Olivier Marco
Sales & Marketing Director
Sales & Marketing Excellence
Management
Neuilly sur Seine (92200) France
Professional Status
Employed
Open to opportunities
About Me
Entrepreneur and curious, I keep on developing success in various areas around Sales & Marketing, Retail and membership organization. Customer mind oriented I’m open to any challenges involving business development through entrepreneurial initiative within a consultative approach of sales. Comfortable in a multicultural environment I successfully experienced sales records in various areas from ethical segment to OTC by enhancing stakeholder levers and personal leadership.
- Exhibitions, Cinema
- Running & Judo (competition)
- Expert at Third Bridge (Market access)
- Comfortable with various accounting standards (P&L: French Gaap, German Gaap & IFRS)
- Comfortable with a double reporting
- Comfortable with a multicultural environment
- Business plan-Sales Strategy
- Sales Force Effectiveness
- Finance & Customer risk management
- Logistic & Distribution
- Promotion detailing-Consultative Selling
- Mix marketing, customer segmentation & Pricing
- Category Management
- Digital Marketing
- Project Management
- Lean Management
- Hospital & 2nd care management
- English (Fluent) Spanish (Interactive)
- Comfortable with Excel, Words and Power Point
- Basics on diverse IT system like: SAP, OLAP, BUSINESS OBJECT....
Business Case & Business introduction in Middle East countries
IESE NAVARA
September 2012
to September 2014
Entrepreunarial initiatives in businessess creation
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Management of the main corporation department
, Production, Sales, Marketing, human resources...
Learn more
, Production, Sales, Marketing, human resources...
Commercial & Marketing Group Director (Senior Executive Alliance Healthcare France)
Alliance Healthcare France
Since March 2015
United Kingdom
- Within the company board, my job involves the management of commercial and marketing activities of 4 business units
Sales Budget 3.8Bn€
Headcount 3000p
Main achievements: After a long and steady 5 years of negative trend I curbed the market share while restructuring the commercial approach of the company.I Attracted talented people to lead a strong change management of my organization.
Sales Budget 3.8bn€
From a very competitive environment focused on finance and customer risk, I successfully reorganized the mix products in 4 categories in order to suggest the best value proposition to the client. The Mix product involves now Wholesale and related services, Own Brands covering 3 key pharmacy market (Gx, MD’s and skincare), Service to patients(homecare), marketing in store as a retail solution for an independent community of pharmacist(Alphega Pharmacy).
This approach resulted at first in a stabilization of the market share of the core business (wholesale Dec-16 20%). Then, an increase of the gross profit through a steady development of the own brand (42€m +10%), a steady development of the cross selling between homecare and wholesale and finally, a reinforcement of the buying offer of Alphega Pharmacy. Alongside I reinforced the cooperation between labs and the pharmacy around services to patients (ethical campaign on heavy diseaseand second care dispensing, detection, pilling program, and prevention).My daily business involves as well a strong cooperation with the operations to supply the demand in a very efficient way through 51 distribution centers while designing the best pricing model of our global offer.
I’m currently leading various projects to compete with
Sales & Marketing Director (Senior executive at Phoenix group)
Phoenix Pharma SAS
January 2010
to October 2014
Full-time
Paris
France
- Sales Budget (1.5 Billion euros), headcount 200 people.
As I was committed in a merging process including two different operating models I successfully reorganized our commercial operations while market share increased in a regular way. Main achievements are:
Significant increase of the market share by 13% (+1 pt) within 14 months
Reduction of bad debt by 80% within 18 months
Creation of 6 commercial zones each one driven by a sales manager whether steming from internal promotion or outside competency
Sales Force Alignment around a single compensation system and a new competency model within 12 months - Being Influential and pro-active in a board of directors and provide double reporting.
Total company CAPEX recommended in 2013 :5M€
July 2013: Succesfull opening of a generic Platform in Paris resulting in a significant increase of the market share in the generic segment by 1pt within 6 months (July 13 to january 14) (6.4 to 7.5 while sales increased by +19% versus market -2.8)
April 2013: Opening of a new hub in Toulouse resulting in a significant increase of the market share by 2pts (5.4 to 7.4) within 12 months while delivering a positive EBITDA following a first year of exercise (+ 01M€) - Marketing, Pricing, Customer loyalty program.
Implementation of the new pricing model allowed to save 25% of the budget dedicated to discount that is (-9M€) whereas the market share lowered only 12% - Digital Media Strategy.
Recruitment of a suitable talent as a project manager
Opening of an institutional web site within 12 months (2011)
Opening of a professional portal within 18 months (June 2012)
After a three month of free access for customers,30% of the customer wallet were successfully charged (FY + 0.1M€) - Sales Force effectiveness (Headcount: 40 reps)
Significant increase of the sales force activity
2011/2010 # FY Calls +38% (from 14 000 to 18 000 calls)
2012/2011 # FY Calls +27% to 23 000
2013/2012 # FY Calls +22% to 28 000
Increase of Customer absorption by 30%
Implementation of a new competency model
Providing of a dashboard including suitable metrics and KPI's for action plans - Customer Services
Head count reduction from 25%
Development and deployment of a homemade software for complaint management within 18 months
2012/13: Inbound calls handled + 28% - Sales Administration
Settling of standard of procedures for account opening intended to prevent customer risks
Settling of a robust customer quotation to detect profile change
2012/2011: Customer outstanding reduction -15% (Net working capital reduction from 23 days to 19) - Training & Education program
Development of an integration module intended to employees whether they are yet present in the company or in an integration process. Reduction of integration failure by 30% - Project Management
Operation Director (France & Belgium)
GTF
May 2008
to December 2009
Full-time
Paris
France
- Sales Force Management (Pharmacy & Prescription)
- Compliance with the regulation of the promotion with the doctors
Successful certification of detailing activities in prescription area - Commercial activities of the Belgium subsidiary.
Successful turnaround of commercial activities in Belgium. Profitability of wholesale operations restored within 18 months - Services to pharmaceutical companies (bid & Tender including integrated solution).
Successful bid in a request for proposal (Obtaining of a promotion detailing contract from a pharmaceutical company for a specialty medicine)
Commercial Director
McNeil
November 2001
to April 2008
Full-time
Paris
- Senior executive at McNeil, responsible of Sales budget achievement 96M€
Successful launches of several OTC brands in key areas, fruitful deal with lifescan on medical device. Contribution to the merger process with Pfizer consumer Healthcare - Sales force management & Customer services
- Merchandising & Loyalty program
National Sales Manager
McNeil (Johnson & Johnson)
June 1995
to October 2001
Full-time
Paris
France
- Sales Force management
- Direct Sales and Customer follow up
Field Manager
Janssen Cilag (Johnson & Johnson)
January 1988
to June 1995
Full-time
Montpellier
France
- To develop and manage 10 reps in order to achieve Sales objective
To plan field activity
To collaborate with product managers
Senior Medical Representative
Janssen Cilag (Johnson & Johnson)
January 1986
to January 1988
Full-time
Montpellier
France
- To follow clinical trials at hospital before introducing in retail market
- 5 successful launches of specialty medicines within two years
Medical representative
Astra Zeneca
October 1981
to December 1985
Full-time
Montpellier
France
