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Frederic Duclos

Frederic Duclos

Head of International

44 years old
Driving License
Zurich Switzerland
Employed Unavailable
  • Senior FMCG manager with over 15 years of P&L management roles in developed and emerging markets across Africa, Middle East, Scandinavia and Asia-Pacific.

  • Specialised in Business Development and Distributor Management for internationally renowned brands (Ferrero, Evian Water, Twinings, Clipper, Kiddylicious).

  • Recent key achievements include successfully leading the sales development of healthy snacking in a variety of markets and implementing efficient sales & financial tools to strengthen the brand sustainability and competitiveness.

  • I am a creative thinker with a strong commercial judgement. I use my experience and lean on an entrepreneurial start-up & scale-up mindset to perform successful in-market executions. I grow businesses with agility and speed and thrive to build engagement and trust at all levels of the organisation. I am a very committed individual who work best in multi-cultural environments.

Specialties: distributor management, international sales development, strategy building, team management, building strong business relationships, negotiation.
Resume created on DoYouBuzz
  • Build an international team to further accelerate the internationalisation of Kiddylicious - Swiss based
  • Define and implement the International strategy to accelerate the internationalisation of Kiddylicious - UK based
  • Strategic development of the International Markets department in the Nordics.
Detailed Description
  • Investigating various Route-to-Market to maximise brand availability and profitability
  • Presented the different scenario to the Board for decision making and implementation
  • Leading my team to consistently exceed targets in the organic food & drinks sector. Key achievements also include leading the development of Clipper tea internationally as well as developing all core Ecotone brands in Asia-Pacific & Scandinavia.
  • Leading my team to consistently exceed targets. Key achievements also include setting strategic goals which led to a sustainable growth and stronger partnerships in MENA.
Detailed Description
  • Responsible for the P&L and significantly grew turnover from £6m to £11m. Aiming at delivering 20% sales growth YOY
  • Led and managed successfully a portfolio of 12 markets across Middle East and North Africa.
    I structured the portfolio by prioritising key markets (Saudi Arabia, Egypt and UAE), opening new ones (Algeria), changing Distributors (Oman, UAE) and looking at different business model opportunities
  • Reinforced and developed strong relationships with existing and new Distributors
  • Set up the 5-year strategic goals for the region and created the "House of Success" strategy based on 7 key pillars. Prepared sales forecast and Budgets
  • Led the sales strategy across markets, brands, categories and trade channels -
    For example I convinced Egypt to focus on green tea in key retail stores; Dubai to increase the brand presence in the top 10 hotels; Saudi to strengthen the brand visibility with Saudi Airlines
  • Recruited, managed, trained and motivated 1 direct report in the UK and 3 based in-market – I defined the appropriate KPIs and objectives which we reviewed every 6 weeks on a one-to-one basis. I supported the individuals based overseas through regular conference calls and market visits
  • Negotiated significant price increase in all markets mixed with an optimum promotional spend which enabled a solid P&L shape and improved profit by 50 basis points
  • Co-ordinated with all internal stakeholders (eg: Marketing, Finance) to launch the new packaging at the right time, in the right place and at the right price
  • Simplified the way of evaluating ROI for in-store promotions and led by example in sharing best practices with the entire export team
  • Acted as an ambassador for the brand and role model the ‘can do’ attitude
  • Built a mobile application from start to finish
  • Researched the market, designed the app, recruited a programmer
  • Managing and developing sales of EVIAN water in Africa, based in Paris head office. Key achievements include creating new ways to develop long-term volume and to improve the P&L shape.
Detailed Description
  • Consolidated relationships with distributors and ensured effective implementation of the strategy
  • Achieved a 25% reduction in write-off costs for the company by finding new ways of selling short-dated products
  • Won the Best Achievement Award for in-store secondary placements with the South African team
  • Launched Evian limited edition bottles (Evian by Issey Miyake) in all VIP and Gold accounts. Exceeded targets by 12% in all key markets
  • Significantly grew sales volume (+18%), value (+11%) and profitability (+30 basis points) by focusing on developing the key market (South Africa), opening new ones (Zambia with Evian facial spray) and prioritising investments
  • Managed and developed Distributors in 14 markets in Africa and Indian Ocean - €5m sales - responsible for the P&L
  • Responsible for 3 regional markets based in Johannesburg. Key achievements include finding and implementing new route-to-market in South Africa and optimising EVIAN visibility and sales in the Out Of Home channel.
Detailed Description
  • Found and developed new business opportunities: opened new markets (Zambia, Seychelles, Mayotte, Mozambique) which increased sales volume by 30%
  • Worked with Danone HORECA specialists to increase sales volumes in 5-star hotels and premium restaurants. Achieved an average of +20% in Mauritius and South Africa through staff training programs and POS materials placement
  • Managed the transition with new Distributor including training and motivating the sales force: 60 sales reps
  • Led the termination of the distribution contract with the South African Distributor. I conducted a market research for new partners and presented to management for review and approval. I prepared the way out alongside the legal team while organising and leading a launch road show with the newly appointed Distributor
  • Responsible for the P&L - ensured brand profitability and competitiveness in each market
  • Managed and developed 3 markets through local Distributors: South Africa, Mauritius and Reunion Island
  • Developing sales of EVIAN Water and LU Biscuits in South Africa working hand in hand with the Distributor’s 40 sales reps to reinforce brand presence, visibility & sales in all channels.
Detailed Description
  • Reinforced Distributor's focus on Danone products by monitoring monthly sales through team meeting and regular store checks
  • Trained and motivated the Distributor's sales force: over 40 sales reps calling on c. 500 multi-channel accounts
  • Created successful tools for the sales reps to efficiently grow sales of both LU (+138%) and EVIAN (+30%) YOY
  • Identified top accounts and monitored marketing budget according to brand priorities
  • Initially worked as Assistant to the Global Accounts Director in Danone head office before being promoted to develop sales in South Africa
  • Created monthly KPIs scorecard for Distributor assessment
  • Ensured brand profitability and competitiveness through Danone reporting tools
  • Project leader on rolling out the Australian Open promotion in New-Caledonia and Reunion, increasing sales volume by 25% and 18% respectively and recruiting new consumers
  • Launched Evian by Christian Lacroix in all VIP & Gold accounts which enhanced spontaneous awareness for EVIAN by 10 points
  • Negotiated the sponsoring of Evian at Taste of Cape Town (Top 10 Chefs event) with 100% return on PR
  • Called on over 100 accounts to consistently exceed sales target in Hotels, Restaurants, Cafés and VIP Night Clubs in the North of Reunion Island.
Detailed Description
  • Kept good relationship with customers' portfolio
  • Organised launching event with loyal customers and local VIPs
  • Out-performed sales at +120% vs target
  • Successfully negotiated new product listing and visibility in a highly competitive environment
  • Cashed in over 1500€ turnover every 2 days
  • Called on over 100 Hotels, Restaurants, Cafes & VIP night clubs
  • Called on over 40 accounts securing shelf space and exceeding sales targets in Hypermarkets and Supermarkets from Menton to Toulon in the South of France.
Detailed Description
  • Grew regular shelf sales by 10% and till sales by 45%
  • Successfully negotiated retailers' promotions and product placement in high visibility areas
  • Kept retailers up to date with Ferrero's deals
  • Called on over 40 retail accounts monthly