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Ahlstrom - Munksjo
- Head of Sales
2018 - maintenant
Sales of technical papers from 4 mills, 60M euros turnover
Leading a team of 4 Sales Managers (Italy, UK, Spain, Germany/Benelux)
Key Account management
Strategic capacity allocations
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Ahlstrom - Munksjo
- Sales Manager EMEA
2018 - 2018
Sales management for Food and Beverage BU (6 mills)
Key Account management
Developments follow up for Beverage (coffee caps lids and tea bags)
Preparing and managing sales budgets and targets by customer accordingly the BA's objectives
Achieve slaes revenue, growth, profitability and working capital targets by customer
Continuous updating of forecasts by customer
Managing, building and maintaining effective customer relationships at different levels within the customer's organization
Understanding customer's busness, drivers, challenges and strategy
Seeking for new business opportunities and uncovering customers' and prospects' needs by promoting the whole product and service portfolio
Keeping focused on the right priorities within the sales activities to achieve optimal output and results
Sharing internal and external business insights to improve market position, product knowledge and business optimization
Reporting on the result of required activities and action plans through the correct channels and to keep continuously updated
Facilitating the good functioning of the Customer Sales Service department by passing adequate inputs and reports
Making continuous use of the tools and programs provided to optimize communication, working and interdepartmental effectiveness
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Ahlstrom - Munksjo
- Sales Manager
2013 - 2018
MUNKSJO Group – Business Area Graphics & Packaging
Stenay and Rottersac mills (150000T of specialties papers)
In charge of the overseas sales (agents out of EU) for the whole BA, in Latin America, Oceania, India, Indonesia, Israel, Japan, Malaysia, South korea, Thailand, Vietnam
* Sales network building and training in Latin America, Asia and Middle East
* Supporting the overseas sales team, providing the tools/vision to reach the price and volume objectives
* Direct negotiations with some big customers
* Claim management
* Monthly reports and forecast, including market informations and developments
* Building and leading a ‘hub’ of Customer Service (13 persons)
* Achievements from 2013 to 2016 : +20% in volume and doubled profitability (EBITDA from 3.1% to 6.3%)
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Ahlstrom
- Sales & Service Manager
Bousbecque
2011 - 2013
* Main contact of the sales offices/agents for the mill ;
* Strategic, commercial and technical support to sales managers ;
* Demand Controlling within IBP program (Integrated Business Planning) ;
* Strategic capacity allocations ;
* Increasing our performance in terms of OTAPIF
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Ahlstrom
- Sales & Services Manager
Bousbecque
2011 - 2013
Rottersac mill
67000 MT
95 Million €
• Act as a point of contact for the Sales Organization
o coordinating market and customer needs
o ensuring successful sales strategy implementation in sales regions
o coordinating activities with VP Sales
o Pricing and pricing management in CRM (global / campaign base prices)
• Provide and solve customer support related matters, such as:
o strategic capacity allocations
o logistic services
o product offering (based on the strategy agreed with product manager)
o commercial trim indications
• Provide guidelines to planning department:
o transferring orders from one machine to the other according to production needs, planning optimization, products interchangeability agreed with TCS
o achieving sales targets
o achieving profitability targets (based on average selling price simulations done with controller)
o reducing the % of commercial trim (also according to WRP plans)
o increasing our performance in terms of OTAPIF
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Ahlstrom
- Sales & Marketing Manager
Bousbecque
2003 - 2011
* Medium and long term strategizing of vegetable parchment for packaging ;
* Mix optimization, market segmentation, positioning ;
* Business intelligence, Back selling ,
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Ahlstrom
- Sales and Marketing Manager
Bousbecque
2003 - 2011
Sales & Marketing Manager “genuine vegetable parchment”
for food packaging (butter, margarine and greasy products)
AHLSTROM Group – Specialties Division, Bousbecque – France
Annual sales volume (packaging): 6600 T, Turnover: 13 millions €
- Commercial development
* Supervision of world-wide Vegetable Parchment sales for packaging
* Analysis and follow up of sales and profitability results
* Prepare the Annual and Business Plan
* Provide the network sales network with strategic orientation, information and feedback
- Marketing
* Improve the knowledge of the markets and end-users
* Technological development monitoring
* Back selling
* Identify new products and/or new market segments
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Gascogne
- Area Sales Manager
Dax
2000 - 2003
Area Sales Manager in Southern Europe (Italy, Spain, Portugal)
GASCOGNE GROUP - Laminates Division, Dax – France
Annual sales volume in 2002: 130 millions €
- Responsible for a portfolio of customers (Turnover 2001: 1,5 million €)
- Development of potential markets (Turnover 2002: 2,3 millions €)
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DANONE GROUP
- Brand Manager assistant
Paris
1999 - 2000
Six-month internship :
DANONE GROUP marketing department, Mexico City
- Assistant brand manager (analysis of competition, point-of-sale advertising, sales follow up, new products launch supervision, brand communication and promotion)
- Market study of Central America, the Caribbean and Southern American states for the export of BONAFONT mineral bottled water (market, logistics and sales study)
- Development of an export business plan
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NALLEY'S FINE FOODS
- Sales Assistant
1998 - 1998
Six-month internship :
NALLEY’S FINE FOODS, Seattle, WA (USA)
Promotion and sale of peanut butter and sauces in Latin America
