Frederic DESCHAMPS

En résumé

Entreprises

• Paper Division - Commercial and Key Account Director

  2012 - 2017 Paper division has been merged with packaging division.
  Annoucement and management of paper exit :
  * Retaining chosen customers till the end ;
  * Keeping sales organisation "alive" and motivated ;
  * Permanent adjustment between order entry and available production capacity

• Metsä Board - Commercial Director Business Reels

  2003 - 2012 ( Paper rolls for printer and converter segment)
  Office Paper division based in Amsterdam
  350 000 tonnes and EUR 250 million annual revenue
  First target was to boost the sales with:
  * Definition and implementation of the commercial strategy
  * Creation and management of a 15 sales directors/ managers team dispatched in 10 sales
  offices in EMEA
  * Re launch of the Modo Paper brand ( almost the unique well-known brand in that segment)
  Result: Increase of Sales with about 30% and significant margin improvement
  
  Next step was to improve our efficiency with:
  * Successful implementation of a fully new service concept in the Industry
  ( Reduced lead-time and improved stock rotation despite reduced production frequency)
  * Simplification and alignment from all terms and conditions
  * Successful launch of the Inkjet range in collaboration with HP, Canon and customers
  ( 30% market share with a significant margin improvement vs. standard grades)
  Contribution and guidance to the overall Office Paper division strategy

• M-Real Alizay Mill - Supply chain Director

  2001 - 2003 (Management of internal sales, production planning, logistics & procurement)
  area, France) 300 Ktons of Mixed Hardwood Pulp and 300 Ktons of
  UWF Paper
  * Re-structuring of the Customer Service Centre. ;
  * Development and implementation of Commercial strategy ;
  * Liaison between Business Areas and Local Sales Offices.
  * Liaison between Pulp Production and Pulp Sales. Management of intra-group sales
  * Budget management. ;
  * Implementation of a new Warehouse Management IT system.
  * Implementation of a new production and production planning strategy.

• Modo Paper - Commercial Director

  1999 - 2000 * Successful implementation of the merger of the Office Paper Divisions of Modo and SCA.
  * Elaboration and implementation of the commercial strategy for the German Office Paper
  market:
  Customer mix, distribution channels, product mix, prices, marketing and communication.

• Modo Paper - Expert Commercial

  1998 - 1999 expert in SAP implementation Member of the project Steering Group
  Modo Paper Husum Mill (
  * Identification of sales processes ;
  * Preparation of database for SAP Sales & Distribution module

• Modo Paper Alizay Mill - Export Sales Director

  1996 - 1997 * Implementation of the commercial strategy (agents and traders) in EMEA .
  * Follow up of the sales activities per country in terms of volume, prices, margins and product mix.
  * Identification and development of new market segments. ;
  * Active participation in the corporate marketing co-ordination group.

• METSÄ BOARD - Directeur Commercial

  1996 - maintenant

• Papeteries Matussière et Forest - Export sales manager

  1990 - 1995 Family owned French paper company: 6 paper mills & a production capacity of 350 000 tonnes

• Papeteries Matussière et Forest - Export sales manager

  1985 - 1990 Family owned French paper company: 2 paper mills and 1 manufacturing plant
  Sales manager from « Textilose » department PHB sales office in Paris

Formations

• IMD (Lausanne)

  Lausanne 2005 - 2005

• IAE Paris Panthéon Sorbonne

  Paris 1995 - 1997 MBA
  
  DESS de CAAE

Réseau

• Anne DEBADIER

• Caroline DELABRE

• Cavally SARAH