Expériences — Olivier Marco

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.

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Experiences

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

Company Description

Alliance Healthcare France, a company of Walgreen Boots Alliance operates in several area: Wholesale, Pre Wholesale, Home care, Own Brands, and Retail

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

Company Description

Phoenix operate on three areas of activities:
Pre-wholesale, Wholesale, & Retail

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)

Company Description

GTF operates in services to pharmaceutical industries

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

Detailed Description

Contribution to the merger process with Pfizer consumer Healthcare
Implementation of a process excellence approach (Lean management)
Successful integration of commercial activities Pfizer consumer healthcare
Successful deal with Lifescan (a J&J company) in the diabetes area (medical device)
Customer Services restructuration
Successful launches of several OTC brands in key areas
Contribution to the merger process with Pfizer consumer Healthcare

Company Description

McNeil consumer healthcare is a J&J company operating as a leader in over the counter medicines.

Sales Force management
Direct Sales and Customer follow up

Company Description

McNeil consumer healthcare is a J&J company operating as a leader in over the counter medicines.

To develop and manage 10 reps in order to achieve Sales objective
To plan field activity
To collaborate with product managers

Company Description

Janssen Cilag (Johnson& Johnson) is a leading pharmaceutical company foucused on second care and third care

To follow clinical trials at hospital before introducing in retail market
5 successful launches of specialty medicines within two years

Company Description

Janssen Cilag (Johnson& Johnson) is a leading pharmaceutical company foucused on second care and third care

Company Description

Astra Zeneca is a leading pharmaceutical company

Votre navigateur est obsolète !

Olivier Marco

Sales & Marketing Director

Commercial & Marketing Group Director (Senior Executive Alliance Healthcare France)

Sales & Marketing Director (Senior executive at Phoenix group)

Operation Director (France & Belgium)

Commercial Director

National Sales Manager

Field Manager

Senior Medical Representative

Medical representative