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Danone-Unimilk (Russia)
- Channel Key Account Director
2009 - maintenant
Missions:
- Grow the Top Line and Manage P&L for 9 of the key market players.
- Elaborate common and relevant Business Plan with every client.
- Move from a Basic cooperation to an integrated and synergetic relation with clients.
- Structure and lead a KA cross-functional team.
Achievements:
- Merger of the Danone and Unimilk KA Team
- Implementation of commun contract conditions Danone-Unimilk
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Danone (Russia)
- Key Account Sales Force Manager
2008 - 2009
Missions:
- Create and manage a new dedicated Key Account Sales Force.
9 Key Account Executives, 230 Merchandisers, 5 sales Administrators
- Control in store enforcement of national agreements signed by National KA team.
- Develop a new ordering system to reduce Out of Stock and expired products.
Achievements:
- Reinforce Danone position in strategic stores and elaborate specific Promo Plans.
- Increase sales in those key stores by 10-15% on top of organic growth.
- Roll-out KA Sales Force in 10 cities.
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DANONE (Russia)
- Sales engineering Manager
2006 - 2008
Missions:
- Lead sales & cross-functional teams to develop new Proximity distribution system.
- Increase operation effectiveness to boost CBU sales growth target.
- Control in store execution to ensure DANONE domination & improve service client.
Achievements:
- Roll out new distribution system in 8 cities to date (incl. Petersburg & Moscow). => By the end of 2008 100% of direct operation will be covered by the new model (16 cities).
- Increase operational efficiency by 15% & sales by 7% on top of organic growth.
- Manage a 6 person team and support directly the whole Sales & Logistic teams in 13 cities.
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DANONE (Russia)
- Financial Analyst
2003 - 2006
Missions:
- Animate & develop the position of “Sales/Marketing controller” for DANONE Russia.
- Build networking with Commercial and Marketing team.
- Back Sales/Marketing Teams on all financial aspects of their day-to-day work.
Achievements:
- Growing up the position to a 3-4 people team.
- Designing tools (discounts, CAN variance, Promo efficiency, Media efficiency) to monitor and advice S&M team to boost performance.
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Procter & Gamble (Paris)
- AFH Sales Manager
2002 - 2003
Missions:
- Develop PRINGLES and Sunny Delight in the French alternative channel (AFH).
- Implement the European “Do It Yourself” project into DIY stores (as King Fisher). => Introduction of the company’s products, mainly Swiffer, Antikal, Mr.Proper.
Achievements:
- Increase PRINGLES and SD visibility and market shares in these new distribution channels, +18% in 2002, and management of a 6 salesmen team.
- Carrying out “Snacking Project” together with Sara Lee, Master foods, Danone.
- Get strategies approved within the key players: “Relay H”, “BP”, “Compass”
- DIY project: Get proper line-up listed in King Fisher, Bricorama, and Leroy Merlin.
