by an average of 30% since joining the company, ensuring strong business performance.
Developed strategies for account penetration with major Oil companies in Africa, assuring strategies were consistent with the overall objectives for the region • Analysed and identify client’s needs and presenting Baker Petrolite capabilities to multi-level clients mainly to Production Foremen, Asset Managers, Operator Technical and Supply Chain Specialists. • Established database and intelligence for total available market, share of demand and growth opportunities. • Led sales efforts in Nigeria and Angola which resulted in new oil field chemical contracts