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Business Unit Manager from the consumer products, retail & l

Business Unit Manager from the consumer products, retail & l

Work Experience

Result oriented and experienced sales, marketing & general manager with 20 years proven record of successes in blue-chip consumer products companies in Europe. Combines hands-on business approach from large operational experience with strategic and structured thinking from management consultancy.
Strong customer focus-driven team leader. Various consumer products sectors and business models expertise. Outstanding presentation and negotiation management skills. Flexible personality and geographic mobility

11/2005 - Expertise (interim & consultancy in sales/marketing/general management)
OWNER & MANAGING DIRECTOR
expertise’s goal is to help consumer products, retail & luxury companies to improve their businesses by driving growth, cost efficiency and shareholder value in Europe.

Key roles between multiple projects :
04/2007 - 12/2007 NEWTON 21 (€40mio marketing & communication group with HQ in Brussels)
MANAGING DIRECTOR (interim) BELGIUM
Build a business plan defining distinctive service offering, organization, alliances, go to market plan and growth strategy through acquisitions.
P&L responsibility of €5mio turnover. Position based in Brussels.

11/2005 - 03/2007 ARC-INTERNATIONAL (€1.5bio cookware and tableware company)
GENERAL MANAGER (interim) GERMANY-AUSTRIA
1. Rebuild the German cookware business after the sale of the Pyrex brand by Newell Rubbermaid to Arc-International. Develop organization, distribution model and relationships with top customers.
P&L responsibility of €5mio turnover
2. Define a leading/profitable €15mio turnover tableware business model for the brands Luminarc, Mikasa, Cristal d’Arques detailing global strategy, distribution model, organization and investment plan.
Position based in Germany.

01/2005 - 10/2005 CURVER (€200mio plastic housewares company)
GENERAL MANAGER FRANCE, BENELUX & EXPORT
P&L responsibility of the French, Benelux and Export Curver plastic housewares business (staff 70, turnover>€50mio)
Position based 50% in France and 50% in the Netherlands.

Key achievements :
1. Set-up the 2 Curver French SAS and Benelux/Export BV affiliates in new office locations
2. Restructure business and plan to increase operating income by 5% in France
3. Relaunch the Curver brand as category market leader (30% market share in France and 60% in the Netherlands)
Reason for leaving : restructuring resulting in contract termination.

08/2003 - 01/2005 NEWELL RUBBERMAID ($6bio non food group)
GENERAL MANAGER BENELUX
P&L responsibility of the Benelux housewares (Rubbermaid, Pyrex) and family business units (Graco baby products, Little Tikes toys (staff 35, turnover>€30mio). Position based in the Netherlands.

Key achievements :
1. Build Pyrex business stretching the brand from glass ovenware to other cookware segments doubling turnover
2. Keep the European best-in-class mid-teen profitability of the Benelux plastic business in a highly competitive and increasing costs environment
3. Grow Graco/little Tikes toys sales and margins reducing distribution & transport costs
4. Develop organization with new reporting, communication mindset and structure
Reason for leaving : sale of the European plastic business and the brand Curver from Newell Rubbermaid to private company. Opportunity offer to set up Curver France and Curver Benelux/Export affiliates.




2000/2003 CAP GEMINI ERNST & YOUNG (€8bio consulting company)
MANAGING CONSULTANT (Consumer products & retail practice)
Business development, subject matter expert, delivery and project management for the consumer products & retail sector

Key projects :
1. For companies : Coca Cola, Kraft Foods, Procter & Gamble, British American Tobacco (BAT) and Vandemoortele
Sales & marketing benchmark to recommend improvement areas analyzing performance on management organization, brand offering, key account, field operations and customer service. Based on 64 in-depths interviews with participating companies and retailers. Detailed results presented to executive committees of participating companies. Has also resulted in large visibility and press coverage.
Role : business development, delivery and project management.
2. Carrefour Belgium : development of a new real time direct marketing loyalty programme with card for the hypermarkets.
Position based 6 months in Brussels Carrefour office. Role : delivery and project manager
3. Inbev France : strategy clarification, design, implementation and coaching of a marketing & sales scorecard
Role : delivery and project manager
4. British American Tobacco (BAT) worldwide : definition of a Customer Relationship Management (CRM) strategy supported by Siebel with deployment in 50 countries
Role : manager in charge of the development of the sales marketing solution. Position based 5 months in the UK
Reasons for leaving : Cap Gemini main focus on IT. General management business opportunity.


1998/2000 PARFUMS CHRISTIAN DIOR (LVMH) (€2bio cosmetics & fragrances group)
COMMERCIAL DIRECTOR BENELUX
Number of staff : 19. Turnover>€30mio. Reporting to the General Manager Benelux

Key achievements:
1. Keep market leadership in Belgium and reinforce position in Holland launching woman fragrance “J’Adore”
2. Merge Benelux developing synergies and simplify processes between Holland and Belgium
3. Quality and performance review of the 700 outlets selective distribution network for Dior
4. Improve the service level of the customer service organization implementing sales force automation tools and SAP
5. Train the organization with new sales & marketing techniques
Reason for leaving : no autonomy for local decisions.

1988/1998 PROCTER & GAMBLE ($80bio household and personal care group)
1996/1998 SALES MANAGER COSMETICS & FRAGRANCES BENELUX
(Prestige fragrances brands : Hugo Boss, Giorgio Beverly Hills, Laura Biagotti.
Colour mass cosmetics brands : Cover Girl, Max Factor, Ellen Betrix, Olaz Cosmetics)
Turnover responsibility>€50mio. Reporting to the Vice President Europe distributor operations

Key achievements:
1. Consolidation of the Benelux business into one single distributor improving focus and profit by €2mio
2. Launch plans of a new make-up brand based on the UK success model adapting mass market ECR, category management principles to the Benelux Cosmetics market
3. Launch of the new “Hugo Woman” fragrance with a pull marketing strategy resulting in Hugo Boss becoming market leader in Holland.
Reason for leaving : opportunity to work for the world leading luxury group LVMH.

1995/1996 FIELD UNIT MANAGER & COVER GIRL BRAND MANAGER
Sales responsibility of the P&G field operations in Belgium South for all businesses building people management experience
Number of staff : 11

Key achievements:
1. Reorganization of the field coverage to improve cost structure and efficiency
2. Team training and development
3. Develop Cover Girl (cosmetic brand in the food market) sales defining media, pricing and merchandising strategy.

1993/1995 TRADE MARKETING MANAGER PAPER AND BEVERAGE, HEALTH AND BEAUTY CARE & COVER GIRL BRAND MANAGER
Reporting to the Sales Director.
Translation of the corporate brand strategy in commercial plans including the launch of new products and development of merchandising material. Representation of the sales community in front of all departments. Teamwork with other European countries to share and leverage best practices.

Key achievements:
1. Set up defensive plan on the Pampers business preventing the Euro launch of a new major competitive diaper. One year later, market share of this competitor in Belgium was below 10%, among the lowest in Europe
2. Set up defensive plan to prevent the competitive launch of a haircare and resulting in the P&G brand Pantene becoming market leader.

1988/1993 FROM FIELD SALES ACCOUNT REPRESENTATIVE TO KEY ACCOUNT MANAGER DETERGENT, PAPER AND BEVERAGE BUSINESS OF THE LARGEST P&G CUSTOMER (CARREFOUR)
Increase P&G sales developing distribution level, shelf space, pricing and promotional support obtaining record high market shares.
Key achievement:
Manage the move from direct deliveries to central deliveries with Carrefour via external contractor (Excel Logistics).
Has involved extensive processes analysis in teamwork with customer service department, finance, logistics and field sales force. Has resulted in continued growing business during transition.



Education

MBA from University of Louvain (Belgium) 1987

Skills

Sales, marketing, general management
Business development
International sales
Consumer products, retail & luxury sector expert

Languages

Dutch, French (native), English, German, Russian (basic)

Other

Full geographic mobility with also special interest for Eastern Europe (Russia, Ukraine, Poland...)

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