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Etienne DE SALINS

FLERS DE L'ORNE

En résumé

Strategy and Business Development
•Creation and implementation of an International Distribution network for 4 Shareholders (Europe,Asia, CIS, Canada, Duty Free)
•Development of creative growth drivers (Product and service innovation)
•Design and implement a Game Plan approach to engage Team to an aligned Mission and vision
•Leading role in negotiation for New distribution agreement, or new partners
•Management of restructuration plans

Management and organization:
•Management of Teams (multi location multi-functional, multi-cultural)
•Evaluation (Strengths and weaknesses identification), Team development programs, change management and recruitment.
•Strong Change Agent (new business, innovation, new processes, new culture)
•Creation and implementation of a Performance & Development review for the team (balance scorecards, KPIS aligned with vision…)

Sales
•Identification and recruitment of new distribution partners (Uk, Germany, France, Australia, NZ, Benelux, Spain, Portugal, Greece, Turkey, Distribution contract negotiations (Business plan, legal and tax matters)
•Integration of new brands (external acquisitions or company Integration within the existing Brand portfolio
•Management and overlook of Annual National and International Key Account deals (Carrefour, Tesco, Foodstuffs..)
•Challenge and implementation of new trading terms to optimize funds invested and related profitability
•Management of multi-site, multi cultural and multi-channel sales team ( National Key Account, On Trade and Off trade field sales),
•Creation and implementation of Bottom up and Top down Brand marketing plans
•Analysis and management of cross Border trading business linked to International pricing policy
•Implementation of a Customer Relationship Management system (Sales/marketing) , improving Promotional planning and effectiveness

Marketing :
•Revitalization projects for CoreBrands (Jim Beam NZ, Cointreau Benelux, Jagermesiter Holland, Genevers BOLS…)
•New product launches (packaging & product innovation) Piper Heidsieck, Passoa, Pisang, The Famous Grouse
•Consumer driven strategy, with clear segmentation, identification of core and secondary targets
•Creation and implementation of a BtoB Digital Communication strategy
•Digital marketing BtoC Programs mainly in the UK and Germany.

Finance :
•Definition and implementation of Budgetary control and Medium Term plan processes.
•Implementation of performance monitoring tools.(Reporting/Sales & costs control) and increase in effectiveness and speed to get the right information at the right time,
•Implementation of ERPs – experienced understanding of IT systems (ERPs, CRM, Business Warehouse, SAP, Navision, EPICOR, AS400, SAP CRM Mobile, BW, Cognos, EssBAse-ExecViewer…)
•Consolidation of financial statements, (IFRS norms – Group at stock exchange Remy Cointreau, Thomson…)
•Management of Internal Audit missions
•General Knowledge of Legal aspects(mainly Distribution agreement, HR dismissal, Tax optimization- transfer pricing policies)
•Cash Management (forecasting and relationship with bankers)

Project Management:
•SAP International project, and operational implementation for 5 operating companies (Benelux, NZ, Australia)
•Third Party Agreement – partnership - joint-venture (Russia, Holland, Spain..)
•Companies Restructuring (1998 Russian crisis, Benelux Back office optimization project)
•Management of transition projects (Brand Purchase/transfers)- Commercially/marketing/Legal and Tax
•Implementation of CRM Mobile , APO (Supply chain) and Business Warehouse (Reporting).
•Implementation of a Balance scorecard and top 10 KPIs for the Maxxium Worldwide Group
•Definition an implementation of a process to increase follow up, effectiveness and return on Investment of Advertising and Promotional funds (65 markets)

HR Management:
•Implementation of a Performance Development Review program
•Redefine Bonus policy in line with newly defined strategy
•Creation of a Recruitment process (identification of Needs /key role definition)
•Restructurin

Mes compétences :
Business
Business development
Change Management
Dynamism
Energy
Innovation
Leader
Luxury
Management

Entreprises

  • Russian Standard Vodka - Directeur Général Adjoint

    2009 - maintenant •Responsible for defining and implementing strategies for growth, route to markets solutions, motivating and engaging local distributor teams across specifically European markets (Off trade , On trade and Duty Free), coaching 2 zone directors for respectively APAC/duty Free and CIS/MEA.
    •Responsible for Sales, Marketing & Distribution of Russian Standard Vodka , Number 1 premium Russian Vodka for International ( excluding Russia and Americas), Number 6 fastest growing brand Internationally (source IMPACT)
    •Responsible for all Finance, HR, IT (Back office) for Russian Standard International. Implementation of business processes, system and people (Start-up).
    •Increased sales from 30 to 60 Mio$. Created and managed a team of 40 people (Sales, Marketing, Finance and logistics).
    •Defined and implemented a Return on Investment process on Advertising & promotion, and an International best practice sharing
    •Participation to the creation of the new ATL communication platform for the Brand ( based on consumer insights)

  • Maxxium Benelux - Directeur Général

    2006 - 2009 •Responsible for Sales, Marketing & Distribution of Premium Wines & Spirits brands (Remy Martin, Cointreau, Piper Heidsieck, the Absolut Vodka, The Macallan…) Maxxium is a Joint Venture with 4 key shareholders (Beam Global-USA, The Edrington-UK, Remy Cointreau –FR, and V&S ABSOLUT- SE).
    •Responsible for defining and implementing strategies for growth, inspiring & developing team, and managing key stakeholders for Belgium, Netherland and Luxembourg markets.
    •Increased sales from 120 to 140 Mio€ in declining markets and highly competitive. Profitability increased by 30%, mainly via product innovation, and change sales mentality and structure. 3 companies, 110 people & 10 direct reports. Challenge status Quo through new commercial and marketing policies ( new commercial terms, value added services, key accounts management programs, On trade customer segmentation), Review and prioritization of brand portfolio ( 53 brands), Implementation of a CRM Sales & marketing system (SAP Mobile)
    •Costs reduction via optimization project of the sales and Back office structure (hub Back Office BENELUX) and restructuration of Management team.

  • Maxxium New Zealand - Directeur Général

    2003 - 2006 •Increased regional sales from 28 to 40 Mio€ via Core brands growth and step change (new 3rd party agreements) while profitability more than doubled. 55 people & 8 Direct reports
    •Key Projects: Sales/Trading terms/Route to Market, Brand Rejuvenation , HR Culture transformation (from Task to Customer Oriented culture).
    •New product Launches ( RTDs, Vodka , Bourbon) and revitalization of the core brand Jim Beam (10% of NZ spirit market).

  • Maxxium Worldwide - Chef de Projet SAP

    2002 - 2003 •Mission: create a Global template for Distribution Models around the World to be implemented and rolled out over 5 years internationally. Review, assessment, optimization of all distribution Business Processes – best practice for all functional streams (Sales, Marketing, Finance, Logistics and reporting)
    •Operational Implementation of the newly defined template for Benelux and Australia/New Zealand.
    •Specialization in Business Warehouse and CRM implementation

  • Maxxium Worldwide - Financial Director Europe & Canada

    2000 - 2002 •900 Mio€ Turnover, 630 people, 14 distribution companies. 14 indirect reports & 2 direct reports.
    •Reporting to the Executive Director, board Member, and his right hand man on all strategic projects.
    •Responsible for the setting up of newly formed World wide - Joint Venture for distribution of core brands. Improve Financial Management systems/way of working, proactively contribute to business development strategy via Distribution agreements negotiations, and improve the effectiveness and efficiency of Distribution network.
    •Other Projects: (Euro pricing/ Year 2000 / International Key Account)

  • Denview Limited (Russia) - JV Remy Cointreau - Deputy Managing Director (Finance)

    1996 - 2000 •High growth experience : from 6 to 30 Mio€ Turnover, 110 people, 4 direct reports and 65 indirects
    •In charge of all operations covering Finance, Tax and Logistics in a highly complex and regulated environment,
    •Responsible for business development projects (Vodka, Sparkling, new 3rd party agreement) and Commercial exposure with key customers
    •Management of multi phased development (Growth, Crisis 1998- restructuration plan, Stability)
    •Lobbying towards tax and customs authorities.

  • Remy Cointreau - Group Controller

    Paris 1993 - 1996 •Consolidation, Group Management Accounting and Holding management, responsible of relationship with External Auditors (FASB, IFRS)
    •Participation in Merger & Acquisition projects –(Whiskies, Champagne, Rums)
    •Tax Integration projects (Family Holding)
    •Implementation of Balance scorecards/ executive viewers solution

  • Guy Barbier & Associés - Arthur Andersen (Ernst & Young) - Audit Senior

    1990 - 1993 •Audit specialized in manufacturing, IT and FMCG sectors (Thomson CSF, Case Poclain, Nokia, Olivetti, Euro RSCG, Remy Cointreau, Champagnes Piper Heidsieck

Formations

Pas de formation renseignée

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