Competencies
· Multi-channel Business strategy (travel retail & domestic markets, on & off trade and e-commerce)
· Global market responsibility
· Premium and luxury brands business development
· Business unit management (14M€ sales turnover)
· Team Leadership (direct and traversal management)
· Budget and forecast management
· Communication (internal, trade media), marketing
Professional experience
Name of request – Export sales director – since 01/2013
Regional Director Germany – Austria – Central and Eastern Europe – Russia Since 03/2021
· Created and executed a premium wine sales development strategy (« Route-to-Market », distribution, marketing, communication) for each market and each channel (off trade, on trade et e-commerce)
· Devise and executed launch strategy of premium wine brands with a particular focus on “prescriber” channel (“flagships” on trade, department stores, specialty stores)
· Recruited and managed a network of distributors fitted for a “value over volume” strategy
· Management of a team of 3 (area sales managers and sales support)
· Full P&L responsibility and budget management of key performance indicators (sales turn over, margin, margin per case, sell- out/sell in, stock).
Achievement: sales turnover 14M €, improve premium brand share of sales from 13% to 18%
Travel Retail and Duty Free director - 01/2013 – 03/2021
Devised and implemented the strategy to develop the global duty free and travel retail channel.
· Created the company’s global travel retail sales division, including recruiting and management of commercial team (direct and transversal reporting)
Achievement: Mouton Cadet achieved #1 French wine sold in duty free (Generation TRAQ 2018)
Name on request - Commercial Director - 10/2008 to 12/2012
Formulated and implemented a winning global sales strategy fitted for luxury cognac brand development.
· Channel segmentation strategy: Travel Retail & Duty Free, premium wine and spirits shops, hotels and restaurants.
Recruited and managed the sales and marketing team (4 people)
Achievement: Established a leading boutique luxury cognac
Name on request – Area Sales Director - 02/2007 to 08/2008
Analyzed brand portfolio in order to rationalize offer and create profit.
US market Profit & Loss study by client and evaluation of profitable customers.
Restructured and animated a network of clients in the US, including wholesalers and importers, off trade and on trade.
Achievement: Established a leading boutique luxury cognac
Name on request - Area Sales Manager - 11/2005 à 02/2007
Coordinated the development of a line of wine aimed at young US female professionals seeking low alcohol and fruity wines.
Negotiated the importation and distribution contract with US national importer. Planned and completed the launching and the distribution roll-out.
Constituted the distribution of wine brands in the US, Japanese and South Korea markets.
Achievement: Increased sales revenue by 50% over 18 months.
Name on request - Regional Sales Manager - 03/1997 to 01/2005
Defined and lead sales strategy in the Western US.
Conducted a network of brokers (11 agencies) and wholesalers (200 salespeople).
Recruited and managed 2 salespeople (one in Los Angeles, one in San Francisco).
Achievement: Sales turnover multiplied by 3 over 7 years.
Education
WSET Level 2, Pass with Merit, 2023
University of San Francisco, California 2004
MBA: Marketing, International Commerce
Institut Supérieur de Gestion, Paris 1997
Undergraduate, marketing & International Commerce