Frederic MATAUSCH

En résumé

Entreprises

• BASF SE (Inorganics) - Germany - Senior Sales Manager EMEA

  2009 - maintenant - Distribution / Channel Management (Coaching 22 partners in all Europe Middle East Africa territories)
  - Development of a powerful tool set to effectively manage and enhance performance of every distributor based on KPIs
  - Establishment of good visibility in the field of overall distribution pricing and costs to form a clear basis for profit Optimization
  - Distinct Business development projects in cooperation with our distribution partners focusing on key strategic Accounts (global, regional and local)
  - Profound improvement of communication and sales strategies in the fields of key account management (Customer Profile), market segments, product placement, pipeline management
  - Direct negotiation or coordination with a few International G. Key Accounts (with the support of each concerned distributors)
  - SWOT analysis of BASF Kaolin (based on personal observation and distributors’ feedback) yielded a distinct list of action items
  - Creation, implementation and validation of regular and meaningful reporting structures and practices, providing a solid basis for mid-term sales forecasts
  - Bringing technical marketing of distribution partners in line with BASF guidelines
  - Joint and continuous market benchmarking (key competitors)
  - Coaching a technical support expert & intensive support from a customer care representative team in Helsinki / Finland.
  

• BASF SE (Organics / Intermediates) - Germany - International Key Account Manager & Distributor Manager

  2006 - 2008 - Management of international major accounts: Rhodia (Global/Amines) / PPG Industries (Europe) / Monsanto (Brazil) / Arteco (JV Chevron & Total, Belgium) / Distributors (France & Belgium & Netherlands & Luxembourg)
  - Key role in negotiating international contracts
  - Strategic business development and customer profiling
  - Optimizing overall profitability: maximising margins, increasing sales volumes for selected product / customer
  - Growing the business of the distribution partners through restructuring of their setup, incentive programmes as well as internal and external coaching measures
  - Developing and improving the performance of assistant account managers
  - Supplying Marketing Division with updates on the market situation and the main competitors' strategy
  - Coaching commercial assistants Team, devolving responsibility to strengthen team members s competencies
  

• BASF SE (Intermediates) - Germany - European Product Manager

  2003 - 2005 - Development and execution of product line strategies ;
  - Cost reduction initiatives, tactical marketing activities
  - Product line management to achieve growth and margin targets, including tactical implementation of pricing
  - Portfolio management, tracking of business KPI's ;
  - Market/competitor intelligence gathering ;
  - Liaising closely with Sales to meet customer needs and resolve issues

• BASF SE (Intermediates) - Germany - Staff Controller

  2001 - 2002 - Input, reconcile, analyse, summarize, and report costs on a monthly basis to BU's VP
  - Monitoring and analysis of sales, costs and profit, profitability forecast (EBIT) based on various business scenarios
  - Comparative studies of production costs of various BASF sites, complete with internal and external benchmarking

• BASF SE (Global Strategic / Fine Chemicals = Pharma & Cosmetic & Supplement) - Germany - Marketing - Product Manager

  1998 - 2001 - Putting together a global marketing strategy in coordination with all regional marketing units
  - Developing and /or updating the targeted strategy for each product line
  - First ever product and segment marketing strategy for vitamins A and E at BASF
  - Profit management and cost optimisation by liaising closely with production and quality assurance department.
  - Analysis and suggestions for improvement of internal communication,
  - Monitoring and profiling of key competitors ;
  - Close cooperation with R&D departments, monitoring of research projects
  - Evaluation of new market potential combined with inception of commercial strategies
  - Developing and monitoring of short and medium-term business plans on a monthly basis
  - Purchasing products from competitors

• BASF France (Fine Chemicals) - Account Manager & Head of Pharma

  1990 - 1997 - Selling excipients and active ingredients to the pharmaceutical and cosmetics industries ;
  - Market penetration by promoting the use of these excipients to formulator teams ;
  - Seeking product approval with strategic customers
  - Analysing market demands complete with its development, and offering targeted solutions ;
  - Comprehensive and detailed regular reporting
  - Driving internal cooperation between technical support, product marketing and sales
  - Focussing business on promising customers
  - In charge of small Pharma Team, devolving responsibility to strengthen team members s competencies

Formations

• University Of Aix-En-Provence/Marseille

  Marseille Aix Ii And Iii 1987 - 1989 Master of Science (MST)
  
  « Méthodes et Valorisation de la Chimie Fine »

• University Of Sciences

  Nice 1984 - 1987 Licence de Chimie + DEUG A
  
  Bachelor in Organic and Mineral Chemistry (Licence de Chimie)

• High School

  Brignoles 1983 - 1984 BAC D
  
  Vocational training

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