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Charles-Henri DE ROBILLARD

En résumé

Profil complet sur :Array

Je délivre de la croissance à l’international en environnement BtoB.
J’ai élaboré puis mis en œuvre des stratégies de développement, au niveau «Produit» et «Périmètre Opérationnel».
Expérience dans le Packaging, la Santé, Boisson et Alimentaire en Europe, Chine, Moyen-Orient.

De 2004 à 2012, j'ai relancé l’activité "Export" puis "Packaging Pharmaceutique" de Global Closure Systems (packaging plastique).
A partir de 2012, expatrié en Chine en tant que « Directeur Business Développement Asie », j'ai remanié la stratégie vers davantage de valeur ajoutée et atteint +45% de croissance en 4 ans grâce au lancement de produits innovants.

Praticien du management matriciel, direct et de transition, j'ai su faire évoluer des équipes multiculturelles en situation de retournement stratégique.

J'ai 15+ années d'expérience dans l'export, la création de réseaux de distribution internationale dans des industries B2B, ainsi que dans la création de valeur en environnement complexe.

J'ai évolué dans les secteurs de la Santé et des Dispositifs Médicaux, de l'Hygiène Personnelle, de l'Alimentaire et de la Boisson, des Documents Sécurisés et de leur Systèmes d'émission.

J'ai une formation "Commerce international" complétée par un EMBA HEC.

Mes compétences :
Emballage
Grands comptes
Management
Packaging
Pharmacie
Plasturgie
Management opérationnel
Gestion grands comptes
Management de transition
Négociation
Commerce international
Conduite du changement
Développement produit
Stratégie d'entreprise
Stratégie commerciale
Business development
Industrie
Marketing

Entreprises

  • Global Closure System - Business Development Director, Asia ⅼ Business turn around ⅼ Packaging Beverage, Personal Care

    2012 - maintenant Business in charge: ≈50M€
    Expatriate regional position based in Shanghai, China - also covering Thaïland & Philippines

    A/ Business Development: "from volume to value" model by Change management and Innovation leverage:
    ♦ Geared business development from 34M€ to ≈50M€.
    ♦ Restructured customers’ portfolio - Led ABC analysis.
    ♦ Leveraged Group Innovation to steer development towards value-added new markets.
    ♦ Trained sales teams on structured path to push value creation in their business.
    ♦ Leveraged deal differentiators: time to market, finance, exclusivity, innovation, service & value creation.
    Resulting in >100M€ award protected by Intellectual Property and creative finance scheme.

    B/ Strategic Plan Design & Implementation:
    ♦ Built sales 5 Year Business Plan at regional level prior to the sale of GCS business (2016).
    ♦ Performed turnaround in Asia’s business and lifted business intake by 50% within 18 months.
    Resulting in >10% CAGR over the period and with significant positive impact on Ebit.

    C/ Global Key Accounts
    ♦ Emphasized global key accounts upstream intimacy coordinated with group matrix organization.
    ♦ Structured dedicated team to partner with customer at R&D, Marketing and Operations levels.
    Resulting in several multi-million euro project awards – mostly Unilever and Procter & Gamble in Personal Care.

    D/ Multicultural management
    ♦ Managed directly and remotely teams in 3 countries.
    ♦ Recruited Sales Directors in 2 BUs.
    ♦ Implemented change management and learning curve for good business practices and autonomy.
    ♦ Successfully negotiated complex recurrent contract with local Chinese companies through local teams.

  • Global Closure System - General Manager ⅼ Production facility, 120p ⅼ Transition Management

    2012 - 2013 Operations in charge: 9M€, 120 people.

    Change management after general collapse and crisis solving.
    ♦ Implemented Change Management through operations renovation and cultural change impulse.
    ♦ Negotiated for strike way-out; then managed production facility at Shanghai (120p.) – being the only expat onsite.
    ♦ Kicked-off renovation plan.

  • Global Closure System - Pharmaceutical Market Director ⅼ Plastic closures & Medical devices ⅼ Global Product strategy

    2006 - 2012 Business in charge: 35M€ (Health Care at GCS).

    A/ Strategy and change management: from stand-alone Business Units operations to coordinated Global strategy
    ♦ Led change from 5 stand-alone BUs to coordinated Health Care sales team in line with new shareholder's governance.
    ♦ Designed sales strategy and product strategy for the Health Care market segment, built Business Plan.
    ♦ Implemented strategy: Actions Plan, Sales Tools, KPIs & Capex decisional support in Private Equity environment.
    ♦ Created Intranet site dedicated to Group "Health Care" business.
    ♦ Initiated Group visibility through Events & exhibitions
    ♦ Promoted plan towards European Key Accounts: Boehringer, Fresenius GSK, Pfizer, Schering-P.
    Resulting in annual global business growth duplicated in 4 years, reaching 7%

    B/ Business development through Innovation
    ♦ Organised budget pooling for new product investments for Health Care line of products
    ♦ Lifted up Added Value mix through 3 strategic projects, from simple reshape to breakthrough innovation
    ♦ Coordinated with R&D and Marketing product development plans
    Resulting in 3 new product launches in Health Care, one of them patented

  • Global Closure Systems - Pharmaceutical Market Manager

    2004 - 2012 CROWN POLYFLEX : Plastic containers / Crown, 7MM€ turnover

  • Oberthur - Directeur de Zone Amérique Latine

    Colombes 1997 - 2002 Oberthur : Security printing, 650M€ turnover

  • Pierson Meunier Export - Responsable de Zone Afrique de l'Ouest

    1994 - 1997 PIERSON MEUNIER EXPORT : Agency and trade in food products - 7,3 M€ turnover

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