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Julien JOANNAIS

Asnières-sur-Seine

En résumé

14 years executive experience in Sales, Marketing, Trade Marketing, Digital & e-Commerce, Commercial Strategy, Key Account, Category and Sales Force management, across different functions and divisions from FMCG (both Food & Non-Food) to Luxury (Fragrances & Cosmetics), who helped me to develop very complementary skills in leading successful business and consistent results:

Management of:
> Customers (Key players in French & Europe Modern Trade, Selective Distribution, E-commerce, Duty Free & Travel Retail)
> Multi-functional Teams (up to 80 reports, incl. Corporate Sales Force Management and 3 restructuring plans),
> Brands or Categories (Prestige Luxury and Premium Fragrances, Fabric & Home Care, Batteries, Snacks, Beverages),
> Brand Acquisitions or Divestiture (Cosmopolitan Cosmetics & Fragrances, Sara Lee AirCare, Sunny Delight, Duracell),
> Corporate projects and processes (Commercial Strategy, Duty Free business set-up, best practices share & reapply program),
> P&L management.

Key Competences: TEAM MANAGEMENT - MARKETING - TRADE MARKETING - COMMERCIAL STRATEGY - NEGOTIATION SKILLS - BRAND BUILDING - P&L - DIGITAL

Mes compétences :
Leadership
Decision Making
Collaboration
Coaching
Adaptability
Category management
Gestion des ressources humaines

Entreprises

  • Procter & Gamble - Head of e-Commerce Europe / Eastern Europe / Middle East Africa / India, DURACELL (NonFood)

    Asnières-sur-Seine 2015 - maintenant 30MM€ Turnover  results to come. Contribute to perfect transition from P&G to Berkshire Hathaway Company
    - Set regional 2020 vision incl. e-commerce / digital / omni-channel strategy, 2016 go-to-market, long term capability building
    - Lead Amazon regional relationship, enable local teams for optimized e-business with Brick & Clicks + Pure Players
  • Procter & Gamble - P&G –Western Europe Trade Marketing Director on DURACELL (Non-Food)

    Asnières-sur-Seine 2013 - 2015 450MM€ Turnover  results to come
    - Define/deploy commercial strategy for all Trade channels (HSM/Discounter/Electro/DIY/HFS/C&C/Pharmacy/Toys/web)
    - Contribute to brand’s innovations design as customers’ voice to optimize launch and internal/external value creation
    - Coordinate international bids & agreements, organize and lead key customers visits in our European Innovation Center
  • PROCTER & GAMBLE - P&G - Retail Sales Force Director for Southern Half of France (F.M.C.G Division)

    Asnières-sur-Seine 2011 - 2013 550MM€ Turnover  corporate Sales Force lead of 75 Sales Representatives/Promoters, 5 Regional Managers, 4 Assistants
    - Execute customer teams & categories priorities in-store to improve turnover (~85%+ of success)
    - Manage people across all ages/profiles, contributed to last Retail re-organization (new coverage and sectors)
    - Recommended & implemented a complete simplification program btw HQ/Field (PO1)
    - Led regular presentation shows in front of whole P&G commercial organization (up to 450 people)
  • PROCTER & GAMBLE - P&G - Key Account Director on LIDL & PROVERA incl. Proxy Affiliates & Brokers (F.M.C.G Division)

    Asnières-sur-Seine 2009 - 2011 250MM€ Turnover  +15% in 2010 and +13% in 2011 / 1st customer team to sign agreements, 2 years in a row
    - Defined commercial strategy & led joint business plans negotiations to deliver against volume & profit targets
    - Developed extended relationship at customers, initiated data sharing, coordinated new shared scorecard to lead corrective plans
    - Supervised sales forecast accuracy, billing and ROI of trade marketing funds
    - Coached my team on a daily basis to help them delivering their own objectives (5 Account Executives, 1 Assistant, 2 Interns)
  • PROCTER & GAMBLE - P&G - Trade Marketing Director for France - board member (Fragrances Division)

    Asnières-sur-Seine 2008 - 2009 150MM€ Turnover  +4% / 18 brands / 11 launches (incl. D&G, Gucci Flora, Boss Orange, Boss Signature Relaunch,…)
    - Redesigned 2009 go-to-market strategy, trade terms architecture and action plans by trade channels to deliver against targets
    - Drove brands investments efficiencies (8MM€ o/o 40MM€ budget) thanks to an audit, new guidelines and tracking tools
    - Conducted a Trade efficient assortment + Shelf enhancement program + new promotion mechanisms (reapplied at global level)
    - Managed my team thanks to on-going coaching training (5 Category Managers, 3 In-store Experts, 4 Assistants, 1 Graphist)
  • PROCTER & GAMBLE - P&G - Marketing Director for Luxury Fragrances - board member (Fragrances Division)

    Asnières-sur-Seine 2007 - 2008 70MM€ Turnover  +11% / 7 brands incl. DOLCE GABBANA-GUCCI-VALENTINO / 5 launches (incl. DG The One & Gucci by Gucci)
    - Led in-depth category SWOT and initiated shopper-based approach on all marketing mix pillars (media, in-store,…)
    - Re-invented Luxury investment model & sequencing (reaching up to 3.5% share on Month1, best P&G results over past 12 yrs)
    - Managed 25MM€ budget investments consistently with Fashion Houses principles and constraints
    - Quickly integrated marketing skills & managed 4 reports (2 Assistant Brand Managers, 1 Category Manager, 1 Assistant)
  • PROCTER & GAMBLE - P&G - Category Manager on Premium Fragrances (Fragrances Division)

    Asnières-sur-Seine 2005 - 2007 75MM€ Turnover  +5.5% average / 13 launches on HUGO BOSS-ROCHAS-GUCCI-ESCADA
    - Designed 4Ps strategies from long term vision to short term execution, influenced European strategies to optimize French plans
    - Adapted myself to a new category/division, contributed to Cosmopolitans Cosmetics integration (P&G acquisition)
    - Collaborated with a multi-functional team, valued high creativity and innovation, led a corporate suppliers’ audit project
    - Led a holistic Christmas 2006 promo-event with Nocibé which received a worldwide P&G award
  • PROCTER & GAMBLE - P&G - Key Account Manager for PROVERA (F.M.C.G Division)

    Asnières-sur-Seine 2002 - 2005 55MM€ Turnover  +9% average on year 2&3 / in charge of Fabric Care, Home Care & Food/Beverages categories
    - Led negotiation of yearly category agreements: 3 rounds in total, reverting boycott situation at arrival
    - Defined & applied the commercial strategy with strong Joint Business Plans signed the next 2 years
    - Designed a business tracking tool used both internally and externally by my head-buyer with competitors
  • PROCTER & GAMBLE - P&G - Sales Representative (F.M.C.G Division)

    Asnières-sur-Seine 2001 - 2002 - 3rd French Area of activity: 30MM€ Turnover / 45 stores
    - Maximize products distribution, on-shelf merchandising, promotional featuring & local category management to grow Turnover

Formations

  • The Ohio State University OSU (Colombus)

    Colombus 2000 - 2000 Business Management
  • School Of Business, Economics And Law, Göteborg University (Göteborg)

    Göteborg 1999 - 1999 Business & Law
  • Ecole Supérieure De Commerce

    Nantes 1998 - 2001 Business Management - Marketing
  • Université Lyon 3 Jean Moulin (Lyon)

    Lyon 1997 - 1998 Business & Law
  • Lycée Institution Des Chartreux (Lyon)

    Lyon 1995 - 1997 preparing for Business School entrance examination
  • Lycée Robin Institution Robin

    Sainte Colombe Lès Vienne 1995 - 1995 General Certificate of Education

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