Stéphane GOUAULT


En résumé

Pharmaceutical & FMCG (Consumer Goods) industries with 15+ years of experience
earned in International Business, Sales Management and Marketing.


Managed countries budgets with full P&L responsibility / Management team across multiple geographies in both developed (Europe) and emerging markets (Middle East & North Africa) / Record of above market performance using market insights, making clear investment choices and building effective teams / Brand and Strategic Marketing plan development and Category Management expertise / Leads the development of Sales Force Effectiveness with the local sales forces / Implement the regulatory strategies in existing countries and in new export cluster markets.

Mes compétences :
Business plan
Marketing opérationnel
Brand management
Marketing stratégique
Key Account Manager KAM
New Product Development
Category management
Sales manager
Trade marketing
P&L Management
Market Analysis
International business development
Sales force effectiveness


  • Cooper - Head Export Europe & Maghreb

    2015 - maintenant - Full responsibility of top and bottom line growth in the region covering Europe & Maghreb countries.
    - Manage, and control profits (EBIT & Gross Margin) within the subsidiaries in Tunisia & Algeria as well develop activities in Turkey, Greece, Benelux, Nordics, Eastern Europe, Baltics and Portugal.
    - Identify, meet, negotiate and deal closing with brands from diversified industries.
    - Develop and renew our existing strategic brand partnerships with local suppliers.
    - Lead multi-functional team (marketing, sales, regulatory) and follow up of the supply chain process.
    - Coordinate the pre-launch development of new products and services with the area sales managers.
    - Ensure the materialization of sales targets and implement the commercial and marketing plan per country.
    - Develop and implement the regulatory strategies in new markets (registrations files, AMM submission).
  • Novartis - Head Middle East & North Africa

    RUEIL MALMAISON 2013 - 2015 - Full profit and loss responsibility in Middle East & North Africa countries.
    - Lead, manage and develop the overall performance of the cluster. Deliver sales and profits-within agreed budgets. Monitor the evolution and act on deviations on product level, developing corrective actions.
    - Participate actively in MEA management team, representing country needs into regional strategic decisions, and sharing best practices for local adaptation & use.
    - Direct responsibility for distributors in terms of selection and management.
    - Direct responsibility for NAH employees in the cluster countries, managing and directing MEA Export Cluster own personnel.
    - Manage and motivate customers and Third-party distributors in order to ensure maximum focus and resource allocation to NAH products.
    - Decide on, co-ordinate pre-launch activities and ensure proper launch execution of new product launches in the cluster.
    - Develop and implement the regulatory strategies (with the support of MEA Regulatory) in existing and new MEA Export Cluster markets.
  • Novartis - Brand Manager

    RUEIL MALMAISON 2011 - 2014 - Lead 2 main categories (Cardiology & Dermatology) which include 3 OTC brands and 2 RX brands.
    - Development and execution of brand plans, and professional plans for KOL’s, build up the marketing strategies and tactics.
    - Proactively make recommendations to modify annual plan to address gaps and ensure brand objectives are met.
    - Bring a brand to life in the market via creative execution of the brand mix by liaising with our creative and media agencies, that achieve outstanding levels of effectiveness.
    - Leading the preparation of the annual brand plan, drawing conclusions from the results of actions.
    - Implementing, on a timely basis, approved brand strategies and marketing plans across the market.
    - Day to day interaction with sales management to implement the brand strategies and marketing plan.
    - Closely monitoring market and competition performance, analysing variation from plan, recommending and implementing remedial actions, and executing media plan for the categories.
  • MARS France - Senior Product Manager

    2007 - 2011 - Develop brand plans for assigned categories of products (total turnover €27m): Sterilisation, Urinary, Dental and Growth / Mature.
    - Recommend and execute projects to enhance current sales products, delivery or packaging.
    - Define requirements for product launch and co-ordinate inter-departmental activities required for product launch.
    - Creation of action plans for launching product innovations in the market: promotional schedule, brand highlighting tools, sales arguments, brochures, challenges.
    - Building the marketing strategy and implemente the business plan in line with the portal budget (€2m).
    - Analytical marketer: Perform detailed sell-out analysis on market, brand and SKU level to enable accurate forecasting.
  • MARS France - National Trade Marketing Manager

    2005 - 2007 - Management and field support of 5 regional merchandising managers.
    - Awareness of all trade marketing opportunities available in each key account thereby allowing collaborative way of working with key account mangement.
    - Attendance at key account meetings to add value through identifying opportunities and recommending appropriate marketing tactics
    - Monitor, evaluate and record competitor trade activity within the channel.
    - Create and deliver insight driven presentations to key accounts to address bespoke commercial issues.
    - Design of merchandising tools and implementation plans for product launches.
    - Profitability studies: benefits in terms of ground linear metres, developments, competition turnover.
    - Operational recommendation per key-accounts: Instore communication and merchandising.
  • MARS France - Key Account Manager

    2002 - 2005 - Management of the results and the performance of 3 account manager.
    - Build a strong relationship with key decision makers, influ-encers and category managers in majors chains.
    - Manage relationships with customer decision makers and CEOs to build partner-ships across customer organizations, allowing both parties to extract value.
    - Conduct systematic performance reviews with key customers & responsible for selling the nutritional range to chains, turnover of €23m. of turnover.
    - Develop and complete a monthly review of an immediate action plan with specific actions to improve earnings based on customer interactions and analytics.
    - Assess account economics and assess opportunities to cover leakages during customer interactions.
    - In charge of the setting up of sales collaboration contracts.
    - Trade-marketing action proposals for each distribution centre: specific bonuses, competitions.
    & implementation of partnership agreements allowing a privileged communication with chains.
  • MARS France - Sales Representative

    2000 - 2002 - Development of customer portfolio and nutritional range turnover, €2.3m with growth of over 26%.
    - Key responsible for product knowledge in the area – commercial driven, not only advisory.
    - Maximize recommendation level for all our products.
    - Plan and coordinate own activity (incl. targets, budget, follow up) using standardized material / approach.
    - Follow up on trade campaigns and give feedback to sales and marketing teams.
    - Monitor and report competitive activities.
    - Creation and monitoring of quarterly sales action plans by customer category.
    - Shelf assortment optimization and implementation of the national contracts in each store.