Results oriented and customer focused, I was able to demonstrate, through my various experiences in senior managerial roles, my entrepreneurial spirit, my leadership skills and negotiation talent in highly competitive international environments.
My ability to define a strategic vision widely shared and to motivate others along with a strong financial follow-up generated sustainable growth of both revenues and profit.
With passion and enthusiasm we founded Be Keen to help “exclusive brands” overcome the challenges and complexities of business development across the Luxury market.
In this highly specific Luxury industry, where creativity and business performance must live and work together, Be Keen aims to be the strategic partner for genuine high-end brands.
With a strong network and wide ranging experience of international and Travel Retail market, Be Keen acts as a consultant or international agent, launching, marketing and supporting brands, with a specific focus on Perfumes & Cosmetics.
Parfums Givenchy (Levallois-Perret, France) - LVMH Group
September 2005
to January 2010
In charge of the European Travel Retail & Local Markets (Export & Subsidiaries)
Managed a 112 million Euros profit center
Detailed Description
Led successfully 7 subsidiaries (Russia, Ukraine, Italy, Spain, Germany, Netherlands, Belgium) and 6 Area Managers (all Agents European Markets, all European Travel Retail and Duty Free accounts)
Defined and ensured a Pan-European strategic consistency on the local markets
Shared best practices and provided international insight and support
Improved the brand’s acceptance and attractiveness in all channels
Reviewed all negotiations processes and set-up a Pan-European strategy per key account according to each retailer’s values and DNA
Approved local negotiation approaches and strategies (i.e.: IPXL, Hondos, Beauty Line, Alkor, etc.) and negotiated partnership programs with key Pan-European Retailers leading to a major sell-out increase vs. retailers trends (i.e. + 44% increase with Sephora in 2007)
Supervised and approved all trade marketing and advertising plans
Reviewed the Travel Retail commercial policy and implemented a drastic price-off reduction and an assortment rationalization while creating in-store image building events, increasing the sell-out growth and gaining market share
Changed the Travel Retail organization and defined new job descriptions for all team members
Coached key team members and developed their potential
2009 targets exceeded in revenue and profit
Rankings improved and reinforced in Travel Retail & Duty Free
Market leadership reinforced in Central and Eastern Europe
Profitability restored in subsidiaries with a double digit operating result in Italy, Spain, Netherlands, Belgium, Russia and Ukraine
Parfums Givenchy (Levallois-Perret, France) - LVMH Group
April 2003
to August 2005
In charge of the European Local Markets (Export & Subsidiaries)
Managed a 60 million Euros profit center
Detailed Description
Led successfully 7 subsidiaries (Russia, Ukraine, Italy, Spain, Germany, Netherlands, Belgium) and 2 Area Managers (Southern, Central and Eastern Europe, Scandinavia)
Identified sources of business improvements, growth and expansion
Defined a new vision for Europe and set-up strategic priorities to get subsidiaries back to profitability
Reduced cost, reassessed investments levels and expenses allocation to ensure proper ROI while increasing media spent
Changed the business model in Austria and Switzerland bringing profit back in both countries
Realigned the distribution network : withdrawal from poor environment retailers such as Kruidvat Superpharm, closing of non profitable doors, etc
Rationalized the assortment to improve products turnover on shelves and increased in-store visibility of the best-sellers while avoiding major returns
Changed the organizational structure and designed new working procedures
Established a “sell-out attitude” policy forbidding over-stocking of the trade and inducing people to think “out of the box”
Built effective teams, customers oriented and driven for results and excellence by creating a strong morale and spirit, sharing wins, leading people to success and recruiting “high potential” profiles
Restructuring and revenue targets achieved at the end of 2004
Parfums Givenchy (Levallois-Perret, France) - LVMH Group
January 2002
to March 2003
Oversaw local markets (European Agents) as well as Travel Retail and Duty Free activities (Central & Eastern Europe / Scandinavia)
Managed an 18 million Euros profit center
Detailed Description
Drew, proposed and implemented an innovative regional strategy to Establish Givenchy as a key player in the region - Restructured the distribution network - Changed the business model in Scandinavia - Assessed and re-negotiated Agents contracts - Set-Up a new pricing policy - Negotiated new agreements with major retailers leading to an improvement of the brand’s in-store support - Rationalized stocks - Entered successfully Serbia (top 3 in fragrances) - Established Givenchy as a key player in Central and Eastern Europe (i.e.: in fragrances ; top 5 in Poland, top 2 in Romania, top 3 in Russia & Ukraine, etc.) - Improved rankings in Southern Europe
Targets achieved with a revenue increase of 7.5% at the end of 2002 vs. the end of 2001 along with a growth of the profitability
